Session 2: Business Development

Achieving market penetration and capturing sufficient revenue is critical to the financial viability and long term health of a thermal energy business. We'll discuss: o Aggregating potential customers, estimating and evaluating thermal energy load conditions, densities, building use characteristics; occupancy and revenue modeling o Cost-effectiveness as a key planning parameter underpinning the development model o Securing anchor customers and gaining key commitments - how to use MOU's, LOI's, term sheets, risk models and hurdle rate analyses; due diligence and sequential development approaches o Assessing feasibility of a "non-pipes" or "non-wires" alternative in regulated settings; comparative economics o Business models & franchises - private, public, hybrid; partnering structures for risk/value o Communications/market strategies - identifying local value drivers/champions; legislative & policy considerations

Keywords: Thermal Energy Networks

Mitch DeWein, CEM

Vice President, Business Practice Leader - Generation & Energy Management

CHA Consulting, Inc

Rob Neimeier

Client & Market Officer

Ramboll

Rob Neimeier, Client & Market Officer at Ramboll – Rob Neimeier has 33 years of consulting experience including program and project management for public and private higher education, public agencies, and municipalities with energy reduction and climate action goals. He works with many State University of New York (SUNY) campuses to develop and implement energy master plans focused on decarbonization and transitioning from fossil fuels to alternative low carbon energy supply technologies to align with the New York State Climate Leadership and Community Protection Act (CLCPA). Rob also works with NYSERDA on Thermal Energy Network Potential in NYS and the NYS Department of Public Service (DPS) on efforts related to the Utility Thermal Energy Network and Jobs Act.

Jim Lodge

CenTrio Energy LLC

Wayne Barnett

Head, Public Policy & External Affairs

Cordia

Head, Public Policy & External Affairs
wayne.Barnett@cordiaenergy.com

Mr. Barnett support Cordia’s core business across the US and advance the company’s and individual project interests. He leads initiatives that build and execute brand awareness, strengthen marketing and communications, raise corporate visibility, foster strategic partnerships, and expand relationships with policymakers, energy infrastructure industry leaders, and other influencers and stakeholders. With a focus on public policy, advocate for sound regulatory frameworks and policies that align with Cordia’s objectives and promote sustainable energy infrastructure development.
Mr. Barnett has over 24 years of experience in the energy infrastructure and finance sectors including taxable and tax-exempt capital markets, public finance banking, integrated facility management (IFM), demand side energy efficiency, thermal district, and distributed energy. He is a member of the corporate Diversity, Equity & Inclusion (DEI) Committee and Co-Chair of the BIPOC Employees Resource Group.

Wayne holds a bachelor's degree in business administration from Montreat College and a graduate certificate in economic development from the University of Pennsylvania's Fels Institute of Government.

Prior to joining Cordia, Mr. Barnett has had strategic roles with Aramark, Constellation, NW Financial Group and Wells Fargo Bank.