Negotiating with UtilitiesProcedures and Techniques

Abstract

The foundation of your success most likely will rest on the support
of management at all levels in your organization. Many will want to
continue looking to the pa st and the old way of doing business. Others
may be suspicious of change.
Get Buy-In with Extensive Communication
One of the most critical elements to the success of negotiations for
a new package with your utility companies is the strong, continuing un-
derstanding and support from upper management. Most are not familiar
with the involved process that is required to put together a "win-win "
agreem ent. Often there is a fear, because deregulation is perceived to
lead your company into "uncharted waters."
The key tool is communications-early, often and in the detail nec-
essary to give comfort on the direction of the negotiations.