The traditional approach in the Brazilian energy sector involves encouraging customers to purchase, install, and maintain assets sold by suppliers.
There is an alternative that can be far more attractive for both suppliers and their clients shifting toward "structured" solutions.
In this model, the supplier offers a solution—typically sold based on the results it delivers.
A real-world example I managed—guiding both the client and the supplier toward this approach—involved a high-voltage (138 kV) substation and a power line connecting the client to the local utility’s 138 kV grid.
It was a win-win for everyone:
The client contracted a "result," agreeing to pay a percentage of the savings generated by the solution over the contract term (7 years) compared to the costs they would have incurred under the then ongoing a medium-voltage (13 kV) supply arrangement.
The supplier delivered the 138 kV grid connection to the utility, built the substation, and handled its operation & maintenance throughout the contract period.
This was structured as a "BOT" (Build, Operate, and Transfer) arrangement. The client maintained a positive cash flow—requiring no upfront capital investment—while the supplier achieved a highly attractive return.
If you would like to explore this possibility for your company’s offerings, please get in touch to receive personalized, virtual consulting.
And... embark on a new, creative chapter for your business!