Business Developer
Understand the business development role in solar and what it takes to succeed in it.
A free Academy account is required. 17 lessons.
About Business Developer
Business developers build the pipeline that keeps solar companies growing. This course explains where BD fits in the project lifecycle and how it differs from origination and sales, then covers the core skills: targeting customers, reading electric bills, writing proposals, pricing deals and negotiating term sheets.
What You'll Learn
Understand the role
See how BD differs from origination and sales and where it sits in the lifecycle.
Build a pipeline
Target C&I, utility and municipal customers and qualify opportunities.
Win the deal
Write strong proposals, keep pricing disciplined and negotiate term sheets and LOIs.
Grow your career
Learn the skills, backgrounds and training that set strong BDs apart.
Explore the Course Topics
17 lessons, grouped by topic. Open a topic to see its lessons.
01The BD role and career path6 lessons
- How to Land Your First BD Role
- What a Business Developer Does in Solar
- Career Progression: BD Rep to Chief Commercial Officer
- BD vs Origination vs Sales How They Differ
- A Day in the Life of a BD
- Where BD Sits in the Project Lifecycle
02Finding and qualifying customers3 lessons
- Target Customer Segments (C&I, Utility, Municipal)
- Building a Pipeline and Qualifying Opportunities
- Reading a Customer’s Electric Bill
03Proposals, pricing and deal terms3 lessons
- Crafting a Compelling Proposal
- Pricing Discipline and PPA Economics
- Negotiating Term Sheets and LOIs
04Closing the loop with development2 lessons
- Handing Off Won Deals to Development
- CRM Discipline and Pipeline Hygiene
05Skills and credentials3 lessons
- Skills That Set Great BDs Apart
- Adjacent Backgrounds (Sales, Energy Brokerage, Consulting)
- Certifications and Sales Training Worth Pursuing