It is often more important to pay attention to a client’s issues than simply hear their requests. A client does not always know the right solutions to their problems, which is why industry experts like Envise exist. Every day, Envisers strive to go beyond solving our clients’ requests by solving their issues whether they are related to their building automation systems or not.

A recent example of this took place with a new client in Southern California, Glen Towers Condominiums. Glen Towers initially called Envise seeking a replacement bid for their failing 50-year-old chiller. However, Envise looked beyond the initial request and dove straight into understanding the client’s needs. From the beginning, it was evident that simply installing a new chiller may not achieve the results desired, and the client could save more money long-term by spending more upfront.

During the first job walk, Envise noticed several areas in need of improvement beyond the chiller. The Envisers were concerned that installing a new chiller may not integrate well with the rest of the outdated mechanical systems. The pumps appeared to be on their last legs and all the mechanical equipment was running nonstop with no building management system in place. Envise recommended replacing the pumps, installing variable frequency drives, and integrating all equipment into a Delta Controls building management system, so that the client could save more money while simultaneously upgrading equipment and improving functionality of the overall HVAC system.

Envise partnered with Southland Energy to assist with energy calculations and financing options for the client. Southland helped Envise show the client, with hard numbers, exactly how much utility and maintenance savings the new solution could generate. The client liked Envise’s approach and agreed to do the entire proposed project. Additionally, Envise provided a chiller with the least amount of vibrations and noise to eliminate a common complaint of noisy piping in the building. A five-year maintenance agreement was also included on the new equipment at the client’s request.

Overall, the project resulted in $90,000 in anticipated rebates from the Los Angeles Department of Water and Power over the five-year payback period. By focusing on solving the client’s issues over simply giving them what they asked for, Envise created a mutually beneficial project and new service agreement partner for many years to come.

 

Have thoughts on going beyond a client’s request in order to address their needs? Tell us in the comments!

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  • Bradley Rodé

    Account Consultant

    As an Account Consultant with Envise, Bradley Rodé is responsible for growing new business within the commercial end-user market for mechanical and controls projects. He has been with Envise for just over a year and previously spent six years with the United States Coast Guard. He received an MBA from Pepperdine University in 2016.

  • Show Comments (1)

  • Krista Knapp

    Wow. Great job Brad. Thanks for sharing this awesome success.

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