SaaS pricing is per seat. Energy procurement is per risk. Quote the wrong one and the deal walks.
An EOR platform quoted a major offshore operator on a 14-jurisdiction rollout — a volume discount on seat count. The buyer wanted shared risk on misclassification fines. Two pricing models, the same number, a different deal. A different vendor won.
Energy buyers don't pay for software seats. They pay to transfer risk off their balance sheet. Price the risk, not the seat count — the rate discussion is the final conversation, not the first.
| # | Structure | Use when |
|---|---|---|
| 1 | Per seat | Generic SaaS, low compliance |
| 2 | Per country | Multi-jurisdiction, mid compliance |
| 3 | Per risk category | Multi-class workforce, high compliance |
| 4 | Volume + risk share | High spend, shared exposure |
| 5 | Capped indemnity | Mission-critical, regulator visibility |
Most EOR proposals default to #1. Most energy field-service mandates need #3 or #4.
~560,000 wind technicians needed by 2026, ~628,000 by 2030; offshore headcount +92% in five years.
48% of traditional-energy workers are 45+.
Norway innleie reform, Guyana expat quotas, Qatarization — one interconnector can cross 5–15 legal regimes before a local entity exists.
Data-centre electricity ~485 TWh (2025) → ~950 TWh (2030).
Why HVDC & offshore wind specifically — and why a platform can't seat-count its way in.
Every layer of the AI boom waits on the one beneath it — and the bottom layer has the longest lead times and the thinnest crews.
The capital is flooding into the top layers; the bottleneck is the bottom one. HVDC interconnects and offshore wind are the hardest, highest-value, most compliance-heavy part of that foundation — cross-border by nature, offshore liability, certification pipelines that don't exist yet, and the scarcest specialist crews on earth. That's exactly where the largest, longest workforce mandates sit — and exactly where a generalist EOR can't win on seat count.
The bottleneck has moved from money & policy (abundant) to crews & compliance (not). A better rate doesn't fix that. A repeatable system does.
One system, five layers.
Layers 1–3 are the IP. Layer 4 turns IP into team capability. Layer 5 makes it permanent.
- 01
Industry Playbooks · Vol 1–5
Read the sector, triggers and buyer. Domain credibility from the first call. (Offshore Wind & HVDC · Oil & Gas · Power, Grid & Transmission · Mining & Minerals · Data-centre Power & Fabrication.)
- 02
Tender Playbooks · Vol 1–5
Win-strategy for $1M+ tenders and RFPs. (The Opening · Stakeholders & Multi-threading · Discovery & Structuring · The Bid · Negotiation & Mobilization.) Vol 1 is the free download.
- 03
The Vault + Prompts
A Notion operating system plus the prompt library that runs inside it: qualify, map cross-border exposure, design the structure, multi-thread, mobilise.
- 04
Embedded interim lead + Coach AI
Pre-sales authority on every energy tender from week one, plus an AI coach trained on the engagement.
- 05
Governance layer
Deal-review cadences, pipeline rhythm and a living arsenal that keep the motion running after the engagement ends — handed back to your team, not held by the consultant.
It ships as written Playbooks first, then as a fractional installation. A system you keep beats advice you can't.
One play, run end to end — in the language your team already speaks.
Field-Truth Selling isn't a framework competition. It's the energy-vertical operating layer on top of whatever your team already runs.
| Volume | Stage | Maps to |
|---|---|---|
| Vol 1 | Open / Qualify | MEDDPICC Metrics + Identify Pain; Challenger teach; cost of delay |
| Vol 2 | Stakeholder mapping | Decision Process + Champion; 25+ stakeholder coverage |
| Vol 3 | Pricing | Economic Buyer; reframe cost into risk; TCO of delay |
| Vol 4 | Technical solution | Decision Criteria + Paper Process; control the evaluation |
| Vol 5 | Negotiate / close | Competition + Paper Process; win-twice |
You run MEDDPICC. Keep it. Field-Truth fills in every letter with the energy-specific content your sellers don't have yet.
The Vault — ships as a Notion operating system with six working objects your team runs daily: Deals Pipeline, Account/Project Intel, Discovery Planner, Workforce Structure Builder (with a PE-risk check), Mutual Action Plan, Deal Review Rubric.
The installation, mapped to each gap.
Field-Truth Selling — a methodology installation, not consulting. Embedded, not advisory.
What happens, and when.
SLA-backed milestones — accountability productized, not open-ended consulting.
- WK 1Calibration
Leader's session; gap map signed off with the executive sponsor.
- WK 4Demo motion live
Energy demo flows + tender response engine operational.
- WK 8First qualified opp
A mandate in pipeline, tender-qualified.
- MO 6Team installed
New sales hires signed, coached, certified on the playbooks.
- MO 12Proof delivered
Field case studies; energy ARR on the board.
- MO 13Graduation
Function handed over to your team; advisor tier + license renewals.
A finite, milestone-driven install with a defined handover — not a retainer that never ends.