When selling solar and energy storage projects, the presentation of the final proposal is crucial for maximizing buy-in potential. The proposal is more than just an outline of system specs and projected savings: it shapes how a customer perceives your expertise, the value of your solution, and how much they trust your team. In today’s competitive market, the right proposal can be the deciding factor between earning a client’s trust and missing the opportunity.
Our team has worked with thousands of developers building proposals, from small commercial projects to multi-site solar and energy storage portfolios; we understand that every customer touchpoint matters, and a well-crafted proposal can make the difference between a fumbled opportunity and a signed deal. Across the board, we’ve seen what works and what doesn’t. Below are proven strategies to help you get the most out of your proposal tools.
Guide the Customer Through a Story
A strong proposal does more than present numbers; it tells a story that helps your customer clearly understand the value of your solution. Framing a compelling story, rather than just a spreadsheet, can make a big difference in how it’s received.
Weaving in visuals like load profile graphs, rate schedule comparisons, incentive breakdowns, and helps bring your project modeling to life. They help customers, especially those who may not be experts, understand the why behind the numbers. Whether you’re presenting to a commercial facility manager or a financially minded CFO, these graphics cut through the technical complexity and build confidence in your recommendations.
But it’s not solely about data, it’s about people too. You can customize your proposal to tell the story of your company, whether that’s your company history, key projects, or showcasing the team members your customers will work with. By including elements like headshots and employee bios, you demonstrate that this isn’t just a generic sales document. In some cases, a personal touch can be a differentiator. With our vast Proposal Document Template Gallery, you can tailor the layout and graphics to match your audience, so every proposal feels intentional. You can also explore how to configure proposal visuals using our in-app configuration tools and Help Center resources.
Set Your ESS Proposal Apart
Our ESS modeling capabilities are built to reflect the real-world performance of an energy storage system, not just idealized projections. ETB Developer offers full transparency into the assumptions driving your model, like dispatch strategy and system sizing constraints.
Our platform enables developers to present detailed performance forecasts, including PV-only vs. PV and ESS comparisons as well as breakdowns of each stacked value stream (e.g., demand charge management, TOU arbitrage, grid services participation). You can even model multiple dispatch scenarios, such as automated vs. manual schedule with ETB Controller, to help customers see the accurate financial and operational impact of each strategy.
With ETB Developer, you can easily model multiple scenarios within a single proposal, toggling between rate schedules, comparing battery strategies, or presenting side-by-side financials with just a few clicks. This level of flexibility is especially valuable when your customer wants to explore options or run what-if cases before deciding. When your proposal reflects the specifics of your customer’s site, utility tariff, and financial strategy, it builds credibility and makes it easier for them to say yes.
Avoid Cluttered or Confusing Proposals
You can have the best system design in the world, but if the proposal feels confusing or disjointed, you risk losing momentum. Common issues like inconsistent data, dense layouts, or unclear financial assumptions can raise red flags, even when the underlying model is strong.
Our built-in proposal editing tools make it easy to format and refine your document. For added support, our Consulting Service gives you expert eyes on every element, from data inputs to layout, to ensure your proposal is cohesive and professional. Ultimately, a clean, well-structured proposal doesn’t just look better, it demonstrates attention to detail and reinforces trust in your team’s ability to deliver.
Use Proposals to Demonstrate Long-Term Value
A proposal is more than a quote: It’s a reflection of how your team thinks and the long-term value you bring as a partner. Transparent assumptions, tailored financials, and thoughtful add-ons such as multi-meter modeling or rate switch analysis show that you’re thinking beyond the installation phase.
Through the ETB Developer platform, you can easily tap into tools like multi-meter proposal functionality, detailed incentive modeling, and rate switching comparisons to elevate every section of your proposal. You can also connect your proposal to the full lifecycle of the project by tying in our broader platform, like ETB Monitor for real-time system performance visibility and ETB Controller for intelligent ESS control strategies , to show how your solution adds value long after the point of sale and commissioning.
Build Proposals That Drive Decisions
From templates and modeling tools to advanced customization and expert support, Energy Toolbase gives you everything you need to create professional, flexible, and highly effective proposals that close deals. Our platform helps you move seamlessly from system design to proposal to signed agreement, whether you’re working with a first-time solar customer or a seasoned portfolio manager. Every element in your proposal should support a confident decision, and the more you communicate the value of your solution, the easier it is for your customer to move forward.
Whether you’re modeling a single-meter solar installation or a complex solar + storage project with multiple meters, Energy Toolbase gives you the tools to present your value clearly and professionally.
Ready to create proposals that win? Schedule a call with our team or sign up for a 14-day free trial to see how ETB Developer can power your next !
