Yesterday’s Virtual Coffee brought together owners and operators of small businesses working across the energy efficiency industry—from Colorado, South Carolina, Philadelphia, and Illinois—for a conversation about where we’ve been, what we’re building, and what we’ll need to succeed in the year ahead. Marking the autumn equinox, we borrowed a little inspiration from the season: we talked about harvest, planting, and tools.
We started by looking back at what we’ve accomplished this year—the big wins, unexpected successes, and things that turned out better than we anticipated. One theme that emerged was the power of relationships. Successful program outreach is about creating meaningful client engagement and building the kind of deep relationships that turn a transaction into a partnership. We talked about the importance of staying connected to clients, understanding what they actually need, and making sure relationships don’t get lost in the handoff from one person or team to another. We also celebrated the opportunities that come from showing up—speaking at events, sharing expertise, participating in the industry, and putting ourselves and our businesses out there.
And we talked about some of the people who make this industry possible: BPI-certified professionals, energy analysts, and the next generation of the energy efficiency workforce. Investing in people and creating pathways into the industry isn’t just workforce development—it strengthens the entire ecosystem.
Planting is about doing the work today that may not pay off tomorrow, but will create something stronger down the road. For many of us, that means continuing to invest in client relationships and being intentional about how we communicate and transition customers as our businesses grow. It means developing our people, creating opportunities to speak, teach, learn, and build credibility. It also means thinking beyond the work immediately in front of us and asking: What do we need to start building now so we’re ready for the opportunities we want next year?
Of course, no farmer plants without tools—and no business owner can build the future without the right ones, either. One of the tools we discussed was AI and learning how to use AI as a tool, not a crutch. Used thoughtfully, AI can help us work faster, organize information, communicate more effectively, brainstorm, and take some of the repetitive work off our plates. But the expertise, relationships, judgment, and human connection still belong to us! That distinction felt particularly important for small businesses, where every person’s time and expertise matters.
What I loved most about today’s conversation was that there wasn’t a single definition of success. For some, the harvest was a new client. For others, it was a stronger relationship, a new certification, a speaking opportunity, a workforce initiative, or simply figuring out a better way to serve the people they already work with. And the planting looks different for everyone, too. But there was a shared understanding that the work we’re doing today is shaping what our businesses—and our industry—will look like next year. Thank you to everyone who joined us from near and far and contributed their experiences, questions, ideas, and encouragement. Here’s to celebrating the harvest, being intentional about what we’re planting, and making sure we have the right tools in our hands for whatever comes next. Until our next Virtual Coffee!