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23-24 April 2008 - Bucharest, Romania

ManagEnergy Training Module 3
Marketing and Sales for a Local Energy Agency

Local Hosts: ABMEE - Agency of Brasov for the Management of Energy and Environment and ARCE - Romanian Agency for Energy Conservation

About the Training Module
Target Audience

This training module is targeted at either Directors or Deputy Directors of Local and Regional Energy Agencies (LEAs) established for 2 to 4 years. The programme lasts for 2 days.

Why this Training Module?

The goal of the training module “Marketing and sales for a Local Energy Agency” is to provide participants with a solid understanding of suitable marketing and sales techniques, necessary to transform a SAVE agency, supported during the start-up phase entirely by the EIE programme and the cofunding of local partners, in an almost completely self-sustained, no-profit organisation.

What is covered?

Key components of the training module include:
  • Successful local energy agencies: experiences around us.
  • Preparing the “After SAVE” period during the IEE contract
  • Organisation of the agency in the transition phase
  • Marketing concepts for a local energy agency
  • How to sell services as an NGO
  • Developing and proposing new projects
  • Preparation of offers
Programme Overview, Presentations and Worksheets
The Training Module is composed of 4 Parts over 1.5/2 days, with each Part comprising 2-3 Sessions. Each module lasts for 2-3 hours. The typical time schedule is from 10.00 – 18.00hrs and 09.30 – 13.00, with lunch and coffee breaks. Further details can be found in the Event Programme.

Download the Programme (123 Kb PDF)

Note you need to register as a ManagEnergy Network Member in order to access the presentations.

Part 1: Introduction: Training Seminar & LEA Sustainability
1A: Welcome and Orientation
1B: Successful energy agencies – learning from experience
1B: Presentation: EnglishEnglish (613 Kb PDF)
Word Icon1B: Planning Worksheet: Energy agency success barriers and solutions EnglishEnglish (37 Kb Word .doc)

Part 2: The positioning of a local energy agency in its developing phases
2A: Understanding your local market potential
2A: Presentation: EnglishEnglish (504 Kb PDF)
Word Icon2A: Planning Worksheet: Understanding your market potential EnglishEnglish (52 Kb Word .doc)
2B: Marketing strategies for your agency
2Ba: Presentation: After SAVE EnglishEnglish (460 Kb PDF)
2Bb: Presentation: Marketing strategies for your agency EnglishEnglish (459 Kb PDF)

Part 3: How to sell services as an NGO in the local market
3A: Developing new activities for your agency
3A: Presentation: EnglishEnglish (507 Kb PDF)
Word Icon3A: Planning Worksheet: Market potential for new activities EnglishEnglish (42 Kb Word .doc)
3B: Methods for contract acquisition
3Ba: Presentation: Methods for contract acquisition EnglishEnglish (155 Kb PDF)
3Bb: Presentation: How to submit an EIE proposal EnglishEnglish (133 Kb PDF)
Word Icon3Bb: Notes: How to submit an Energy Intelligent Europe proposal EnglishEnglish (144 Kb Word .doc)
3C: Marketing and sales
3C: Presentation: EnglishEnglish (535 Kb PDF)

Part 4: Conclusion
Review and Evaluation

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