I keep running into energy brokers in the field. Some see me as a competitor, others are interested in partnering. How do you position yourself relative to energy brokers?
Working with Energy Brokers - Partner or Competitor?
Energy brokers handle supply-side procurement - negotiating the generation rate in deregulated markets. We handle delivery-side analysis - the tariff, rate classification, demand charges, riders, etc. There's almost zero overlap. I partner with about 5 brokers in my area and we refer back and forth. They send me clients who need a billing audit, I send them clients who need a supply contract.
The partnership model works great. My best referral source is actually an energy broker who doesn't do any delivery-side work. He introduces me to every new client he signs and I do the same for him. Between us we cover the full spectrum of utility cost management.
The broker-auditor partnership is one of the most natural and productive referral relationships in our industry. You're not competing - you're complementary. If you're not already connected with energy brokers in your territory, start reaching out. Most of them are happy to partner because it adds value to their client relationships.
How do you find energy brokers to approach? I don't even know where to start.
Google energy broker plus your state or city. Also look at AEMA (Association of Energy Market Advisors) member directory. Most brokers are friendly and open to a coffee meeting to discuss partnership opportunities.