Control Your Solar Scope

Control Your Solar Scope

Stop me if you've heard this one: You're about to install panels on a customer's home. They come into the yard and tell you that your design is inaccurate and that you cannot do the install. Also, they were promised a free battery, and that isn't even on the signed installation agreement. Also they already told the sales rep they can't install on Thursdays. The crew packs up and heads back to the warehouse. Everyone's unhappy. The crew is unhappy, the project manager is unhappy, most especially the customer is unhappy.

If this has happened to you, you're not alone. Scope creep in residential solar projects is like that unwelcome guest who shows up uninvited and wreaks havoc on your meticulously planned party. But what exactly is scope creep, and why is it such a thorn in the side of solar projects?

Scope, in the context of residential solar projects, refers to the defined boundaries and deliverables of the project. It encompasses everything from system size and panel placement to equipment specifications and regulatory requirements. It's the roadmap that guides us from initial concept to final installation. Importantly, your project scope tells you what is included and necessary, and what is not.

Now, scope creep? That's when those boundaries start to blur, and the project begins to spiral out of control. It's the gradual expansion of project objectives beyond their original boundaries, leading to unplanned changes, additions, and modifications that can throw a wrench in even the most well-executed plans.

So, how does scope creep rear its ugly head in residential solar projects? It's often lurking in the shadows from the very beginning, ready to pounce at the slightest misstep. Often it comes from incomplete requirement gathering early in the project's life, during the sales process, site surveys, or design phase. Not defining key requirements in these stages result in massive losses of time, money, and morale later in the project.

But fear not, fellow solar warriors, for there are ways to vanquish this nefarious foe and keep our projects on track.

  1. Define What is Needed and Included in the Project: The first step to keeping scope in check is to define what's needed and included in the project right from the start. That means sitting down with the homeowner, sales team, and anyone else involved to hammer out the details. What size system are we talking about? Where are those panels going? By getting crystal clear on the scope upfront, we're setting ourselves up for success down the line.
  2. Draw the Line on What's Not Included: Equally important is defining what's not included in the project. That might sound counterintuitive, but trust me, it's a game-changer. By laying out what we're not responsible for—whether it's landscaping, roof repairs, or fancy upgrades—we're managing expectations and avoiding potential scope creep before it even has a chance to rear its head.
  3. Document, Document, Document: I cannot stress this enough: write. it. down. And not just in any old notebook—make sure it's all logged in the CRM system. Every detail, every requirement, every decision—put it in writing. But it doesn't stop there. Don't forget to document every phone call, text message, and email exchange too. By keeping a record of every communication, you're not just covering your bases, you're building a solid foundation for successful project management. So, fire up that CRM, keep those logs up to date, and let's make sure every i is dotted and every t is crossed.

Often these three steps are lumped into a "Checkpoint Call" wherein the project manager--representing the EPC--, the sales professional--representing the sales dealer or themselves as a 1099 contractor--and the homeowner--representing the end user of the product-- to agree on the scope of the project. Here it is everyone's responsibility to be honest, thorough, and transparent about the product and the process.

Here it falls on the project manager to "Present and Prevent"

Present:

Show the design, validate the contract, and set expectations for timelines and process, including what may be expected of the customer or sales rep later in the process, such as scheduling, HOA, signing utility documents etc. This means the PM must understand and be confident in what they are presenting.

Prevent

Run through the checklist of questions, even if the answer to many of them is "no". Here a "no" is great! It means you're defining your scope and agreeing to what you won't allow to slow down the project. You can refer back to this checklist if creep appears later in the process.


So, let's review what we've learned:

  1. We have the power to control what is included, and what is not, in our solar projects. We do this through thorough requirement gathering and documentation and scope control.
  2. PM's are responsible for getting everyone on the same page regarding the scope of the project. This can come in the form of a Checkpoint Call
  3. All stakeholders are responsible for being thorough, transparent, and honest regarding project scope.


By embracing these proactive strategies, we're not just managing scope—we're mastering it. So, let's keep those timelines tight, those change orders minimal, and those smiles abundant. Together, we'll light up the skies with successful solar projects and happy homeowners. Here's to a bright future, one solar panel at a time

Trevor Wright

Professional Teacher turned Professional Sales Leader

7 个月

Love this!

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