Henrietta Deal Coach
henriettaDealCoach · Lightning Web Component
Needs framing
Reframe Cascadia Regional Power Authority's need as a business outcome
Today the requirement is being described as an equipment specification. Restate it as the outcome the business is buying: "You need guaranteed availability and a defensible cost per megawatt-hour across the asset life — the turbine, the switchgear and the service agreement are only how we get there."
Powerhook
Powerhook to open the next conversation
"Three utilities & power generation operators we support were absorbing unplanned outage and derate costs they had never priced until we modelled the asset over its full service life. Nobody in their leadership team had that number in front of them either — should we put it on the table before this CAPEX decision goes any further?"
Objection
Handle the concession request without discounting
Park the price question, don't answer it: "I'll come back to the fee schedule. First — if the commercials worked exactly as you need them to, is there anything else that would stop notice to proceed being issued this quarter?" Trade, never give: any movement is exchanged for LTSA term length, scope of covered parts, or an earlier outage slot.
Nugget of value
Cost of delay beats cost of purchase
Each month of delay carries more cost in purchased replacement power, derates and EPC standby charges than the concession being requested. Bring that arithmetic — and the rate-case filing window — to the CFO conversation rather than defending the list price.
Striker question
Earn the escalation from your champion
"When Ruth Delgado looks at this, what will they be measured on — availability, rate-base return, emissions targets — that this either helps or hurts? I'd rather bring them that number than an equipment overview — can we get 20 minutes together?"
Powerhook
Powerhook for Chief Financial Officer
Lead with their P&L and CAPEX plan, not the equipment: the exposure they carry today, what it costs per quarter in outages and purchased power, and the two decisions — CAPEX release or an OPEX service structure — they'd need to make to remove it.
Next best actions
- Request a 20-minute session with Ruth Delgado (Chief Financial Officer) via your championNo CAPEX approver contact logged in Salesforce — infrastructure deals at this stage without one close 40% slower. · High · Microsoft Teams
- Send the cost-of-delay and purchased-power exposure one-pager before responding to the concession requestSourcing anchored first. Re-anchoring on the outage window and filing deadline protects margin better than a counter-offer. · High · Meeting
- Log a mutual action plan on Cascadia — 2x SGT-800 Gas Turbine Expansion + 15-Year LTSA with a named CAPEX approval and notice-to-proceed date34 days in Negotiation/Review — above the pilot cohort median of 21. · Medium · Salesforce
- Run a 10-minute voice practice call before the next meetingHigh-stakes meeting detected on your Microsoft 365 calendar with executive and sourcing attendees. · High · Microsoft Teams