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Commercial solar EPC companies · CRM

Keep the roof, the bill and the decision makers in one record, not in five phones.

A CRM for a commercial solar EPC company is the enquiry-to-order record: the building, the roof, the connection, the people who decide, each proposal version and the reason a file closed. GullySales sets up those fields, the stages and the handover to your site team once an order is signed.

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Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.

A solar engineer and factory manager review a rooftop installation

What CRM means

A CRM is the record where every enquiry, call and quote is kept against a customer, replacing separate notebooks, spreadsheets and memory. GullySales sets up or cleans an existing CRM and reports from it by enquiry outcome rather than by activity logged.

Also for commercial solar EPC companies

Sales and marketing for commercial solar EPC companies, the overview.

Last updated 6 Oct 2026.

For commercial solar EPC companies

Where it usually goes wrong, and what we would do.

  • “A file has a roof and a connection, not just a caller”

    Roof type and condition, who owns the building, the sanctioned load and the DISCOM. Without them a promoter and a plant head enquiring about the same roof look like two deals.

  • “Proposal versions are the history of the negotiation”

    Version one at one size, version three with a smaller roof area and a different payment plan. Kept against the file, you can see where the deal turned. Kept on a laptop, you cannot.

  • “Sales and project teams keep separate records”

    Once an order is signed, a project team starts a schedule and a material list. If the survey notes and drawings do not pass across, the owner explains the roof twice and begins to doubt you.

What we do

What we deliver for commercial solar EPC companies.

Every deliverable, what it covers for you, and the result it is there to produce. Nothing here is an extra.

  1. Building and connection fields at first contact

    Building ownership, roof type, area, connection type, sanctioned load and bill reference, captured before a survey is booked.

    Result: You can see which enquiries have a real roof and a real load.

  2. Decision makers on every file

    The promoter, the finance head, the plant head and any landlord or lender, each with their role and last contact.

    Result: A file is not run through one person who cannot sign.

  3. Proposal versions against the enquiry

    Each version stored with its date, system size, equipment and commercial basis, and what changed.

    Result: You can see the revision where the conversation stalled.

  4. Stages and next dates

    Enquiry, survey, proposal, discussion, order, with the date each stage was reached, the owner of the file and the next call.

    Result: The sales review looks at a pipeline instead of recollections.

  5. A closed-lost reason on every file

    A short reason recorded at closure, read together by building type and source.

    Result: The pattern behind lost proposals becomes visible.

  6. A handover record to the site team

    The survey photographs, drawings, agreed scope and the owner's contacts passed to the project manager in one place.

    Result: The owner does not explain the roof twice.

How the result is measured

  • Enquiries logged in the CRM
  • Data completeness
  • Reports generated from CRM data

Recorded as a baseline before work starts, so every later report has an honest comparison.

Read the full CRM implementation and customisation page

What to record, and when

What a commercial solar EPC company should record about every roof enquiry, and whether software is needed yet.

Building, ownership and roof
Record the address, whether the building is owned or leased, the roof type and area, and any landlord's permission needed. A roof that cannot take a plant should be marked early.
Connection and bill reference
Note the consumer number, the DISCOM, the sanctioned load and the tariff category from the bill, and attach the bill. Whoever builds the proposal later sees what the first caller saw.
Who decides, and how it will be funded
Record the promoter, the finance head, the plant head, and whether the buyer pays outright, borrows or wants to pay per unit. A loan-funded job waits on the bank's sanction.
What each proposal version leaves out
Store the system, the equipment, the commercial basis and the exclusions with each version. Disputes begin with what the proposal did not cover, so write it next to the figure.
Who else quoted, and on what basis
Ask and record whether the rival quote was per kWp or itemised, and which equipment it named. The negotiation changes when you know the other figure left out the structure.
Do you need software yet?
A sheet is enough while one or two engineers handle a short list of roofs. Move to a CRM when proposals pass through several hands, or when a signed job must reach the site team without re-entering anything.

Who it is for

This is written for these commercial solar EPC companies.

  • Rooftop EPC specialists for factories and industrial units
  • Warehouse, cold storage and logistics park rooftop installers
  • Campus installers for schools, colleges and hospitals
  • Pay-per-unit (OPEX) rooftop developers
  • Open access and group captive solar developers
  • Ground-mount and solar carport contractors
  • Government and public sector tender EPC companies
  • Operations and maintenance firms adding new installations

Not for

It is not the right fit if.

  • Sales and project teams will not share one record, so the new tool would be one more place that is out of date
  • You track three live proposals and the owner remembers each decision maker, so a record adds effort without a gain

How it works

How the CRM work runs

The work itself, in order. How an engagement starts, from your brief to a written scope, is set out on our method page.

  1. 1

    Map the sales process

    We sit with the people who sell and write down how a deal moves from enquiry to payment, including where it stalls.

  2. 2

    Agree stages, fields and owners

    Each stage gets a name your team already uses and a proof that the deal has left it. We agree which fields are required at which stage, and who may change what.

  3. 3

    Build on a copy

    Pipeline, fields and views are built on a trial copy where the CRM offers one, or in a separate pipeline where the plan allows. Live work stays untouched.

  4. 4

    Connect channels, then switch on automations

    Channels are connected first. Each automation is then switched on separately, so a misfiring rule is easy to find.

  5. 5

    Test with real deals

    The people who will use the CRM run open deals through it. Gaps are fixed before the whole team switches over.

  6. 6

    Switch over and trim

    Once real use shows which fields stay empty and which stages nobody uses, those are cut and the handover record is updated.

Where this fits

Three pieces of sales work, in this order.

This work sits inside sales management. A target, a review routine and someone who owns the number.

  1. Step 1

    Sales audit

    Find where deals are being lost and what to fix first.

    Start here if you cannot say where orders are lost.

  2. Step 2

    Sales process design

    One written way to sell, from first enquiry to repeat order.

    Start here if every salesperson sells differently.

  3. Step 3 · you are here

    Sales management

    A target, a review routine and someone who owns the number.

    Start here if the team has targets and no routine.

Tell us what you need Your brief is read before we call. Scope, fee and term in writing.

FAQ

Questions owners ask before they call.

Not here? More answers, or ask on WhatsApp.

Tell us what you need
We use project software on site. Is that not a CRM?
It begins at the purchase order. Everything before it, the enquiries, surveys and proposals that were never accepted, sits outside it. The files you lost teach you most, and they never appear in project software.
Our engineers keep leads on their own phones. How do we change that?
Keep entry short and make the record useful to them. A few fields at the end of a survey, and in return a list of the proposals due a call. A record that only serves management gets filled in late and badly.
What do we do with a buyer who will act next year?
Mark the file as future, record the reason, such as a budget year or a roof repair, and set a review date. Call on that date. A buyer waiting on a budget is a good prospect as long as someone remembers to ring.
Who owns the data if we change CRM or agency?
You do. The records are in an account in your company's name, and you can export them whenever you like. Check this before you start with any provider, and do not store customer bills in an account you cannot take with you.
How much does it cost?
There is no price list, because the work differs by business. The fee is scoped after we have read your brief and spoken to you, and put in writing before anything starts, split into our time, your media spend and production.
How long is the contract?
The term is agreed in writing after we have spoken, along with the fee and the reporting. It is never a default twelve months, and renewal is decided on the numbers against the baseline recorded at the start.
How soon will we see results?
It depends on the trade, the channel and what is already in place. After we have read your brief and spoken to you, we say what we would expect to move first and how it will be measured against the baseline. Nothing here is guaranteed.
What do you need from us?
Your brief, and a conversation. After that, access to whatever this work touches, such as your website, your accounts or your enquiry record, and time with the people who handle your enquiries.
What if we are not happy with the work?
Tell us and the plan changes. Everything is reported against the baseline, so a number that is not moving is visible to both sides. The term is in your written scope, and the refund and cancellation policy sets out the rest.

From the blog

Further reading for commercial solar EPC companies.

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Everything else we would do for you.

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