Page 32 - Q4_2021_Corp Newsletter

BUSINESS DEVELOPMENT
Q&A:

Our RREG team is also making sure to stay in front
of the competition by providing new and innovative
market solutions that cater to changing expectations WORD ON THE STREET
and needs from our clients. The most recent example
is we are the first Solar EPC to provide co-located
PV+BESS solutions to the utility-scale market.
Clients ask for a single engagement to address the
PV Plant plus the BESS integration with an overall
performance wrap.
Lastly, we’re taking a measured and calculated
approach to expand our geographical footprint into
new sustainable RE growth markets by partnering with
many of Rosendin’s sister divisions that already have
a presence or reach into new target markets.

MISSION CRITICAL

Like Rosendin’s Renewable Energy Group, the
Mission Critical vertical is well-positioned to continue
growing in an industry that has never been stronger
with tremendous potential. Rosendin’s alignment in this
market has produced a marquee client list with
above-average hit rates of 50% or greater.

Key indicators from both investment and real
estate groups and analyst reports from key industry
associations, suggest continued growth in this arena for THE CENTURY PLAZA HOTEL AND TOWERS
at least the next five years. With megawatt absorption $2.5B renovation of one of America's most
rising over the last five years, construction starts grew iconic Hollywood buildings in Los Angeles, CA.
from 150MW nationally in 2016 to 643MW in 2020.
By Susan Bloom
Our return on investment in pursuing this work has Excerpt from tedMag (Dec. 2021)
paid dividends. The long-range forecast continues to This sector is being closely monitored, and our
be strong with existing programs increasing in scale team is staying engaged in the industry forecast
and volume and consistent new client partnerships. and abreast of the possible changing direction of ontractors rely on modern tools and technologies support. Everything we do starts and ends with the
Over the last three years, we have seen an average of the Corporate environment using market intel. This to keep their operations moving, and they look to well-being of our craftspeople – they’re the last-mile
more than $500M a year in revenue attributed to data acute focus aims to anticipate significant delays and their distributors to keep them up to speed on the implementer of the build. We focus on safety, inventive
center projects. In 2022, based on our forecast, we will impacts to our pipeline and adjust our resources and latest and greatest products in the market. Here, tooling, systems, robotics, installation techniques, quantity
exceed $600M. capacity accordingly. CBill Mazzetti, senior vice president at Rosendin, surveying, and project controls that make their life easier,
discuss the features he looks for in new products, key and we’re happy to say that we’re seeing all of these are
There are currently over $939M in high-probability ACCOUNT MANAGEMENT product trends he is witnessing, and what he wants from trends in the industry. We also see an increased openness
data center prospects in Rosendin’s pipeline. Several their distributors when it comes to getting new product on the part of channel members to be of assistance; often
of the larger programs we are currently working Rosendin’s General Contractors, Developers, information: all we have to do is ask for specific help or insight from
on include high-technology clients and data center Owners, and Partners are vital to securing business our suppliers, partners, and employees and then fund and
campus owners. and executing our projects, ultimately to our success. Q: As you evaluate different new products, what key support it adequately.
Account management plays a significant role in our features are you looking for and why?
COMMERCIAL business, ensuring alignment with this community, Q: How do your distributors share information on new
and it is important to understand how and where we
Over the years, this market has represented align with them. Mazzetti: We don’t look for a “product” per se, but rather products with you, and do you find this to be effective?
approximately 15% of Rosendin’s annual revenues, with a solution. The solutions we’re seeking and developing What do you want from them when it comes to getting
2021 projected revenues at $320M. Our goal in building new and maintaining existing ourselves really address the next level in functionality and information about new products?
customer relationships is to be a trusted and valued benefit, where that benefit addresses multiple needs and
Business Development is tracking more than partner that is solutions-based, collaborative, and solves multiple problems at the same time. Mazzetti: At Rosendin, strong innovation happens at the
$1.5B worth of high-probability commercial project open to information sharing. Our success is not only manufacturer or key partner level based on our ask. That
opportunities scheduled to break ground within a year, measured financially but also through overall client Q: What interesting and/or specific new products or said, however, our distributors and other external partners
and over $1B in medium to low opportunities, which satisfaction. The customer experience is what tells product trends are you seeing today? bring us everything from new ideas and iterative gains on
are projects being tracked two years and beyond. the true story.  products to collaboration with their research teams on new
Mazzetti: We’re thrilled to see two vital improvements/ products and systems that we end up co-developing, so we
trends that require constant vigilance happening in our appreciate their involvement. 
industry – jobsite safety and mental health/wellness

32 | THE FEEDER