Page 30 - Q4_2021_Corp Newsletter

BUSINESS DEVELOPMENT
THE ROAD
TO 2030
osendin’s Business Development and Preconstruction team
take great pride in living our Core Values. Focusing on three
R main elements of Strategy, Target Markets and Projects, and
Account Management, will determine how effectively We Excel.
STRATEGY
We define and implement plans necessary to cultivate
and grow a diversified customer base and pipeline
by evaluating existing markets to better understand
their growth potential, ultimately aiding in identifying
targeted pursuits. Our approach is to be intentional
and proactive. This philosophy is intelligence-based
and helps position Rosendin well ahead of of our
competition for program and project opportunities.
Strategy connects our teams with key decision-makers
and influencers, from the architect and engineer to the
general contractor and most importantly, the Owner.
A large component of this strategy is shown through
the generation of our sales pipeline. Our BD and
Precon teams focus their efforts on the markets
and project types that fit Rosendin’s business
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model and core competencies. Currently, our
pipeline consists of over $9.1B of high-probability
targets, with the flow of large opportunities
identified and added weekly and often daily.
In addition to the high probability targets, we have a
running average of $8B worth of leads, which classify
as lower grade opportunities that are currently
being tracked and vetted across major sectors.
IDENTIFYING AND RESEARCHING NEW VERTICALS:
ALIGNING OUR DIFFERENTIATORS
Rosendin is proud to be the “go-to” electrical
contractor for many General Contractors and is
viewed as the “go-to” EPC contractor for sizeable
renewable project developers and owners. Rosendin’s
overall size and technological innovations drive our more than $400B of construction build-out
focus on projects with high levels of complexity by 2031. To assure the consistent long term
and value. Working with clients and programs with growth, there are three fundamental drivers:
aggressive schedules, design-build delivery models,
technical elements, and remote locations has led our 2. U.S. RE growth is supported by at least 29
1. The cost of Solar and Wind power is less than any
other source of power (i.e, Coal and Natural Gas).
teams to excel in markets such as Mission Critical,
Renewables, High-Tech, Life Sciences, and more.
emerging markets that support our value-add. 3. Multiple federal mandates are in place,
states adopting renewable and clean energy
Our BD and Precon team continues to explore
standards that range from 18% to 100% RE
production targets over the next 30 years.
Our customers have a high degree of trust in
our work, and these customers have confidence
in our ability to deliver a successful project.
Including the pledge of 100% clean power
by 2035 and Net Zero Energy by 2050.
MARKET-SHIFTING “KEY INDICATOR” RESEARCH
As with the current of the ocean waves, a shifting
market is inevitable. Our teams work tirelessly to
adjust and adapt accordingly, staying with and
ahead of trends and industry demands as both
are paramount to the success of our business.
BD and Precon leverages data analysis across all
affiliated public and private sectors to make well-
informed decisions through ongoing target market
research. Conducting this research and engaging
in a continuous assessment of target market-
specific data becomes a core competency of how
Business Development ensures continuity of work.
TARGETED MARKETS/PROJECTS
Historically, Rosendin’s business spans across
16 markets including Biotech/Pharma, High Tech, The future for the Renewable Energy (RE)
Healthcare, Commercial, Data Centers, Education,
Entertainment, Heavy Industrial, Hotels, Institutional, business has never been more promising
Power, Residential, Solar, Systems, Transportation, and
Wind Farms. Through 2021, our top three verticals have for Tier 1 EPC players, such as Rosendin’s
remained the same with significant growth, and have
substantial growth opportunities for 2022 and beyond. Renewable Energy Group (RREG), for providing
RENEWABLES PV Solar, wind power, and Battery Energy
The future of the renewable energy (RE) business Storage (BESS) solutions.
has never been more promising for Tier 1 EPC
players, such as Rosendin’s Renewable Energy
Group (RREG), providing PV Solar, wind power,
and Battery Energy Storage (BESS) solutions.
RREG’s role in this dynamic industry has evolved
From a general renewable Industry perspective, to a point where Rosendin is now a top 10 EPC in
the market closed out another record year the Solar and Storage arena. Looking at our past
tracking almost 32GW of Solar PV, Wind, and performance over the last three years, we have
BESS installations through the end of 2021. this gone from $185M/year to over $750M/year in
represents a total of more than 250GW of renewable 2021, with a forecast of at least 10% year-over-year
energy power across more than 3 million project growth between now and 2026. While this growth is
installations to date in the residential, commercial, undoubtedly a result of a booming industry, it also
and utility markets. This amount is enough RE reflects how effective we have become in targeting
electricity to power nearly 40 million households. specific markets, preferred developers, and owners
with project portfolios that best match where we
The industry is projecting over 500GW of RE can provide the most competitive solutions.
installs over the next ten years, representing
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