Quick intros — who are we talking to and why now?

• In one sentence, who are you, what team do you represent, and what outcome would make this engagement a clear success for you?
• Which functions will need to sign off on an electrification project for it to move forward? Options: Operations/Fleet, Facilities/Real Estate, Finance/CFO, Sustainability/ESG, Procurement, IT/Energy Management, Executive Leadership, Other
• Who currently has budget authority or final approval for capital projects of this size? Options: Fleet Director, CFO/Finance Committee, Facilities Director, Mayor/Board, Procurement Director, Shared/Committee, Unknown
• How soon would your organization expect to see a pilot launched if commercial terms were agreed? Options: Within 1 month, 1–3 months, 3–6 months, 6–12 months, 12+ months, Unsure
• Who should we keep informed during discovery (names, roles, and best contact method)?

If we keep doing what we’re doing, what breaks first?

• What operational or financial risks keep you up at night when you think about electrifying (e.g., missed routes, unplanned downtime, budget overruns)?
• How often have service disruptions been caused by depot limitations, grid issues, or vehicle range constraints in the last 12 months? Options: Weekly, Monthly, Quarterly, Rarely, Never, Don't know
• Which of these consequences would be most damaging to your operations if a pilot failed? Options: Broken routes/service cancellations, Excessive unplanned maintenance, Budget/ROI failure, Safety incidents, Regulatory or public relations fallout, Other
• Can you share a recent example where a systems change (IT, facility, vendor) unexpectedly impacted daily operations? What happened and how long did recovery take?
• Who on your team is most skeptical about electrification and why (operational pain points, cost concerns, reliability doubts)?

Where the rubber meets the road — what does your fleet actually look like today?

• Please describe your current fleet: total vehicles and a rough split by vehicle type. Options: Light-duty vans, Medium-duty trucks, Heavy-duty trucks, Transit buses, School buses, Specialty vehicles (e.g., refuse, refrigerated), Other
• Do you have route- or duty-cycle data available (telematics, GPS logs, odometer records)? Options: Complete and recent (>=12 months), Partial (some vehicles or periods), Only spot checks/manual logs, None available
• Tell us about your depot(s): number of sites, typical layout constraints, loading capacity, and any secure or shared power rooms.
• How is your electrical service to each depot organized today? Options: Single/owned utility service, Multiple meters/substations, Behind-the-meter generation (solar/CHP), Limited/insufficient capacity, Unsure
• What level of in-house maintenance capability do you currently have for high-voltage systems? Options: Certified EV techs on staff, Some staff with training planned, No current capability, external contractor relied on, Unsure
• What data or site access restrictions should we know about up front (privacy, union rules, security badges, limited working hours)?

If the board asked for a simple, defensible 'win' from electrification, what would it be?

• Which outcomes would you prioritize for a pilot (select top three)? Options: Reliable on-route performance, Cost per mile reduction, Lower maintenance spend, Emissions reduction / ESG metrics, Positive driver feedback, Scalable infrastructure design, Incentive capture / ROI
• What measurable signals would convince Finance this is working (e.g., payback period, NPV, cost per mile delta)? Please specify thresholds where possible.
• What operational constraints are non-negotiable during a pilot (e.g., zero missed trips, max overnight charge window, temperature performance)?
• How important is driver experience and acceptance to deciding whether to scale? Options: Critical — drivers must be onboard, Important but manageable, Not primary — operations/data drive decision, Unsure
• Which stakeholders do you expect to use pilot results to justify broader investment? Options: Operations, Finance/CFO, Executive leadership/Board, Sustainability/ESG, City or regulatory stakeholders, Other

What’s quietly been blocking progress so far?

• Which of these barriers have already slowed or stopped prior electrification efforts here? Options: Utility upgrade delays, Capital approval/competing priorities, Procurement rigidity, Union/staff resistance, Insufficient data for decisions, Vendor lock-in concerns, Other
• Who typically raises the hardest objections (role/team) and what is their core concern?
• Have you tried financing or incentive strategies in the past (e.g., grants, ESAs, loans)? What worked or failed? Options: Yes — grants, Yes — performance contracts/ESAs, Yes — loans/leases, No attempts yet, Unsure
• What procurement or vendor requirements would make it difficult for you to accept a neutral recommendation (brand mandates, warranty terms, local vendor rules)?
• If we had to get one thing unstuck this quarter to maintain momentum, what should it be?

How will we know on day one that the solution is actually working?

• What acceptance tests must pass for you to sign off on a pilot (vehicle range/availability, charger uptime %, energy management performance)? Options: Vehicle availability threshold, Charger uptime threshold, Energy cost within model, Driver satisfaction threshold, Maintenance incident threshold, Other
• What frequency and format of reporting gives your team confidence (real-time dashboards, weekly ops summary, monthly financials)? Options: Real-time dashboard, Weekly operational brief, Monthly financial report, Board-ready summary, Ad-hoc deep dives
• What training or certifications must be completed before we start hands-on work at depots? Options: EV safety training for techs, Driver familiarization, Lockout/tagout and high-voltage procedures, Utility coordination training, No specific training required
• Which parts of the financial model do you expect to be stress-tested (incentives, electricity rates, vehicle residuals, maintenance savings)? Options: Incentives availability, Time-of-use electricity rates, Vehicle lifespan/resale, Maintenance cost assumptions, Operational utilization
• If a single KPI underperforms during pilot, what tolerances are acceptable before you call for remediation or pause?

If you had to put a stakes-and-signature plan on the table today, what does it look like?

• Which contracting model would your procurement team most likely accept? Options: Fixed-price assessment, Time & materials, Milestone-based payments, Performance-based (outcome tied), Public procurement template required
• What milestone cadence and payment triggers are realistic for you (assessment complete, design delivered, pilot live, acceptance)? Options: 2–3 milestones, 3–5 milestones, Monthly invoices tied to deliverables, Single upfront payment then milestones
• Who on your side will own day-to-day communications, who approves scope changes, and who is the final signatory?
• What contract or insurance requirements should we know about up front (indemnity limits, bonding, prevailing wage, insurance minimums)?
• What would make you feel comfortable moving from discovery to a scoped assessment this quarter? Options: Clear roadmap and price, Signed commercial terms, Pilot-ready site identified, Budget approval secured, Utility engagement confirmed

Data, access, and the little things that stop big projects

• What specific datasets can you provide within two weeks (vehicle telematics, route logs, energy bills, site single-line diagrams)? Options: Telematics/GPS logs, Vehicle maintenance logs, Electricity bills, Site electrical drawings, None available quickly
• What approvals are required for on-site surveys (site owner permission, union reps, security clearances)?
• Have you engaged your utility about capacity upgrades or interconnection timelines? If yes, what stage are they at? Options: Not yet engaged, Initial scoping, Application submitted, Waiting on utility estimate, Committed/approved upgrades
• What procurement lead times should we model for chargers and electrical hardware (typical delivery windows)? Options: Under 3 months, 3–6 months, 6–9 months, 9+ months, Unknown
• Who will be our on-site point(s) of contact for surveys and commissioning, and what working hours or restrictions do they have?

The unspoken question — what haven’t we asked that matters to you?

• If you could ask the project team one blunt question and get an honest answer right now, what would it be?
• What internal deadlines or external regulatory milestones are driving urgency for this decision? Options: Board/budget cycle, Grant application deadline, Municipal mandate date, Corporate emissions target, Other/None
• What would make you say 'not now' to a pilot (list deal-breakers or red lines)?
• How ready are you to proceed to a scoped assessment on a scale from 1–5 (1 = not ready, 5 = ready today)? Options: 1, 2, 3, 4, 5
• Any documents, photos, or drawings you can attach to accelerate discovery (please list what you can share and any access constraints)?

Getting the Lay of the Land

• Tell us, in a single paragraph, what your fleet looks like today — size, primary vehicle types, and the missions they serve.
• Which best describes your fleet size? Options: 1–10 vehicles, 11–50 vehicles, 51–200 vehicles, 201–1,000 vehicles, 1,000+ vehicles
• Which vehicle classes make up your fleet (select all that apply)? Options: Light-duty vans/trucks (Class 1–3), Medium-duty trucks (Class 4–6), Heavy-duty trucks/buses (Class 7–8), Shuttles/transit buses, Specialty vehicles (refuse, sweepers, utility), Other
• What is your ownership model? Options: Fully owned, Fully leased, Mixed owned & leased, Contracted/3rd-party operated, We’re not sure
• On average, how many active duty hours or shifts do vehicles run per day? Options: <4 hours, 4–8 hours, 8–12 hours, 12–18 hours, 24/continuous

Are You Electrification‑Ready or Just Hopeful?

• If you had to grade your organization’s readiness to convert vehicles to electric today (A–F), what grade would you pick and why? Options: A, B, C, D, F
• Which of the following describes your direct experience with electric vehicles or charging pilots? Options: No EV experience, Small pilot (1–5 vehicles), Medium pilot (6–50 vehicles), Large pilot or phased rollout (50+ vehicles), We operate EVs in other divisions
• Who internally would champion an electrification program today (select all that apply)? Options: Fleet Director/Operations, Facilities/Engineering, Finance/CFO, Sustainability Officer, Procurement, CEO/Executive Sponsor, No clear champion identified
• What has been the single biggest blocker so far when you’ve considered electrification? Options: Upfront cost uncertainty, Unclear timeline for utility upgrades, Operational performance worries, Maintenance readiness, Lack of internal decision alignment, Incentives complexity, Other
• Who holds formal budget approval authority for capital projects like depot upgrades or vehicle purchases? Options: Fleet budget owner, Facilities/Capital budget, CFO/Finance, Board-level approval required, Shared authority, Not defined

Where Do Your Vehicles Actually Spend Their Day?

• Which one or two vehicle missions, if we electrified them successfully, would convince your leadership to move forward more broadly?
• Typical daily mileage per vehicle (select all ranges that apply across your fleet)? Options: <25 miles, 25–75 miles, 75–150 miles, 150–300 miles, 300+ miles
• How predictable are duty cycles across the fleet? Options: Very consistent day‑to‑day, Some variability by route/shift, Highly variable (depends on demand/season), We don’t track duty cycle consistency
• When do most vehicles depart and return to depot (select typical windows)? Options: Early morning (3–6 AM), Morning (6–10 AM), Midday (10 AM–2 PM), Afternoon (2–6 PM), Evening/night (6 PM–3 AM)
• Which environmental or operational conditions regularly affect vehicle range or performance (choose all that apply)? Options: Cold climate/low temps, Hilly or mountainous terrain, Heavy payloads/stop-and-go duty, High-speed highway routes, Frequent idling/aux loads (A/C, refrigeration), Other

The Depot: Home of Opportunity—or a Hidden Headache?

• Which depot would you most worry about converting and why — layout, permitting, or something else?
• How many depots/garages do you operate? Options: 1, 2–5, 6–15, 16–50, 50+
• Which characteristics describe your typical depot footprint (select all that apply)? Options: Single large yard with open parking, Indoor garage with limited egress, Multiple small lots, Shared or leased facility, Historic building with constraints, Expansive land available for expansion
• What is the current onsite electrical service status at your main depot(s)? Options: Sufficient for moderate charging (no upgrade), Near capacity—minor upgrade needed, Major upgrade required (transformer, switchgear), Metering/tariff unknown, We use on-site generation (diesel/backup)
• Which permit or site constraints do you anticipate (zoning, stormwater, historic preservation, tenant rules)?

The Grid: Friend, Foe, or Unknown?

• If your utility put a two‑year timeline on a service upgrade, how would that change your electrification plans?
• Do you know your current service size or available feeder capacity at each depot? Options: We know exact kVA/feeder data, Approximate/estimated capacity, No data available
• Which rate structures or tariff features affect you today (select all that apply)? Options: Demand charges, Time-of-use energy pricing, Interruptible/curtailable rates, Flat energy price, We haven’t reviewed tariffs
• Have you previously submitted or received utility interconnection requests for EV charging or other high‑load projects? Options: Yes — completed, Yes — in progress, No — engaged but not submitted, No — never engaged with utility
• How open or collaborative is your utility contact today (availability to meet, flexibility on upgrades, incentive guidance)? Options: Highly cooperative, Somewhat cooperative, Unresponsive but reachable, No contact/unknown

Who Keeps These Vehicles Moving?

• If an EV arrived on site tomorrow, which maintenance tasks could your techs already perform safely and which would require training or tooling?
• Which maintenance capabilities do you currently have in‑house (select all that apply)? Options: HVAC and auxiliaries, Brake and suspension, Battery diagnostics, High-voltage training/certified staff, Electrical shop with switchgear/transformer experience, None of the above
• How many technicians do you have per shift who would be eligible for EV upskilling? Options: 0, 1–2, 3–5, 6–15, 16+
• What specialized equipment or shop upgrades would you expect to need (battery hoist, HV PPE, insulated tools, diagnostic software)?
• How would a prolonged EV-related outage (battery or charger) typically impact operations—lost routes, overtime, or rerouting? Please describe.

What Keeps You Up at Night?

• If you had to name one top risk that could derail your electrification program, what would it be and why?
• Which of these risk categories are most concerning for your organization right now (select up to three)? Options: Stakeholder buy-in, Operational performance & range, Utility/energy costs & tariffs, Capital cost & ROI uncertainty, Supply chain / lead times, Workforce safety & training, Regulatory or permit delays
• Have you modeled worst‑case scenarios (e.g., longer charging lead times, higher demand charges)? If so, summarize the impact.
• How would you prefer to share risk with a partner: fixed‑price scope, shared savings, milestone payments, or another model? Options: Fixed‑price, Cost‑plus, Shared savings / performance‑based, Milestone payments, We’re open to options
• Which internal stakeholders are most likely to pause or challenge the program midstream, and what are their typical concerns?

Small Wins That Prove the Case

• What single pilot outcome would convince your CFO or board that electrification is financially responsible?
• What scale of pilot would you consider meaningful (select one)? Options: Single vehicle proof‑of‑concept, Small cohort (3–10 vehicles), Operational route pilot (10–50 vehicles), Large operational pilot (50+ vehicles)
• Which success metrics matter most for a pilot (choose up to three)? Options: Operational availability (%), Total cost of ownership vs ICE, Energy cost per mile, Reliability/MTTR, Driver/operator satisfaction, Emission reductions
• What budget range feels realistic for a pilot that demonstrates both operational and financial signals? Options: <$50k, $50k–$250k, $250k–$1M, $1M–$5M, >$5M
• What would be an acceptable timeframe from pilot start to having defensible results for a scale decision? Options: 1–3 months, 3–6 months, 6–12 months, 12+ months

Decision Rhythm — Who, When, and How

• If you had to set a go/no‑go decision date today, what internal condition would determine that date?
• Who are the essential decision‑makers that must sign off before work can begin (select all that apply)? Options: Fleet Director/Operations, Facilities/Engineering, CFO/Finance, Procurement, Legal/Compliance, Executive Sponsor/CEO, Board/Commission
• What procurement or contracting constraints shape how you buy infrastructure or vehicles (select all that apply)? Options: Competitive RFP required, Sole‑source allowed, Public procurement rules, Grant/incentive stipulations, Cooperative purchasing, We’re not sure
• Realistically, when is capital for this program available (select one)? Options: Immediately, Within 3 months, 3–6 months, 6–12 months, Next fiscal year, Contingent on pilot results
• What would be the single most helpful thing our team could surface or deliver next to help you move from exploration to decision?

Quick Check — Who's in the Room?

• Who will be our primary on-site contact for access, day-of coordination, and escalation during deployment? Options: Operations Director, Fleet Manager, Facilities Manager, Site Supervisor/Foreman, Third-party contractor, Other (please name)
• Which stakeholders need to be looped into daily deployment updates (name roles or teams)? Options: Operations, Maintenance, Facilities, Procurement, Finance, Sustainability, Legal, Union Rep, Utility Liaison, Other
• Who has final sign-off authority to allow crews on site and to accept installation milestones? Options: Site Owner, Fleet Director, Facilities Director, Procurement Lead, Program Sponsor (C-suite), Other
• How would you describe your team's previous experience with depot construction or EV charger deployments? Options: Extensive (managed multiple projects), Some (1–2 projects), Limited (observed or participated), None
• If we need rapid approvals during deployment, what is the fastest channel you can commit to (phone, in-person, e-signature, other)? Options: Dedicated phone line/Slack channel, On-site approver, E-signature/Procurement system, Email (less reliable), Other

If We Start and Things Stop — What Breaks First?

• If chargers or vehicles underperform for a week during pilot ramp-up, what would be the most serious operational consequence for your routes? Options: Missed routes/deliveries, Overtime and driver churn, Safety incidents, Regulatory fines, Customer service failures, Other
• How many critical routes or vehicles can you temporarily spare without harming core operations (number and types)?
• What contingency plans are already in place (e.g., spare ICE vehicles, vendor loaners, staggered schedules)? Options: Spare ICE vehicles, Vendor loaners, Re-routed schedules, Overtime to cover gap, No formal contingency, Other
• When a deployment issue happens, who is empowered to make immediate trade-offs between operations and construction (name role and how long they've had authority)?
• How does a week of degraded EV performance affect your budget and customer commitments (qualitative or estimated $$)?

How Complete Is Your Data — Really?

• If we tried to build an accurate energy and duty-cycle model tomorrow, which data set would most likely be incomplete or wrong? Options: Telematics (route traces), Vehicle odometer and energy use, Historical depot load profiles, Site drawings (as‑built), Maintenance logs, None — data is ready, Other
• Which of these datasets do you currently control and can share within 7 business days? Options: Telematics/route traces, OEM vehicle energy use, Building electrical one-line, Monthly utility bills, Submeter data, GIS depot layout, None of the above
• Describe any known gaps or quality issues in your telematics or duty-cycle data (missing routes, sampling frequency, inaccurate timestamps, etc.).
• Who manages your utility/energy meter accounts and billing — internal team, property manager, or third-party? Provide contact if possible. Options: Internal energy/facilities team, Property/landlord, Third-party energy manager, Utility account held by landlord, Other
• Do you have historical outage or capacity-constraint records for the depot (breaker trips, peak demand events)? If yes, how far back? Options: Yes — past 12 months, Yes — past 2–3 years, Yes — longer than 3 years, No records available, Not sure

The Utility and Permits — Invisible Roadblocks or Partners?

• When you request a service upgrade, do you expect the utility to be a blocker, neutral, or an active partner? Options: Blocker — long delays/extra cost, Neutral — predictable timelines, Partner — proactive support, No recent experience
• What is the current status of interconnection or service upgrade requests for this depot? Options: Application submitted — waiting, Committed by utility — permit in progress, No application yet, We have existing committed capacity, Not sure
• Who is our utility point of contact (name, role, estimated lead time they quoted for upgrades)?
• Who will cover upgrade costs (fleet/operator, landlord, utility incentives, or developer)? Options: Fleet/operator, Landlord/property owner, Utility/incentive programs, Split/shared arrangement, Other
• Are there local permitting, zoning, or historic district constraints that could add weeks or months to site authorization? Options: Yes — likely significant delays, Possibly — minor delays expected, No — permits are straightforward, Not sure

Physical Access & Site Readiness — Can Crews Move Freely?

• If construction crews arrive, what single physical issue is most likely to prevent them from working the first day? Options: No gate/key access, Active operations blocking staging, Insufficient parking/staging area, Incomplete permits, Site safety hazards, Other
• Do we have up-to-date as-built drawings, electrical one-line diagrams, and a site topo for the depot? If not, who will produce them and by when? Options: Yes — ready to share, In progress (est. date), No — need to be produced, Not sure
• What site hours, noise restrictions, or union rules could limit construction windows? Options: Standard business hours only, 24/7 allowed with notice, Union work rules apply, Local noise restrictions, Other
• Are there site safety or security protocols crews must complete (badges, orientations, confined-space certifications)? List requirements and lead times.
• Is there an on-site electrical contractor or maintenance team familiar with your electrical gear who will coordinate with our crews? Options: Yes — internal team, Yes — retained contractor, No — needs to be arranged, Not sure

People Power — Training, Roles, and Who Will Respond

• Which role will be first to respond when a high-voltage system trips or a charger fails on a weekday morning? Options: On-site electrician, Maintenance supervisor, Operations manager, Third-party vendor, Driver on duty, No clear responder
• Which teams currently have EV-specific training (list teams and level: awareness, hands-on, certifying)? Options: Drivers — awareness, Drivers — hands-on, Maintenance — awareness, Maintenance — HV certified, Facilities — electrical training, None
• How long would it take to schedule required training for mechanics and drivers before pilot start (weeks)? Options: <1 week, 1–2 weeks, 3–4 weeks, 1–2 months, Longer than 2 months
• Who will own daily operations of chargers and energy management during the pilot (internal operations, facilities, or vendor-managed)? Options: Internal operations team, Facilities team, Vendor/third-party EMS, Utility-managed, Other
• Have you identified a maintenance escalation path and parts inventory strategy for chargers and HV components? If so, describe lead times and suppliers.

Procurement, Timelines, and Money — Are We Realistic?

• If your procurement cycle adds one review step, can we still meet the target deployment date? Options: Yes — schedule has slack, Maybe — would need to compress other tasks, No — critical path impacted, Not sure
• What procurement or finance milestones must be completed before equipment can be ordered (board approval, PO, funding release)? Options: Board approval, Capital budget release, Signed PO, Vendor contract, Grant/incentive awarded, Other
• What are typical equipment lead times you expect for chargers, transformers, and vehicle deliveries? Options: <4 weeks, 4–8 weeks, 8–12 weeks, 12–24 weeks, >24 weeks, Unknown
• Do you have committed budget for unexpected utility or construction cost overruns? If yes, what percentage of project cost is reserved? Options: None, 5%–10%, 10%–20%, >20%, Not sure
• Are there procurement-preferred vendors or restricted lists we must follow (vendor names and constraints)?

What Success Looks Like Before We Turn a Wrench

• What are the single, measurable acceptance criteria that will let you green‑light the pilot start (list top 3 with thresholds)?
• Which of these operational KPIs will you use to evaluate pilot readiness and early success? Options: On-time departures, Charge session success rate, Energy cost per mile, Vehicle availability/uptime, Maintenance events per mile, Driver satisfaction, Other
• What is the minimum acceptable charger uptime percentage during pilot operations? Options: >99%, 98%–99%, 95%–98%, <95%, Not yet decided
• Which financial assumptions must hold true for you to scale past pilot (TCO delta, grant capture, payback period)? Please list the metrics and target values.
• Who signs the pilot acceptance certificate (role) and what evidence do they require (test logs, route data, invoice reconciliation)?

If We Agree Today — Clear Next Steps and Commitments

• Assuming alignment today, what is the earliest realistic date you can commit to for field crews to begin work? Options: Within 2 weeks, 2–4 weeks, 1–3 months, 3–6 months, No date yet
• What immediate actions would you like our team to take in the next 7 days to de-risk deployment? Options: Finalize utility contact and applications, Produce missing site drawings, Schedule safety orientations, Lock procurement path, Perform detailed route/data audit, Other
• What outstanding internal approvals or documents must be in place before we mobilize (list and estimated completion dates)?
• How would you prefer progress updates during pre-deployment (daily stand-up, weekly report, shared dashboard, other)? Options: Daily stand-up, Weekly written report, Shared project dashboard, Ad-hoc updates, Other
• What single remaining concern would prevent you from moving forward right now, and what would it take to resolve it?

Quick Introductions — Who's in the Room?

• Who is our primary point of contact for this electrification program (name, role, best contact)?
• Which team members are participating in evaluating this program today? Options: Fleet Director, Operations Manager, Facilities/Engineering, CFO/Finance, Sustainability/ESG Lead, Procurement, Maintenance Supervisor, IT/Energy Manager, Other
• Which single person holds final approval for capital spend of this size? Options: Fleet Director, CFO/Finance, Operations Director, City Council / Board, Procurement Committee, Unsure
• How would you describe your organization’s prior experience with fleet electrification? Options: Extensive (multiple projects), Some (pilot or one assessment), Minimal (planning only), None
• What decision timeline are you aiming for on whether to run a pilot or proceed to assessment? Options: Within 3 months, 3–6 months, 6–12 months, 12–24 months, No firm timeline

Are You Settling for 'Good Enough' on Fleet Performance?

• What hidden compromises are you tolerating today because changing vehicles feels riskier than staying the same?
• Which recurring vehicle performance problems hurt operations most? Options: Range limitations, Frequent maintenance, Fuel/energy cost volatility, Driver complaints, Unplanned downtime, Payload constraints, Other
• Tell us about a recent day when vehicle limitations disrupted service — what happened and what was the operational impact?
• How fast must a replaced or repaired vehicle return to service for you to consider downtime acceptable? Options: Same day, 24–48 hours, 3–7 days, Over a week
• Thinking about electrification addressing these problems, how does the idea make you feel? Options: Optimistic, Anxious, Overwhelmed, Relieved (if solved), Skeptical

Which Vehicles Could Actually Stop Keeping You Awake at Night?

• If you could electrify only 10% of your fleet tomorrow, which vehicles would you choose and why?
• Please list vehicle classes in your fleet and approximate counts for each (e.g., Class 2 vans — 40; Transit buses — 12).
• For your top three vehicle classes, what are typical daily distance, duty hours, average stops, and payloads?
• Which vehicle groups run the most predictable routes (same start/end times, consistent mileage)? Options: Delivery vans, Medium-duty trucks, Transit buses, School buses, Utility/Sweeper trucks, Other
• How much telematics or route-tracking coverage exists across your fleet? Options: All vehicles, Most (~60–80%), Some (~20–60%), Few (<20%), None
• Which operating profile do you expect for candidate EVs? Options: Full-day range without on-route charging, Depot overnight charging only, Opportunity/on-route charging required, Mixed approach

What's Invisible in Your Depot Until It Breaks?

• What depot or site infrastructure weakness would blindside a deployment if we only looked at vehicle data?
• Describe your depot footprint: number of sites, indoor vs outdoor bays, and whether operations are single- or multi-shift.
• How well do you know the electrical service at each depot (metered kW, transformer size, primary voltage)? Options: Documented & recent, Documented but outdated, Estimated only, Unknown — need assessment
• Do you have existing chargers or other EV infrastructure now? Options: Yes — sufficient for current needs, Yes — limited / pilot-scale only, Planned (not installed), None
• How would you rate in-house maintenance and electrical capability to support high-voltage vehicles and chargers? Options: High confidence — certified staff, Some training needed, Significant upskilling required, No capability
• What safety protocols, lockout/tagout, or HV training already exist for your maintenance team?

What Would Success Look Like to Your CFO, Ops, and Sustainability Lead?

• If the board asks, 'did electrifying meet our objectives?', what answer would satisfy each stakeholder group?
• Which of these outcomes are priorities for this program? (select all that apply) Options: Lower total cost of ownership, Meet zero-emissions targets, Maintain or improve uptime, Improve driver experience, Reduce maintenance events, Operational simplicity, Community/PR benefit
• What emissions reduction or electrification target is your organization committed to over the next 5 years? Options: >75% electrified, 50–75% electrified, 25–50% electrified, <25% electrified, No formal target
• What minimum operational KPIs must be met for you to consider a pilot or rollout successful (e.g., uptime %, range margin, cost per mile)?
• Which financial metrics will drive your go/no-go decision? Options: Payback period, NPV / IRR, Monthly operating cost impact, Capital budget limit, Total cost per mile, Other
• How would you prefer success communicated to executives—dashboards, monthly reports, or executive summaries? Options: Live dashboard, Monthly report, Quarterly executive summary, On-site walkthroughs, Other

Where Does the Money Live — and Who Guards It?

• If the first budget request is denied, what happens to this program?
• Is capital already allocated for electrification or infrastructure upgrades? Options: Allocated specifically, Allocated but flexible, No capital yet — needs approval, Dependent on grants/incentives
• Are you actively pursuing state/federal incentives or utility programs to offset project costs? Options: Yes — actively applying, Evaluating options, Not yet explored, Not eligible
• Which procurement path will you use for vehicles and infrastructure? Options: RFP/competitive bid, Piggyback/co-op contract, Sole-source, Municipal bidding process, Unsure
• How long does your typical procurement cycle take from RFP to contract execution? Options: <3 months, 3–6 months, 6–12 months, >12 months, Varies
• Who negotiates and signs commercial terms, warranty, and O&M agreements in your organization?

If a Pilot Had to Prove It, What's Your Pass/Fail Test?

• What single failure mode during a pilot would make you cancel the program immediately?
• How long should a pilot run to provide meaningful validation for operations and finance? Options: 2–4 weeks, 1–3 months, 3–6 months, 6–12 months
• How many vehicles and routes are needed for a representative pilot? Options: 1–5 vehicles, 6–15 vehicles, 16–50 vehicles, >50 vehicles, Unsure
• Which of these metrics must be measured during the pilot? (select all that apply) Options: Vehicle range vs duty cycle, Charger uptime, Energy cost per mile, Operational availability (uptime), Driver satisfaction/acceptance, Maintenance incidents, Peak site demand
• What operational constraints would you accept during a pilot (reduced payload, supervised drivers, limited hours)? Options: No constraints acceptable, Minor constraints acceptable, Full-operational constraints accepted for pilot, Depends on route/vehicle
• How will pilot outcomes be validated and who signs off on acceptance? Options: Third-party audit, Internal operations team, Joint review (host + client), Utility/OEM confirmation, Other

What Would Break This Project Before It Starts?

• Which single non-technical issue has stopped similar projects in your organization before?
• How exposed are you to utility interconnection delays or capacity constraints? Options: High risk — known constraints, Moderate risk — upgrades likely needed, Low risk — ample capacity, Unknown
• Do you expect political, community, or tenant resistance to depot upgrades or new equipment? Options: Yes — expected, Possible, Unlikely, No
• Have labor, union, or contract issues affected vehicle procurement or site construction in the past? Options: Yes — significant impact, Some concerns historically, No
• What contingency budget or timeline buffer would you consider acceptable for known risks? Options: <10% budget / <1 month, 10–20% / 1–3 months, 20–50% / 3–6 months, >50% / >6 months, Unsure
• Who in your organization is empowered to escalate and remove blockers during the project?

How Much Data Can You Share Without a Sweat?

• If we asked for a full month of telematics, maintenance logs, and energy bills today, what would you be able to share?
• Which data types are readily available for analysis? Options: Telematics/route data, Maintenance logs, Fuel/energy bills, Driver schedules, Depot site plans, None
• What file formats or access methods do your systems support? Options: CSV/Excel export, API access, PDF reports only, Proprietary database export, Mixed
• Are there legal, privacy, or vendor constraints that will limit data sharing (NDAs, contractor permissions)? Options: Strict — contracts required, Moderate — NDAs fine, Minimal, None
• How complete is your historical data (past 12 months, 2–3 years, spotty or minimal)? Options: 12+ months complete, 2–3 years, Spotty / partial, Minimal / none
• Who will be the technical data contact and what level of access can they provide?

Let's Agree Next Steps — What Would Win Your Trust?

• What one action from a consultant would immediately convince you they understand your operation and can deliver?
• Which deliverables would you need to see before committing to a scoped assessment or pilot? Options: Route/duty cycle analysis, Infrastructure feasibility study, Business case with incentives, Procurement-ready specs, Training & ops plan, Other
• What timeline do you expect for an initial site assessment and delivery of findings? Options: 2 weeks, 3–4 weeks, 1–2 months, >2 months
• How would you prefer to receive ongoing updates and collaborate (select all that apply)? Options: Weekly calls, Bi-weekly calls, Email summaries, Shared project channel (Slack/Teams), On-site meetings
• Who needs to attend the kickoff and governance meetings from your side?
• Are you ready to authorize a scoped discovery assessment (data request + site visit) within the next 30 days? Options: Yes, Maybe — need approvals, Not yet