RE: Surge?21 Jan 2019 14:52
Bobf, it sounds like you are talking about behind-the-meter projects and I can think of a few live tenders that you may be thinking of (maybe you're a competitor :D ). I agree, the tenders never state a technology unless the client has been ill-advised and thinks they know exactly what they need (they often have an opinion on what they want but their reasons aren't usually logical - most of the time they are happy to be educated and have their minds changed but at least the tender prompted the discussion). As soon as the investors come in we usually explain in the offer why we are offering a specific technology (highest returns, meets their needs best etc etc). On occasion they may want a specific technology regardless of the benefits to the investor due to a very niche set of circumstances, or because they just want it.
For example the client might say "we want to be taken off grid for 3 hours during peak charges" or "we want backup power for 3 hours". We then ask them why they want that. Often their reasons are based on limited awareness that they could be using the storage for something else during that time and that might be more lucrative for them, or that they actually only need 1 hour of backup etc etc. Of course as an investor we propose whatever makes us and the client the most money versus the risk, unless the client is absolutely unable to budge in their requirements.
Now that FFR and TRIADs have gone the movement towards longer duration storage is building momentum. It's a better time than ever to be in RedT (ignoring the obvious need to raise more capital, plus the increasing competition).