Opportunity
Owners are looking for better options in energy savings and occupant experience, which has heightened awareness and interest in advanced lighting controls.
From occupancy sensing to scheduling to daylight harvesting, controls transform lighting from the simple binary of on-off to more versatile and flexible systems that adapt to the use of commercial spaces.
Challenge
These kinds of projects are more complicated than a standard install. For example, in something like a campus setting there may be fire alarms, security, daylight harvesting, and building management that all need to get integrated into the controls of the overall building management platform.
Without clear communication, however, it can be a significant challenge for the client to get exactly what they need and for the solution to work seamlessly. And all too often, communication is passed down from the owner instead of allowing all key stakeholders to hear the problem from the source (and ask important questions).
As a result, the owner may not fully understand the features and value of what they’ve been sold, leading to underutilization and a feeling of being oversold. Or the solutions offered don’t fully solve their pain points, because there wasn’t enough clear communication in the early stages of the project.
Recommendations
Because lighting controls are complex, expectations must be established to make sure the owner’s needs are met.
Clear communication up front can ensure everyone involved in the project fully understands the pain points that need to be solved and the bottom line in project outcomes the owner is expecting. For the best odds of success, arrive with a list of common pain points, considerations and questions to ask. That laundry list can help you and the owner figure out if the proposed system will solve their problems and provide lasting value.
The result? A much more useful controls solution and a happier customer.
