How to qualify a commercial solar enquiry

Qualifying commercial solar leads well is the difference between a pipeline and a list. A domestic enquiry can be qualified on a five minute call. A commercial one cannot, because the things that kill the deal sit in the consumption data, the lease and the grid connection rather than in the conversation.

The cost of getting this wrong is not the lead price. It is the survey visit, the design time and the proposal you produce for a site that was never going to proceed.

This guide will set out a qualification framework covering usable roof area, annual consumption and its shape, the unit rate actually paid, tenure and landlord position, who decides, and where the site sits with its distribution network operator.