EQP09: Account Segmentation Worksheet

You already know which buildings have aging central plant, deferred envelope, and no controls. That list is a C-PACE prospect list sitting in your CRM right now at no additional prospecting cost, and this worksheet turns it into a working queue. Six criteria for pulling the candidate set, an eight-signal scoring table with how to read each — equipment age past fifteen years is the strongest single predictor, and a recently value-engineered quote is a documented capital constraint on a project you already scoped. Then a queue table to work. The sequencing note is the practical part: start with the deferred and value-engineered accounts, because those owners have already told you the constraint is capital, and time outreach to the owner’s budget cycle rather than yours.