CASE STUDY · COMMERCIAL SOLAR INSTALLER · 4 MIN READ

Simcott Renewables: A £350,000 Hospital Solar Order, a Year After One Introduction

of solar on hospital buildings, awaiting the purchase order

£350,000

of solar on hospital buildings, awaiting the purchase order

since the introduction

1 year

since the introduction

working with our team at interview

About 1.5 years

working with our team at interview

6:24

Who Simcott Renewables are

Darren Ford's company, Simcott Renewables, has worked with our team "pretty much since you set up", about a year and a half by the time of this interview. He remembers the first conversation: "I think these guys are going to get it."

The marketing he tried first

Darren had tried a lot before, and his verdict on most of it was "horrendous":

• An email campaign for electric heating that promised a set number of leads over the winter and never reached its target. Leads from it still turn up now and again.
• Social media agencies promising enormous numbers of leads.
• A steady stream of people offering to improve his website.

If you are weighing up your own options, our guides to how to get commercial solar leads and solar lead companies in the UK set out what each route involves.

The Kings College introduction

In Darren's words, "the big one for us" was an introduction to the company that runs "all of the building maintenance for Kings College University and King's College University Hospital". It was "pretty much one of the first ones" we gave him.

“we are waiting for a PO to be issued from their maintenance department at King's College for £350,000 worth of solar onto hospital buildings.”

It had not been issued at the time of the interview, so this is an order waiting on paperwork, not a finished job. Before quoting solar on large occupied buildings like these, check the insurers' fire safety recommendations in our RC62 guide.

Why commercial solar is a slow burn

“commercial is a slow burn business. It is not a fast burn business.”

Darren says the leads have been with decision makers, people with intent, and that they progress. But the timescale is long, and planning for that is part of the job: the network connection alone can take months. Our guides to the G99 application and how to sell commercial solar set out the stages between a first meeting and a signed order.

What made the difference for him

Darren gave two reasons. First, he can talk to the people who run the business, rather than a salesperson and then an account manager: "So, one, you can talk to you guys which makes a massive difference." Second, the team around them "have the same passion and drive".

He also values that we are "very pragmatic about the quality of the lead". You only pay for appointments that are actually attended, and any that aren't viable we replace.

Would he recommend us to other installers? "I do frequently is the answer to your question", though he joked he would rather keep us to himself.

The full interview is in the video above. TNW Marketing's own write-up of Darren Ford's interview is on tnwmarketing.com. More installers talk about their leads in our case studies and on the reviews page.

Simcott Renewables case study: FAQ