Utilities proactively partner with industrial, commercial and other large customers to better understand their needs, anticipate load, improve services, maintain competitive edge and stabilize the grid in their service territory. Join key accounts directors and managers to share best practices, and develop creative solutions to current challenges. The meeting format features a keynote from the host utility and ample time dedicated to roundtable conversation for members to share information and effective strategies for managing key accounts. Breakout sessions are utilized to provide more focused and relevant conversation as needed. Overall program content covers a wide range of topics, including: alternative energy; customer communication and education; organizational approaches and metrics for managing KA departments; new customer programs and business development.
Member: $349 USD
Registration price increases $50 after April 9, 2019. Registration provides access to all agenda items and meeting materials. Registration includes a networking dinner as well as catered breakfast, light snacks and beverages at the meeting. Guest tickets are avilable for $100 and allow a personal guest (a spouse or partner who does not work in the energy industry) to accompany a registered attendee at the event. Guest registration includes all meals and receptions, and all program materials.
12:30 PM - 1:00 PM
Lunch is on your own
1:00 PM - 1:15 PM
Introductions + Safety
1:15 PM - 2:15 PM
Economic Development in the Region
Presenters will highlight the economic opportunities in the region and why the Vancouver/Portland area is attractive to large companies.
2:15 PM - 2:30 PM
2:30 PM - 3:30 PM
Gas/Electric Breakout Roundtable
3:30 PM - 3:45 PM
3:45 PM - 4:15 PM
Inventory/Comparison of Key Account departments
A survey will be sent ahead of time to those registered for the meeting.
•Who do you report to? Directly? C-suite?
•How many reps are there? How are they organized?
•How many customers per rep? How are they assigned? Small vs large?
•What about for small businesses or non-assigned accounts? Do they get reps?
•Also succession planning – how are we planning for retirements?
•Onboarding – how do you train KA reps?
4:15 PM - 5:00 PM
What’s the value of Key Account programs in changing customer environment?
A round table discussion to compare how different companies are tackling this challenge.
5:30 PM - 8:00 PM
WEI Hosted Networking Dinner
7:30 AM - 8:00 AM
8:00 AM - 8:45 AM
Engaging Utility Executives
This session will start with a short overview of how NorthWestern has started to assign a company executive to each key account. A discussion will follow on how different companies are engaging their executives for key account relationships.
8:45 AM - 9:30 AM
Project Spotlight – PSE Talks
Puget Sound Energy recently filmed a series of short video for their key customers in lieu of an annual customer forum. They will present a couple examples and give a report out on the outcomes of the project.
9:30 AM - 9:45 AM
9:45 AM - 10:45 AM
Communication methodologies – adapting to new expectations of younger customers
How are utilities responding?
10:45 AM - 11:00 AM
11:00 AM - 12:00 PM
Hot Topics Roundtable Discussion
What are the enhanced services and products desired by Gen, X, Y and Z of their utility Energy Advisors?
•Behind the meter products offered by utilities?
oWhat is everybody offering?
oIs it fuel dependent?
oIs there a demand for these products?
Please contact the hotel directly at (888) 475-3100 to reserve your room. Identify yourself as being with Western Energy Institute (WEI) to receive a special rate of $163 USD/night. This rate is guaranteed until April 9, 2019 or until the WEI room block is full.