Big energy users want value to build trust with Third Party Intermediaries (TPI).
That’s according to Tesco’s former Head of Group Energy Buying.
James Summerbell, who spoke at The Energy Live Consultancy Awards (TELCA) roadshows in Manchester and Birmingham last week said they want to pay TPIs and consultants fairly for the service they’re providing but they want “value and it has to be demonstrable and transparent to build trust”.
He added TPIs weren’t providing the service energy users needed and their market understanding “wasn’t really there” a few years ago.
This resulted in big energy users developing their own in-house expertise and ways of working.
He said: “We’ve used TPIs less and less but does that mean there’s no opportunity moving forward at that end of the scale? Of course not.”
There are new challenges and TPIs “need to be able to fulfil the need as the market changes, by finding new ways of doing it”.
He added although he was speaking from a large consumer perspective, the needs “apply across the board” and “the number one thing is trust”.
There needs to be trust in terms of TPIs knowing what they’re talking about, they’re transparent in the way they are operating and are able to deliver what they are promising, he added.