The Hard Truth About Business Development in Renewable Energy Nobody Talks About
In renewable energy, small jobs aren’t “beneath you” — they’re tests of reliability. Discover why trust, listening, and business development are key to winning big electrical engineering projects.
Let’s be blunt: being “good at business” isn’t about technical brilliance, decades of engineering experience, or having the latest qualifications.
In renewable energy, success comes down to something far less glamorous — your ability to listen, adapt, and trust the people you’ve brought in to help you win.
Over the first half of 2025, we’ve seen the same lesson repeat itself: business development is messy, frustrating, and sometimes unfair — but those who trust the process always come out on top.
When Clients Don’t Listen
One of the hardest parts of our job is watching talented engineers shoot themselves in the foot.
We can take you 95% of the way:
We’ll open the right doors.
Shape the right strategy.
Line up the right meeting.
Even help you prepare for that all-important pitch.
But the final 5% — the actual delivery, the client interaction, the conversion moment — is on you.
And too often, engineers wing it. They ignore the agreed plan. They freestyle the pitch. Then they come back frustrated when the deal doesn’t land.
It’s like hiring a personal trainer, being handed the perfect plan, and then eating cake every night. You wouldn’t do that — so why do it with your business?
It’s like hiring a personal trainer, being handed the perfect plan, and then eating cake every night. You wouldn’t do that — so why do it with your business?
We don’t claim to know more about electrical systems than you do. That’s your craft. But we do know what wins contracts, because we’ve sat in on enough boardroom meetings, pitches, and tender reviews to see the patterns. That’s our craft.
Why Small Jobs Matter More Than You Think
Here’s a truth many engineers don’t want to hear: the “small jobs” are never really small.
In renewable energy, those little contracts — the minor installation, the compliance paperwork, the quick feasibility study — are often tests.
They’re not about the money. They’re about one thing: trust.
Clients hand out these jobs to answer key questions:
Can you deliver on time?
Can you handle compliance without drama?
Do you take deadlines seriously?
Are you the kind of partner they can rely on when millions are at stake?
Too many electrical engineers look at these jobs and think: “That’s beneath me. I’m waiting for the big projects.”
But the truth is this: the big projects don’t come unless you nail the small ones.
If you can’t be trusted with the £20k study, why would they hand you the £2 million installation?
Business Isn’t About Ego — It’s About Trust
Here’s the unspoken truth of business development in renewable energy: ego kills deals.
Great engineers often trip up here. They want to prove they’re the smartest in the room. They ignore advice because they “know better.” But business isn’t an IQ test. It’s a trust test.
Winning contracts requires humility. It means:
Listening to strategy, even if it feels uncomfortable.
Following through on the “boring” admin tasks.
Respecting deadlines, even on small jobs.
Showing up prepared, not improvising.
Good businesspeople don’t waste energy proving their intelligence. They focus on proving their reliability.
Lessons We’ve Learned at WC This Year
The first six months of 2025 have reminded us of three non-negotiables for success in renewable energy projects:
Listening beats knowing. Technical brilliance won’t close the deal if you ignore the business strategy.
Trust the process. If you’ve brought in experts to support your growth, let them guide you.
Small jobs build credibility. The unglamorous, low-fee contracts are stepping stones to the multi-million-pound ones.
The Positive Spin
Here’s the good news: when engineers do listen, when they respect the process and leave ego behind, that’s when growth becomes real.
That’s when doors open.
That’s when clients come back with bigger projects.
That’s when long-term partnerships are built.
We’re not here to criticise. We’re here to share what we’ve seen firsthand: in renewable energy, success doesn’t belong to the “smartest engineer.” It belongs to the most adaptable one.
FAQs About Business Development in Renewable Energy
1. Why do clients give small jobs before big ones in renewable energy?
Because small contracts are a low-risk way for clients to test your reliability, communication, and ability to deliver on deadlines.
2. How can electrical engineers win more renewable energy projects?
By treating every project — no matter the size — as a credibility builder, and by listening to business development experts who understand client psychology.
3. What mistakes do engineers make in business development?
Ignoring strategy, dismissing small contracts, and letting ego drive decisions instead of trust and adaptability.
4. Why is “trusting the process” so important?
Because clients want consistency. Following the process proves you’re reliable, which is more valuable than brilliance without discipline.
5. Is technical expertise enough to grow in renewable energy?
No. Technical skill is expected. What sets winners apart is reliability, adaptability, and business development discipline.
6. What’s the biggest takeaway for 2025?
Small wins create big wins. The engineers who respect the process, deliver on small jobs, and build trust will be the ones signing the major contracts.
Over to you: What’s been the hardest lesson you’ve learned so far in 2025 about winning renewable energy projects?