Presentation on five steps to building a profitable contractor base. The steps include sensible program design and administration, certification and credentialing, communicating with contractors, contractor requirements (business vs. trade), and training and sales support.

Connecticut's Neighbor to Neighbor Energy Challenge uses dashboards that display key project data for administrators and contractors to monitor progress over time. The program has evaluated performance at different steps in the process and identified strategies to improve performance where needed, such as sales training for contractors, energy advisors, monthly contractor scorecards, and multiple customer "touches." These improvements increased the close rate from 26 to 60 percent in one year.