By Andrew P. McCoy and Fred Sargent
Published On March 15, 2025
Last month’s article discussed the first phase: establishing a market presence. This month, we’re peering into the second phase: opportunity for agreement.
In ELECTRI International’s new publication “Electrical Service and Maintenance Guide to NFPA 70 B&E,” its task force has identified six steps that electrical contractors can follow to help customers successfully meet their NFPA-related obligations as facility owners.
Last month’s article discussed the first phase: establishing a market presence. That covered how to position your service organization as a solutions provider for customers with NFPA 70B obligations.
This month, we’re peering into the second phase: opportunity for agreement.
Its title is a reminder that “agreement” sounds so much friendlier than “contract.” Many sales and marketing coaches will insist you should always use “agreement” in your proposals and avoid “contract.”
Agreement versus contract
“Agreement” carries the notion of a “meeting of the minds.” It suggests mutual understanding and collaboration.
On the other hand, “contract” carries a very different connotation, which corresponds with the fact that the parties commonly found on a large construction site are called “contractors,” not “agreers.”
The opportunity for agreement phase is all about uncovering and recognizing the needs of existing and prospective customers and treating these observations as a starting point for some helpful conversation, certainly not a lecture.
Facilities with around-the-clock operations, public safety obligations, uncommon regulatory oversight or aging infrastructure have the greatest need for structured electrical maintenance. They typically include factories, hospitals, schools, older commercial buildings and, now, more than ever, data centers.
It does not require extensive market research to identify such facilities. A few high-level questions will suffice: Which ones cannot afford electrical failures? Where would an electrical mishap have major safety or operational consequences? Which facility owners and managers already evidence concerns about compliance, risk or system reliability?
Outreach is necessary
While some facility owners and managers are fully aware of the their properties’ electrical equipment maintenance requirements, many are not ready to completely commit to a comprehensive maintenance agreement immediately. Offering them a baseline assessment is often the best way to help them understand and accept NFPA 70B objectives.
Effective outreach to most customers requires consistency. A simple, predictable rhythm to informative communications will gently keep maintenance planning in front of customers, reminding them without overwhelming them. This kind of approach may include informative periodic emails, seasonal reminders corresponding to peak business activity periods and follow-up messages conveying diagnostic reports detailing NFPA 70B-related findings.
What matters most is that customers receive well-timed reminders that electrical maintenance is a fundamental component of responsible system management.
Next month’s article will look at the third step detailed in the ELECTRI guide: agreement planning.
ELECTRI International’s research is available to every member of the electrical construction industry throughout the United States and internationally. To obtain copies of this research or other studies, go to www.electri.org/research-overview/research.