Selling Commercial Solar Through a Clear Business Case
A credible proposal explains the customer’s energy problem, the assumptions behind the design and the responsibilities after installation.
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What to check first
- Use the customer’s actual consumption data
- Show the assumptions behind savings scenarios
- Document exclusions and avoid guaranteed-return claims
Make the assumptions visible to the buyer
Start with the customer’s consumption and operating needs. Explain the design, estimated generation and how changes in usage, tariffs or financing assumptions could affect the commercial case.
Distinguish an estimate from a guarantee and show exclusions clearly. Agree responsibilities for approvals, installation and after-sales work. A transparent proposal helps a buyer compare options and reduces disputes caused by exaggerated savings claims.
Official references and further reading
Use current source documents for requirements, product features and jurisdiction-specific decisions. Links do not imply endorsement or specialist review.
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Editorial update: Oxford Training and Research. Prepared with AI-assisted drafting; the original author record is retained. No independent product testing or specialist review is claimed.
