Why this matters right now

• What's prompting your organization to pursue new clean generation at this moment? Options: Regulatory mandate (state RPS/increase), Corporate net‑zero / board resolution, Impending compliance shortfall, Cost‑hedging / electricity price risk, Community or political pressure, Reliability or capacity need, Other
• Which compliance or internal deadline is non‑negotiable for you (date or event)?
• How many megawatts must be contracted or online to meet that requirement? Options: <10 MW, 10–50 MW, 50–200 MW, 200–500 MW, >500 MW, Unsure / will provide later
• What procurement route are you pursuing or most likely to use? Options: Competitive solicitation (RFP), Direct bilateral PPA, Virtual PPA / C&I aggregation, Net metering / behind‑the‑meter, Hybrid (RFP + direct), Undecided
• Who on your team owns calendar responsibility for meeting the timeline (name and role)?
• If we were to solve just one thing that would reduce your risk today, what would it be?

What if your deadline slips?

• If a contracted project missed its COD and you lost the megawatts, what real operational or regulatory consequences follow? Options: Regulatory penalties/fines, Reputational damage, Need for emergency procurement, Financial shortfall / budget impact, Other
• How often have you faced supplier delays in past solicitations? Options: Never, Rarely, Occasionally, Frequently, Almost always
• What maximum shortfall (MW or %) could your organization tolerate before escalating? Options: <5%, 5–10%, 10–20%, >20%, Depends on timeline/penalties
• Do you expect contractual remedies (liquidated damages, replacement obligation) or operational workarounds if delivery slips? Options: Strict LDs and financial remedies, Right to replace with another supplier, Flexible schedule with milestones, Prefer collaborative remediation, Undecided
• When delivery risk shows early warning signs, what level and cadence of reporting would make you confident the developer is managing it? Options: Weekly written updates, Biweekly risk reviews, Monthly executive summaries + ad‑hoc alerts, Real‑time dashboard access, Only milestone notifications
• Tell us about a past experience where a supplier recovered credibility after a delay—what did they do that mattered?

Who really holds the keys

• Who inside your organization can veto or accelerate this deal—and what do they care about most?
• Which internal stakeholders must sign off before you can award a PPA? Options: Procurement/Buyer, CFO / Finance, Legal/Contracts, Board/Exec Committee, Regulatory Affairs, Operations/Dispatch, Sustainability Office, Other
• Which external parties have decisive influence (e.g., ISO, state PUC, lenders, landowners, community groups)? Options: ISO / regional operator, State utility commission, Tax‑equity investors, Construction lenders, Local government / county, Landowners / community, Wholesale market participants, Other
• What are the biggest questions your CFO or finance team will ask before approving a long‑term PPA?
• How does your internal decision cadence look (typical timeline from term sheet to final approval)? Options: <4 weeks, 4–8 weeks, 2–3 months, 3–6 months, >6 months
• Who should we loop into technical vs commercial discussions—please list names/roles and best contact method.

Where are the hidden costs hiding?

• What interconnection surprises have created the biggest cost or schedule shocks for you in past procurements?
• Have you experienced interconnection upgrade costs or timelines that materially changed project economics? Options: Yes—costs much higher than expected, Yes—timelines much longer than expected, Both cost and timeline issues, No, not in our experience, Unsure
• What contingency level do you typically budget for interconnection or permitting risk? Options: <5% of capex, 5–10%, 10–20%, >20%, We don't budget a contingency
• Which cost items would you expect the developer to fully warranty, partially share, or leave to the buyer? Options: Interconnection upgrades, Site remediation/land costs, Permitting delays, Supply‑chain escalation, Performance shortfall, Other
• How transparent do you want early‑stage study and budget assumptions (line‑item access, third‑party review, none)? Options: Full line‑item transparency, High‑level summary plus on‑request detail, Third‑party validated estimates only, Prefer developer summaries only
• Describe an example where better upfront transparency could have changed the outcome for you.

How will you judge a winning partner?

• If price were equal across offers, what single factor would make you select one developer over another? Options: Proven track record of on‑time COD, Stronger balance sheet / sponsors, Favorable queue position, Speed of permitting experience, Better community relationships, More flexible commercial terms, Other
• Which proof points matter most when you validate a developer's track record? Options: Site visits to operating projects, Reference contacts from utilities/OG buyers, Project completion certificates, Detailed lessons‑learned reports, Financial close evidence, Other
• How much weight do you assign to queue position vs. historical delivery when scoring proposals? Options: Mostly queue position, Primarily delivery record, Equal weight, Depends on project size/location, Undecided
• What underwriting or financial documents would you need to feel comfortable with a developer's financing readiness? Options: Sponsor financial statements, Letters of intent from tax‑equity, Debt commitment letters, Proof of insurance, Escrow / security arrangements
• Tell us about a partner that exceeded expectations—what behaviors or deliverables stood out?

What keeps you up at night about delivery

• Which single delivery risk would be worst for your program if it materialized—interconnection, permitting opposition, supply chain, or financing failure—and why? Options: Interconnection delays/costs, Permitting/community opposition, Supply‑chain / cost escalation, Financing / tax‑equity collapse, Operational underperformance, Other
• Select the top two operational risks you want a developer to mitigate contractually. Options: Interconnection upgrade cost exposure, Fixed milestone LDs, Guaranteed resource / performance, Completion guarantees / parent guaranty, Supply‑chain contingency plans, Insurance-backed protections
• How long of a delay would you tolerate before invoking remedies or seeking replacements (in months)? Options: 0–3 months, 3–6 months, 6–12 months, >12 months, Depends on reason for delay
• What contractual security structures do you find acceptable (select all that apply)? Options: Parent guaranty, Letter of credit, Performance bond, Escrowed funds, Milestone withholding, Other
• Describe how you prefer escalation to work between your executive team and a developer when an at‑risk milestone emerges.

If this goes well, what changes for you

• If we deliver the contracted megawatts on time and at the expected price, what strategic outcomes would that enable? Options: Regulatory compliance achieved, Measurable $/MWh savings, Accelerated corporate sustainability goals, Improved community relations, Foundation for additional procurement, Other
• What specific post‑COD metrics would you want confirmed to consider the project a success (e.g., meter data, emissions reduction, invoice stability)? Options: Verified energy delivery (MWh), Capacity/COD confirmation, Week‑by‑week generation profile, Emissions avoided, Financial settlement accuracy, Other
• If the project meets expectations, how quickly would you consider expanding the relationship? Options: Immediately / next RFP, Within 12 months, 1–2 years, Depends on market/price, Unsure
• What ongoing reporting or post‑operational support would make you confident in long‑term performance? Options: Quarterly performance reviews, Real‑time access to SCADA/data, Annual maintenance & output reports, Joint lessons‑learned sessions, Dedicated account manager
• Are we permitted to anonymize and share the project's success as a case study if outcomes are met? Options: Yes—public case study allowed, Yes—with anonymized details only, No—confidential

• Solution Diagnostic — Current State & Consequence
• Queue Position & Site Prioritization Workshop
• Outcome Story & Financial Scenario Walkthrough
• Proofs & Track Record Validation
• Mutual Acceptance & Next Milestones — Agreeing on Price, Schedule & Acceptance Criteria

• Developer to arrange reference calls with one utility procurement director and one tax-equity partner.
• Customer validates the one-sentence future state and confirms it maps to their compliance objective.
• Select a preferred financial scenario or narrow to two for detailed modeling.
• Confirm financing readiness requirements and any outstanding lender or tax-equity conditions.
• Developer to deliver a detailed financial model for the selected scenario(s) including sensitivity runs and assumptions register.
• Developer to provide summary of tax-equity partner appetite and indicative terms for the chosen sites.
• Customer to confirm internal price threshold and any CFO approval constraints that will affect scenario selection.
• Recap—Specific Risks to Validate
• Customer confirms our execution track record credibly addresses their top delivery and financing concerns.
• Customer identifies any remaining evidence gaps and requests specific documents or references.
• Obtain signal to move selected site(s) into Solution Scope drafting.
• Developer to provide project-level documentation (schedule vs baseline, change logs, final PPA terms) for shared case studies.
• Introductions & Objective
• Customer to list any remaining acceptance evidence required to approve moving to commercial scope.
• Confirm Future State & Selected Site(s)
• Mutual agreement to proceed to Solution Scope for the specified site(s) based on the agreed acceptance criteria.
• Set clear 90/180-day milestones, owners, and measurable gates that change the decision state.
• Commit to a draft term sheet and governance cadence to begin contracting and execution planning.
• Developer to draft and share an indicative term sheet reflecting agreed price, milestones, and acceptance criteria within 7 business days.
• Developer to produce the detailed 90/180-day Gantt with owners and deliverables for the prioritized site(s).
• Customer to confirm internal approval path and timeline for considering the term sheet and acceptance criteria.
• Capture and agree on a single-sentence current state describing the customer's delivery gap.
• Agree on the tangible consequences (MW, $ exposure, compliance risk) if deliveries slip.
• Agree on a prioritized list of artifacts and owners to enable the Solution Experience.
• Customer to provide procurement targets, compliance deadline, and current RFP/award timelines.
• Customer to upload latest interconnection queue reports and prioritized site list for review.
• Developer to compile a one‑page evidence checklist and confirm scheduling for the Queue & Site Workshop.
• Recap Diagnostic Findings
• Produce an agreed prioritized short-list of candidate sites with likely COD windows tied to the customer's compliance deadline.
• Identify top queue and permitting risks per site with assigned mitigation owners.
• Agree on what interconnection and permitting analyses are required to firm COD estimates.
• Developer to deliver a site-by-site timeline (interconnection study milestones, permitting gates, expected COD) for the prioritized short-list.
• Customer to confirm any hard site exclusions or community constraints that would block a chosen site.
• Developer to estimate potential interconnection upgrade cost ranges for the top 3 sites.
• Confirm One-Sentence Future State
• Case Studies & Metrics
• Outcome Story — Diagnosis → Proof → Validation
• Developer Queue Position Briefing
• Customer One-Sentence Current State
• Agree Indicative Price & Preferred Financial Scenario
• Governance, KPIs & Controls
• Consequence Quantification
• Financial Scenarios & Price Sensitivities
• Site Trade-off Matrix
• 90/180-Day Milestone Plan
• External Validation & References
• Acceptance Criteria & Contract Triggers
• Risk Mapping & Mitigation Playbook
• Financing & Credit Readiness
• Required Evidence & Data Checklist
• Validation Checkpoints
• Prioritized Short‑List & Next Steps
• Customer Validation Questions
• Communication Cadence & Governance
• Decision & Next Steps

• Execute land option and lease agreements
• Submit interconnection application and secure queue position
• Negotiate and execute utility interconnection agreement (LGIA)
• Obtain building, zoning, and environmental permits
• Negotiate and execute power purchase agreement (PPA)
• Structure and close tax‑equity and debt financing
• Procure long‑lead equipment (modules, inverters, transformers)
• Oversee EPC construction and civil works
• Perform commissioning, testing, and commercial operation
• Install SCADA, metering, and remote monitoring
• Coordinate transmission upgrade construction and energization
• Deliver long‑term operations and maintenance services
• Issue and transfer renewable energy certificates (RECs)
• Execute community benefit agreements and mitigation measures

Execute land option and lease agreements

• Do you currently have an executed option or lease for the site? Options: Yes, No, Option pending signature
• What is the site acreage and usable area for array and balance-of-plant?
• What lease term and extension preferences do you require? Options: 20 years, 25 years, 30 years, Custom (specify)
• What compensation structure do you prefer for the landowner? Options: Fixed annual rent, MW-based rent, Revenue share, Combination, Undecided
• Are there title, mineral rights, or encumbrance issues we should know about? Options: None known, Known issues - details attached, Unknown - need title search
• Are there existing easements, ROWs, or access constraints affecting siting or construction? Options: None, Known easements/ROWs, Potential conflicts - needs review
• Please list any specific landowner obligations or land use restrictions (wildlife, grazing, crop use, seasonal access).

Submit interconnection application and secure queue position

• Which ISO/RTO or utility queue will the project apply to? Options: CAISO, MISO, PJM, ERCOT, SERC/Local Utility, Other
• What nameplate capacity (AC) are you planning to submit for interconnection? Options: <5 MW, 5-50 MW, 51-150 MW, 151-500 MW, >500 MW
• Has any interconnection screening or feasibility study already been completed? Options: No, Preliminary screening only, System Impact Study complete, Cluster/System Impact in progress
• What is your desired timeline to secure an initial queue position? Options: Immediate (this month), 1-3 months, 3-6 months, Flexible
• Are you prepared to fund study deposits or milestone payments required by the interconnection process? Options: Yes - budget allocated, Yes - need estimate, No - require alternate funding
• What point(s) of interconnection or substation(s) are you targeting (please name or describe proximity)?
• Do you anticipate proposing upgrades (generator tie lines, distribution upgrades, transmission upgrades)? Options: None expected, Minor distribution upgrades, Major transmission upgrades likely, Undetermined - need study

Negotiate and execute utility interconnection agreement (LGIA)

• Who will be the contracting utility for the LGIA? Options: Transmission Owner, Distribution Utility, ISO-Administered agreement, To be determined
• What is your target LGIA execution timeline after receiving study results? Options: <3 months, 3-6 months, 6-12 months, Flexible
• Who should bear responsibility and cost for network upgrade construction and ownership? Options: Utility bears cost and construction, Developer funds construction and transfers, Cost share, Undecided
• Do you have minimum insurance, indemnity, or security requirements the utility must accept? Options: Standard utility terms, Higher limits required - specify, Require parent guarantee, TBD
• Are you willing to provide construction security, milestone payments, or performance bonds under the LGIA? Options: Yes, No, Depends on amount
• List any LGIA commercial terms or constraints that are non-negotiable for your financing partners (e.g., curtailability, liquidated damages, termination events).
• Do you require a specific dispute resolution or governing law clause in the LGIA? Options: Yes - specify, No - accept standard

Obtain building, zoning, and environmental permits

• Which jurisdictions (county, municipal, state) will issue key permits?
• Which permits are required (site plan, conditional use, grading, ROW, environmental, cultural)? Options: Site plan, Conditional use/rezoning, Grading/Erosion control, Stormwater, Environmental (wetlands, species), Cultural/archaeological, Other
• What is your anticipated permitting timeline to receive all major approvals? Options: <6 months, 6-12 months, 12-24 months, 24+ months
• Do you anticipate community or local stakeholder opposition that may require mitigation or outreach? Options: None anticipated, Possible - moderate outreach needed, High risk - formal community engagement required
• Have environmental baseline studies been completed (avian, botanical, wetlands, cultural)? Options: None, Preliminary studies complete, Full studies complete
• Are there permit conditions likely to impact schedule or design (seasonal work windows, mitigation measures)? Options: Yes - specify, No, Unknown
• Please list any known constraints related to endangered species, wetlands, historical sites, or special land designations.

Negotiate and execute power purchase agreement (PPA)

• Who is the offtaker (Utility, Corporate buyer, Municipality, Other)? Options: Utility, Corporate, Municipal, Community/Co-op, Other
• What contract term length and commercial operation date (COD) do you require? Options: 10 years, 15 years, 20 years, 25 years, Custom
• What pricing structure will be proposed/required (fixed $/MWh, escalating, index-linked, hourly)? Options: Fixed $/MWh, Escalator, Index-linked, Block/shape pricing, Hybrid
• What offtake volume or contract capacity (firm MW) is expected to be delivered under the PPA? Options: Full site output, Fixed MW block, Partial of expected output, TBD
• What credit/security provisions are required (parent guaranty, letter of credit, performance security)? Options: Parent guaranty, Letter of credit, Cash collateral, None/utility credit support
• How should RECs be treated in the PPA (bundled, unbundled, partial retirement)? Options: Bundled (included), Unbundled (sold separately), Partial split, Undecided
• Are there liquidated damages, availability guarantees, or delay damages required by the buyer/required by financing? Options: Yes - financing requires, Yes - buyer requires, No

Structure and close tax‑equity and debt financing

• Is tax‑equity required for the project close? Options: Yes, No, Undetermined
• What is the target capital stack (debt %, tax‑equity %, sponsor equity %)?
• What credit or sponsor metrics must be met for debt or tax‑equity providers (DSCR, LTC, sponsor covenant)?
• Do you have preferred tax‑equity or lending partners, or require introductions? Options: Have partners, Require introductions, Open to market
• What are the critical financing conditions precedent (PPA executed, permits, LGIA, equity funding)?
• What is the desired financing close date relative to COD? Options: Close before COD, Close at COD, Close after COD, TBD
• Are there tax structure preferences (partnership flip, sale-leaseback, TRS, lease)? Options: Partnership flip, Sale-leaseback, TRS, Other, No preference

Procure long‑lead equipment (modules, inverters, transformers)

• What are the technical specifications and capacity requirements for major equipment (module type, inverter topology, transformer size)?
• Do you have preferred or pre-approved equipment vendors or OEMs? Options: Yes - vendor list provided, No - open to bids, Partial list
• What is the target procurement strategy: early purchase, conditional PO after financing, or vendor reservation? Options: Early firm purchase, Conditional purchase, Vendor reservation only, TBD
• What lead-time and delivery constraints exist (site access seasons, port capacity)?
• What warranty, performance guarantees, or acceptance tests are required from suppliers? Options: Standard OEM warranty, Extended warranty, Performance guarantee, Custom
• Are there logistics or storage constraints at site that affect procurement timing? Options: Yes - limited storage, No - ample storage, Temporary laydown available
• Do you require OEM-approved spare parts packages or service agreements with procurement? Options: Yes - required, Optional, No

Oversee EPC construction and civil works

• Will EPC be selected via bid or appointed from an existing prequalified list? Options: Open bid, Prequalified partner, In-house EPC, TBD
• What key construction milestones and handover dates must the EPC meet?
• Do you require EPC performance guarantees, liquidated damages, or parent guarantees? Options: Yes - LDs required, Yes - parent guarantee, No
• Are there specialized civil works (pile driving, major grading, access roads) that need pre-approval? Options: Yes - detailed scope, No, Unknown - need assessment
• What safety, QA/QC, and site compliance standards must the EPC follow? Options: OSHA/comparable, Project-specific safety plan, ISO quality standards, Other
• Will the developer manage subcontractors or should EPC include full turnkey responsibility? Options: Developer-managed subs, EPC full turnkey, Hybrid
• Are there local hire, prevailing wage, or union requirements to incorporate in contracts? Options: Yes - prevailing wage/union, No, TBD

Perform commissioning, testing, and commercial operation

• What commissioning standards and test protocols will govern acceptance (IEEE, IEC, owner checklist)? Options: IEEE/IEC standards, Owner-defined protocol, OEM commissioning plan, Other
• What are the acceptance criteria for commercial operation (availability %, performance ratio, PPA energy deliverables)?
• Who will witness and certify commissioning tests (third-party engineer, owner representative, utility)? Options: Third-party engineer, Owner rep, Utility/TP witness, EPC only
• What documentation and handover deliverables are required at COD (as-built drawings, O&M manual, test reports)?

• PPA Term Sheet
• Power Purchase Agreement (PPA)
• Statement of Work (SOW)
• Milestone & COD Schedule
• Security & Guaranty Package
• Credit Support & Letters of Credit
• Tax-Equity Commitment Letter
• Financing Term Sheet & Bank Commitments
• Interconnection & Transmission Agreement
• EPC Contract & Construction Guarantees
• Insurance & Indemnity Schedule
• Permitting & Land Rights Confirmation
• Escrow & Funding Instructions
• Commercial Operation Acceptance & Testing Protocol
• Change Order & Amendment Process

• Commercial Operation Confirmation & Handover
• Performance Guarantees Validation & Initial Energy Delivery Review
• Financial Closeout & Contractual Reconciliation
• Lessons Learned, Continuous Improvement & Ongoing Ops Forum
• Shared Issues, Reporting & Escalation Setup (Operational Runbook Session)

• Create the shared operations forum (calendar invite series, platform channel) and populate the contact/escalation matrix.
• Confirm release/adjustment timeline for securities and document required evidence for release.
• Ensure lenders and tax‑equity partners have acknowledged commercial operation triggers and funding flows are on schedule.
• Agree on accounting entries and reporting deliverables for both parties' finance teams.
• Issue/approve the initial invoice with meter reconciliation attachments and confirm payment terms/timing.
• Provide documented evidence required for security release to counterparty and lenders (e.g., signed acceptance, commissioning report).
• Notify tax‑equity partners and lenders with formal commercial operation notice and confirm next funding steps.
• Prepare a short financial reconciliation memo for both finance teams summarizing adjustments, credits, and next billing dates.
• One‑sentence Current State & Desired Future State
• Document concrete lessons learned and convert them into a prioritized improvement backlog with owners and deadlines.
• Define and operationalize the ongoing shared forum, reporting cadence, SLAs, and escalation path for operations and issues.
• Ensure cross‑functional alignment on one or two high‑impact process changes to implement before the next project milestone.
• Produce and publish a lessons‑learned report with prioritized action items, owners, and deadlines.
• Objective & One‑sentence Current State
• Update the development playbook and contract templates with agreed improvements (e.g., meter acceptance checklist, standard punch‑list timelines).
• Schedule the first ops forum meeting and the 30‑/90‑day performance review follow‑ups.
• Define the reporting cadence and dashboard metrics that will govern ongoing transparency and performance monitoring.
• Run a trial of the process and schedule a governance check to refine the runbook after initial use.
• Current State Summary (Open Issues & Gaps)
• Establish a single, accessible shared channel and ticketing process for operational issues with clear ownership.
• Agree SLAs and severity matrix so all parties have aligned expectations for response and resolution times.
• Create the shared channel and ticketing workflow, populate initial contacts, and grant permissions.
• Publish the SLA document and severity matrix to the shared folder and communicate to all stakeholders.
• Configure dashboards with agreed key metrics and grant view access to buyer and operations teams.
• Initiate a 14‑day trial of the ticketing and reporting process and document feedback for the next governance meeting.
• Obtain formal commercial operation acceptance or document and timebound any remaining acceptance conditions.
• Complete transfer of O&M responsibility with delivery of all operational artifacts and credentials.
• Ensure all parties understand immediate risks and consequences and have agreed on mitigation steps and timelines.
• Confirm reporting cadence and schedule the 30‑ and 90‑day performance reviews.
• Provide signed acceptance certificate and upload final commissioning report to the shared folder.
• Deliver O&M manuals, warranty documentation, and telemetry access credentials to buyer and operations team.
• Create punch‑list with owners and target close dates for any remaining items required for full acceptance.
• Schedule 30‑day and 90‑day post‑acceptance performance reviews on the shared calendar.
• One‑sentence Current State & Consequence
• Establish whether measured performance meets the contractual guarantee or identify and quantify any deficiency.
• Agree on a clear validation path (timeline, data sources, third‑party audit if needed) and immediate remediation steps if required.
• Lock in the monitoring dashboard, data access permissions, and dispute resolution owner.
• Define financial or contractual remedy mechanics and timing if underperformance is confirmed.
• Share raw interval meter and SCADA data for the defined validation window with the buyer and any agreed third party.
• If variance > contract threshold, commission a third‑party performance audit within agreed timeframe.
• Configure the agreed monitoring dashboard and grant read access to buyer stakeholders.
• Prepare a remediation plan including timeline, responsible parties, and cost/impact estimate if corrective action is required.
• One‑sentence Current State (Financial)
• Reconcile and approve the first commercial operation invoices and settle any short‑term disputes impacting payment.
• Invoice & Billing Reconciliation
• Wins & Pain Points (Round‑Robin)
• Acceptance Evidence Review
• Shared Channel & Data Sources
• Data Presentation: Meter & SCADA Output
• Ticketing & Issue Lifecycle
• Contractual Acceptance & Sign‑off
• Security, Guarantees & Collateral
• Root‑cause Analysis of Top 2 Issues
• Performance vs Guarantee Comparison
• Operational Handover
• Root‑cause Hypotheses & Evidence
• Opportunity Backlog & Prioritization
• Financing/Tax‑Equity Notifications & Deliverables
• SLA Definitions & Severity Matrix
• Validation Path & Remedies