The energy services division of a well-established mechanical contractor was facing difficulties in identifying the right individual to complement their team and support their public sector clients. The challenge stemmed from the industry’s traditional approach to hiring, which typically prioritizes candidates with direct experience in Energy Savings Performance Contracting (ESPC). However, the executive leadership team expressed an openness to considering candidates from outside the traditional ESCO talent pool.
Nenni & Associates, an executive search firm specializing in talent acquisition, partnered with the client to assess their specific needs. Through consultations with the executive leadership team, Nenni determined that a candidate with a strong solution-selling background would be a viable fit. The focus shifted to identifying individuals with experience selling complex engineered solutions to clients with multiple decision-makers and extended sales cycles.
This approach was significant because it deviated from the industry norm of hiring only those with direct ESCO experience. Nenni recognized this as a positive trend, signaling an industry-wide need for fresh talent, innovative ideas, and diverse perspectives to drive growth and evolution.
Nenni & Associates successfully identified an ideal candidate who had:
- 18 years of experience selling complex solutions to public sector clients.
- An engineering degree, demonstrating their ability to understand and solve technical challenges.
- The right cultural fit, attitude, and long-term potential for success within the company.
By broadening the search parameters and embracing a more inclusive talent acquisition strategy, Nenni & Associates helped their client secure a high-caliber professional who will contribute to the company's growth and the evolution of the energy services industry.
Jim Schafer, Managing Partner
Jim Schafer is a Managing Partner for Nenni and Associates, specializing in the area of Energy Services and Energy Finance. Jim’s focus is on market intelligence and network development, consulting with clients to grow their organizations organically.