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Author: NYSERDA
Publication Date: 2017

New York Home Performance with ENERGY STAR offers a series of training videos for new contractors covering topics such as creating processes and procedures to manage projects, consumer incentives and financing options, and Quality Assurance (QA) inspections.

Author: U.S. Department of Energy
Publication Date: 2016

This summary from a Better Buildings Residential Network peer exchange call focused on strategies for contractor training.

Author: U.S. Department of Energy
Publication Date: 2015

This summary from a Better Buildings Residential Network peer exchange call focuses on how mentoring on sales skills and business management helped one contractor increase sales and become more profitable. The call also covered top tips for supporting contractors, such as helping contractors develop systems to be more efficient in completing projects and creating a service plan with customers for additional improvements in the future.

Monitor the effectiveness of contractor and workforce development efforts, motivate improvement, address low performers, and adapt on a regular basis.

 Implement contractor coordination and workforce recruitment and training in concert with other program components

Develop contractor engagement, quality assurance, and workforce development plans that include strategies, workflow, timelines, and staff and partner roles and responsibilities.

Develop workforce and contractor engagement procedures, forms, and materials

Establish relationships with contractors who will deliver program products and services, and with organizations that train and certify workers.

Solidify your program strategy and decide which customers you will focus on; what products, services, and support you will provide; and how you will partner with contractors and others to deliver services to your customers.

Support and partner with the workforce who will deliver your program’s energy efficiency services by understanding their capacity, recruiting contractor partners, enabling technical training and business development support, fostering clear communication, and refining program processes over time, in partnership with your workforce.

Author: California Center for Sustainable Energy; Home Performance Resource Center
Publication Date: 2012

This guide shows HVAC contractors how to get started in the home improvement market. It explains the approach of treating a house like a system and provides step-by-step instructions on setting up a home performance contracting business.

Author: U.S. Department of Energy
Publication Date: 2012

This peer exchange call summary focused on sales training assistance programs for contractors.

Author: Courtney Moriarta, SRA International, Inc.; Emily Levin, Vermont Energy Investment Corporation; Tiger Adolf, Building Performance Institute; Brad Geyer, Fayette County Better Buildings Initiative; Sammy Chu, Suffolk County Department of Labor; Sam Flanery, Building Science Academy
Publication Date: 2012

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.

Author: U.S. Department of Energy
Publication Date: 2012

This case study discusses strategies that Fayette County, Pennsylvania used to provide Building Performance Institute (BPI) certification and business skills training to aspiring energy efficiency contractors.

Author: U.S. Department of Energy
Publication Date: 2012

This case study explains how Efficiency Maine provided contractor sales training to boost upgrade conversions.

Author: U.S. Department of Energy
Publication Date: 2012

This guide discusses the findings of research in moving existing companies, with a focus on HVAC, to deliver more comprehensive energy saving upgrade services. It also helps the industry understand the business processes and strategies for transitioning to such an approach.

Author: Lawrence Berkeley National Laboratory
Publication Date: 2011

This Lawrence Berkeley National Laboratory Clean Energy Policy Brief describes how adding sales skills to contractors' existing technical expertise helps convert more assessments into comprehensive home energy upgrades. It profiles Efficiency Maine's contractor sales training and includes a list of resources.