Sales Process 6 - Commercial Deals

Sales Process 6 - Commercial Deals

HDM Sales 6 - Commercial Deals Process

View the video or read the article below



Commercial Deal Overview

Because commercial projects are large, complex and unique; the automated residential process is not applicable.

Every Commercial job is treated as a special case.


•Commercial projects are not entered in the quoting tool
•Quotes are submitted with Commercial Project Intake Form
•Projects over 250kW require special approval
•Underwriting is not done on the HDM portal

•Underwriting processed through email communication


Commercial Project Intake Form

Every commercial job begins with the Commercial Project Intake Form

Find it on the HDM site at: https://www.hdmrenewablefinance.com



The form is filled-out and submitted online.

Forms can be saved for completion later or submitted.




Important Fields

Most of the fields in the form are the same as the quoting tool.

A few important exceptions include:


•Authorized Representative

Rejections triggered by unauthorized signers are common.
Articles of incorporation and a company org chart should be used to verify authorization.



•Solar & Battery Sales Price

Enter your turn-key price. The Prepaid is calculated later by HDM. Price caps are as follows: 
5-50kW - $4/W
50-100kW - $3.50/W
100-250kW - $3.00/W


•Install Start Date

An accurate installation timeframe is important for HDM’s tax-year investment planning.




After You Submit Your Form

HDM Reviews

•Your submitted form creates a record in the HDM system
•All submissions are shared automatically with HDM Sales management
•System size is reviewed: 250kW+ require special HDM approval
•Pricing is reviewed against price caps
•HDM calculates the prepaid amount based on all applicable tax credits


Docs

HDM Prepares Docs

•HDM makes any needed adjustments and shares them with the partner
•Partner reviews/approves and HDM creates a PPA



Sending and Signing

•HDM sends the docs out directly to the customer on partner’s approval
•Customer signs electronically


Underwriting

Underwriting commercial jobs can not be managed on the HDM portal

Instead, documents are submitted through the HDM website.

Submit docs for NTP first and wait for NTP-approval before submitting for the next milestone.




To Submit docs go to:

https://www.hdmrenewablefinance.com/installers



To Submit NTP Docs
click:

This form will open.
Fill out the information for your project in the top part of the form.


You'll see the following upload fields below:


For NTP:
  1. You can submit NTP docs - once the PPA is signed
  1. HDM will review – docs, production estimate, title & signer
  2. NTP rejections - will be notified by email
  3. Re-signs must be signed - before building inspection
  4. Once docs approved - HDM sends SOW for signature
  5. M1 is complete when - HDM countersigns SOW and PPA
---------------

To Submit M1 Docs

click:


Fill out the top part of the form for your project.

Lower on the form you'll see the following upload fields:


For M1:
  1. You can submit docs – after NTP Approval & passing Final Inspection
  1. HDM will review – COR and Permit docs
  2. Cancellations must happen – before M1 approval
  3. Once docs approved - HDM sends M1 Statement for signature
  4. NTP is complete when - HDM countersigns M1 Statement
  5. In-Service Form process – 5-10 business days
---------------

To Submit M2Docs
click:

Fill out the top part of the form for your project.

Lower on the form you'll see the following upload fields:



For M2:
  1. You can submit docs – after M1 & after receiving In-Service Form
  1. Send monitoring username + password to solarmonitoring@hdmcap.com
  2. HDM will do – Performance Review
  3. After review - HDM sends M2 Statement for signature
  4. M2 is complete - when HDM countersigns M2 Statement

For M2 Certificate of Insurance:

Required Verbiage Instructions:
Please ensure the Certificate of Insurance explicitly includes the required insuring the solar system.
Any submission lacking the appropriate verbiage will be rejected.
See example below:



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