Had an awkward situation last week. Office building audit on ConEd turned up virtually no savings opportunities - maybe $400/year in minor billing corrections. Client paid $2,500 for the audit expecting big savings based on their neighbor's results. How do you present findings when there really isn't much to present? Felt terrible delivering the news.
Presenting Bad News - No Significant Savings Found
Harold's right about the framing. I also try to explain why this building is different from their neighbor - different equipment, usage patterns, rate schedules, etc. Helps them understand it's not about audit quality, just different circumstances.
Do you provide any value-added analysis in these situations? Maybe benchmarking against similar buildings, or identifying future monitoring opportunities even if there aren't immediate savings?
I usually include a section on "maintaining optimal billing" in these reports - things to watch for if equipment changes, rate schedule monitoring, etc. Gives them ongoing value from the engagement.
Larry, that's a great idea about benchmarking. I could show how their costs per square foot compare to industry averages. Lucille, the ongoing monitoring suggestions would definitely add value to the report.
Diana, how did the client actually react to the news? Sometimes they're more understanding than we expect, especially if you explain the thoroughness of the analysis.
Jeff, they were actually pretty good about it once I explained the analysis process. I think showing them all the things I checked - rate schedules, billing multipliers, demand patterns - helped them see they got their money's worth even without big savings.
That's a good outcome Diana. Those clients often refer others because they trust your thoroughness, even when the results aren't what they hoped for initially.
Diana, this happens sometimes. I frame it as good news - their utility billing is accurate and they're on the right rate schedule. Shows the building is well-managed. Not the outcome they wanted but still valuable information.