Recap and next steps. Tuesday, September 22, 2026

What you asked for.
How we would build it.

Enquirer Consulting Group and Energy Management Corporation

You gave Matt a clear list last week. Here it is back in our words, how each piece would work, and the questions that decide the shape. Tell us on the call where we have it wrong.

Private. Prepared for Energy Management Corporation. This is our read of your brief, for you to correct. It is not a quote.

Your brief, as we heard it

What you told us.

1Reach the engineers

Cold outreach, by email or text.

Put EMC in front of the engineers who specify generators. You told us most of them are not on LinkedIn.

2Influence the spec

Be a name they already trust.

Get in front of those same engineers, so EMC is known to them before a job goes out to bid, not introduced at the bid.

3A service flow nobody touches

Serial number in. Scheduled job out.

The customer enters generator size, model and serial number. The quote is built, approved, signed and invoiced. Nobody at EMC touches it until your admin schedules the technician.

4Two more, which we want to hear again

Labor contracts. Deals that close themselves.

Contractual services for labor, built as something you can sell. And a system that starts closing deals on its own. Both are on the question list for the call.

From your call with Matt last week. Generators, service and preventive maintenance, in the three states you named: Utah, Wyoming and Idaho.

What came out of laying it side by side

You run two different sales. Only one can run itself.

The second row is the flow you described, and most of this deck. The first row is won by people, earlier than today.

The service flow, as you described it

From serial number to scheduled, nobody in the middle.

Customers reach it where they already meet you: a link on every quote and invoice, the reminder on a signed agreement, a tag on the unit, and your branch team, who can start it for a caller.

Today a service request on goemc.com is a phone call, an email or a contact form that ends “we will get in touch.”

Stage by stage

Five stages, and what each one needs to work.

1

Identify the unit

Size, model and serial number, entered by the customer. What it needs at each visit comes from the manufacturer’s schedule and the standard the site is held to, such as NFPA 110.

2

Build the quote

Labor hours, parts, travel and term, from rules taken from your price book. A unit and a site you already know price the same way every time. One you have never seen gets an inspection booked before any price goes out.

3

Approve and sign

The customer sees the scope and the price, accepts your terms and signs online. No document goes back and forth by email.

4

Invoice

Raised in the accounting system you already use, with the signed quote attached to it.

5

Schedule

The job lands with your admin complete: the unit, the scope, the signature, the invoice and the site contact. They book the technician.

!

What all five run on

Your price book and your service history. We will know how much of this is rules and how much is exceptions once we have looked at both. Generac units, where you are the authorized distributor, are the natural place to start.

The part most automation skips

Nobody touches it, except when somebody should.

A unit it does not recognize

An unknown model, or a serial number that does not check out, goes to a named person with everything the customer entered.

A job outside the price book

If the rules do not cover it, the system does not guess a price. It hands the request over and tells the customer who will call.

A quote over a size you set

You choose the line. Above it, a manager approves before the customer sees a number.

An emergency

A site that is down does not fill in a form. That request goes straight to your on-call team, the way it does today.

A public buyer

A city, a district or a school buys on a purchase order after its own approval, not on a click. The flow builds the quote and the paperwork, then your admin follows the order.

Everything else

Goes straight through. Your people only see the requests that need them.

On “closing deals by itself”

A straight answer on what closes itself.

This can close with nobody touching it

A maintenance or service quote, where the price follows rules you already use
Getting every request, quote and signature onto one customer record
The approval, the signature and the invoice that follow a yes
Reminders and renewals on agreements that are already signed

This still takes your people

A generator project for a hospital or a data center. Nobody buys that from a form
The relationship with the engineer who writes the spec
The customer who wants to talk to someone first. The flow hands them over. It does not trap them
Anything that falls outside the price book

We bring your team warm, qualified conversations and take the admin out of what follows a yes. We do not replace the sale.

How we would build the flow

We prove the quotes are right before anyone stops checking them.

Step 2 is the test that matters. If the rules cannot reproduce quotes you have already sent, we find out before a customer does.

How big the build is comes down to your price book, the systems you quote and invoice in, and how many quotes a month run through it.

The other half. Reach the engineers

Engineers of record are findable. Just not on LinkedIn.

AWho goes on the list

Named people, by firm and by territory.

Consulting electrical and MEP firms who act as engineer of record. Facility and plant engineers at water districts, hospitals, data centers and plants. Electrical contractors who run design-build work.

BWhere they actually show up

In public records, not on social media.

The firms’ own staff pages and project lists. Plan holder lists, bid tabs and permit filings that show who designed what. Chapter and event lists for the bodies they belong to. State licensing records confirm who is licensed in your three states.

CHow we reach them

Email first. Text only where it is invited.

Email goes from separate sending domains bought for this work, so goemc.com is never used for cold sending and your day to day mail stays out of it. Cold texts to cell numbers are the one thing we will talk you out of. US carriers block them and federal law puts a penalty on each one. Text is only for people who gave you the number and asked for it, and that lane would be set up fresh for you.

DA second list worth building

Public agencies who can buy direct.

Your Sourcewell page says a public entity can buy standby power directly from EMC and avoid many of the complications of a public bid. A city, a water district or a school district has to know that before it helps you. Worth asking how many of yours do.

Every message is written for one person and read by a person before it goes.

Influence the spec

You already built the material. The engineers have not seen it.

What is already on goemc.com

Ten webinars on generators and electrical code, out of 26 on your site: sizing, paralleling, reliability, NEC updates, standards and codes. And a design-build service where your engineers review the plans before there is a bid.

What is missing

A route from that material to a named engineer. Today it waits to be found. The engineer who has never worked with EMC does not know it is there, and will not go looking.

What we add

Each session goes to the named engineers it was made for. One place on your site written for the person who specifies. And it is worth checking whether a session can count toward the continuing education hours a licensed engineer has to log to renew. We would confirm what each state board accepts before your site says so.

This is why the outreach gets answered. The email offers an engineer something useful, not a sales call.

What decides the shape

Six questions for the call.

Who signs this off?

Is it yours, or does it go further up? If it goes up, what do they need to see, and should they be on the next call?

What do you quote and invoice in today?

Even roughly. It decides whether the flow plugs into what you have or sits beside it.

How many service quotes a month?

And what a typical agreement is worth in a year. It is how we put a return next to the work.

Whose approval did you mean?

The customer accepting the quote, or a manager at EMC approving it before it goes out? It changes the flow.

Which firms already specify EMC?

And which never have. The second list is where the outreach starts.

What did you mean by labor contracts?

A maintenance agreement sold as a product, or something else? We would rather ask than guess.

Answer any of them by email before the call and we will use the half hour better.

From here

What happens next.

1. Tuesday’s call

You correct this deck, then we walk the flow end to end, stage by stage. It is a walk-through of how it would work inside EMC, not off-the-shelf software. Dan Reeves, our founder, joins Matt.

2. A working session

An hour with whoever writes service quotes today, and a look at the price book. Under an NDA if you want one.

3. The proposal, live

The scope built on what we saw, with the return worked out in your own numbers. Presented to you and whoever signs, for you to take apart.

4. You pick what goes first

The flow, the engineers, or both. The flow is the bigger build and starts with one service. The outreach is quicker to show you something.

If anything here is not what you meant, that is the first thing to tell us on Tuesday.