Energy

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The Big Picture : 24 procedures

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prospect cycle

client cycle

Sales

S5 account management

Broker

B10

B11

B12

Finance

F2 F3

Sales	S1 Prospect	S2 Qualified	S3 Quantified	S4 Objection	S5 Handover

Broker	B1 Prepare	B2 Verify	B3 Meter	B4 Service

Broker	B5 Reading	B6 Contract	B7 Rate	B8 Proposal

Broker	B9 Quote	B10 Approved	B11 LoT	B12 GoLive

Finance	F1 Prepare	F2 Commission	F3 Schedule	F4 Proforma

Finance	F5 Advice	F6 Invoice	F7 Payment	M4 Cash Flow

Business Procedures

The energy brokerage business can be decomposed into a series of procedures that are assigned the responsibility of specific people.

1. Sales Procedures are assigned to a named Sales Account Manager person who is responsible for every sales procedure and every sales field value.

2. Broker Procedures are assigned to a specific Broker person who is responsible for every brokerage procedure and every brokerage field value.

3. Finance Procedures are assigned to a specific Finance person who is responsible for every financial procedure and every financial field value.

Responsibility

Each client is assigned one sales person with an optional introducer name and one broker person. The assigned person is personally responsible for all assigned procedures and all assigned field values for their clients.

Mission

Sales Account Managers have one mission:

(1) To get agreement from a suitable client to receive a Quotation. If the client chooses a proposal then they will earn a commission.

Brokers have one mission:

(1) To send a suitable client a Quotation. If the client chooses a proposal then they will earn a commission.

Finance have two missions:

(1) To invoice in accordance with each energy contract.

(2) To record payments and allocate commissions to assigned sales and broker accounts.

Renewal Management

Renewal management can be very similar to the normal B2 to B12 procedures, where the B2 procedure is triggered 150 days before an in-house current contract is to end. Renewals are processed at the client level for any number of contracts that may be due to end at a similar time. Some service contracts may be shortened so all (or most of) the clients contracts can be renewed at the same time.

Sales Procedures

Sales Account Manager people are responsible for at least the following 5 measurable procedures and states:

S1... Prospect S1. Prospect as a company in the Bespoke Application Service where no sales work is currently being undertaken. When a client is lost, the sales state is reset to Prospect.

S2... Qualified is a company in the Bespoke Application Service where sales data has been collected and entered to indicate that the company matches the profile to become a client.

S3... Quantified is a company in the Bespoke Application Service where sales data has been entered that provide an indication of sales value with agreed Terms of Business (ToB).

S4... Overcome Objections where sales activities have been recorded to show a potential date when a Letter of Authority (LoA) may be signed.

S5... Account Management where the company becomes a client and the LoA has been signed by an authorized signatory for hand over to brokers to be made. This task S5 triggers task B2 using document page 3029. This Account Management sales state continues until the Client is lost and the sales state reverts to Prospect.

Finance Procedures

Finance people are responsible for at least the following 7 measurable procedures and states:

F1... Prepare was the initial state while the company is a Prospect until they are a Client.

F2... Enter Commission percentages were entered when Client is handed over from Sales to Brokers. This task F2 is triggered by task B10.

F3... Enter Payment Schedule was verified and/or entered when the client approves a quotation with an energy provider. This task F3 is triggered by task B10.

F4... Create Proforma Invoice was created by the schedule when a payment is due from an energy provider.

F5... Upload Advice Notice was uploaded as payment advice from energy provider in response to a proforma request.

F6... Sent Invoice was triggered and sent by the schedule with optional advice from an energy provider.

F7... Entered Payment was entered and assigned to the relevant financial accounts based on the commission percentages.

Broker Procedures

Broker people are responsible for at least the following 12 measurable procedures and completed states:

B1... Prepared was the initial state while the company is a Prospect until they are a Client.

B2... Verified LoA and ToB with optional renewal to enable brokerage to continue - this task B2 is triggered by task S5.

B3... Requested Meter Data was sent to the current energy providers based on verified or renewed LoA and ToB. This broker task uses report 3025.

B4... Entered Service Data was verified and EAQ calculated based on client and energy provider details.

B5... Entered Reading Data was verified and EAQ calculated based on client and energy provider details. The primary objective is to derive an Estimated Annual Consumption (EAQ) for each service.

B6... Entered Contract Data was verified and EAQ calculated based on client and energy provider details. The primary objective is to ensure that current contract date is complete and correct for quotation purposes.

B7... Requested Rates and email to each energy provider. This is a simple spread sheet of meter numbers and EAQ with company name and service address.

B8... Created Proposals has been uploaded from each energy provider with assigned energy rates.

B9... Sent Client Quotation was generated and emailed using any number of energy provider proposals.

B10... Client Approval was entered to accept one proposal and decline the remainder. This task B10 triggers F2 and F3 tasks for the creation of the commission and payment schedule.

B11... Sent LoT Termination Notices was triggered for the current contracts according to the contract schedule.

B12... Monitored Live Contract was managed from Approved to Current contract kind. This task triggers B2 task using the current contract renewal schedule. Each current contract automatically becomes historic after the contract end date.

Document Control:

1. Document Title: 5.02 The Big Picture.

3. Keywords: 5.02 The Big Picture.

4. Description: 5.02 The Big Picture.

5. Privacy: Public education service as a benefit to humanity.

6. Issued: 11 Jun 2018.

7. Edition: 1.3.