Arrive at the tender stage and you sell on price.
In project business the decision falls before anyone sees an offer. We book meetings during the planning phase, while the specification is still being written and a conversation can still shape it.
Three phases. Only one is open.
Need & planning
This is where the specification is written. Whoever is in the conversation now helps shape it.
Tender
The requirements are set. Now what counts is who meets them best.
Award
Whoever turns up only here is left competing on price.
Our appointment setting deliberately aims at the first stage. One conversation during planning is worth more than three at the award stage.
The specification is written without you
By the time the scope of work is finished, the essential decisions are made. Whoever enters the process only then can merely fulfil what others formulated, and competes on price for exactly that reason.
The right contact changes with the phase
During planning it is the planning office or technical management, at the award stage procurement, in operation facility management. A contact who was the right one in phase one is the wrong one in phase three.
Subsidies and regulations shift the trigger
A new funding programme, an efficiency requirement or an upcoming inspection can turn a dead contact into a live project within weeks. Whoever calls only once never hears about it.
What applies to this industry.
At Telemarketing International, the energy, building technology and environment cluster covers heating, ventilation and air conditioning, solar and renewables, B2B energy services and building technology.
Average talk time per call rose from 1:40 to 4:15 minutes across the evaluated campaigns (Insight Report 2025). That suggests conversations are being held rather than processed.
In this industry TMI deliberately books meetings early in the project cycle, during the needs and planning phase, instead of at the tender stage.
The contact is determined per project phase, not by job title: technical management and planning early, procurement later.
There is no named, released reference customer for this industry. What is evidenced are exclusively the cross-campaign figures from the Insight Report 2025.
Figures from 28 evaluated campaigns, June 2024 to June 2025. Request the Insight Report 2025 for free.
Early in the project, not early on the phone.
| What we do | Why it is needed here |
|---|---|
| We research project triggers instead of company lists: refurbishment cycles, funding programmes, efficiency requirements, extensions. | In project business the trigger is the way in. Without it, even the technically best provider is just another caller. |
| We determine the contact by project phase, not by job title. | Whoever lands at procurement during the planning phase is talking to someone who cannot decide anything yet. |
| We hold longer conversations and document technical detail, not just a booked slot. | A project that is too early today is ripe in two quarters. The value lies in what we learned along the way. |
| We hand over with the project status, the planned time frame and the roles involved. | Your sales team needs to know whether it can still shape a specification or is bidding against a finished one. |
What energy and HVAC providers ask.
Read enough? Put us to the test.
5 meetings in 4 weeks.
Or 50 % back.
TMI TestDrive is the entry point without a contract term: four weeks of cold outreach by our team, bookable once per company. You judge us on the result, not on the promise.
- Fixed price, one-off
- No contract term
- Once per company
Which phase are your projects in?
Answer a few questions about your target group, the type of project and your pace. We configure your individual solution from that. Your industry is already selected.