Large energy customers – a good business for adept suppliers

The received wisdom when it comes to large electricity customers is that they are entirely focused on price. However, probing a little deeper shows that reliability is paramount, which can give existing suppliers a starting advantage. Further probing of this large market reveals unfilled needs for services and for more broadly capable suppliers, creating growth and margin opportunities for adept suppliers. Mitchell S. Diamond Vice President, Booz•Allen&Hamilton, Inc.