During your visit

Bearing in mind the three distinct ‘levels’ of values as described earlier, in your engagement with the SME ask questions that relate to each in turn.

(Click on the red text in the blue boxes below to reveal further information.)

Do…
  • Ask open questions and listen carefully to gauge the values that are important to the organisation, the role or the person.
  • Ask obvious questions during any site tours and when shown energy-using equipment.
  • Speak about widely held concerns regarding wastefulness when using resources, including energy.
  • Be honest and authentic when talking to your clients, and relate to your own values where possible.
Don’t…
  • Focus exclusively on the financial case for energy efficiency.
  • Assume conventional ‘environmental’ language will work.

During your meeting you will hopefully manage to roughly gauge the kinds of values that motivate your client. Once you have done this, you can begin to introduce the ideas and words that will mostly likely resonate.

For instance, if you think that the values of ‘stimulation’ and ‘self-direction’ are motivating, then discussing the speed of technological advancement in the energy sector, or other eco-innovations may resonate. Alternatively, if tradition and security appear to be fundamental values for your client, then using language relating to resilience, responsibility and long-term legacy may be more effective.

Before a visit

After you’ve left