Today we offer deep insights into the challenges of acquiring locations for fast-charging networks. We speak to two experienced key figures from energieparkmakler by greenventors: Dr. Andreas Pfeiffer, Managing Director, and Maria Bouillet, Acquisition Management & Asset Development. Both share their extensive experience and insights into how operators of fast-charging networks can successfully identify the right locations and conclude contracts.
The rapid development of electromobility requires not only technological innovations, but also strategic partnerships and a deep understanding of market mechanisms. In this interview, you will learn which success factors are crucial for long-term success as an operator of fast charging networks. From fast response times to the importance of simple contract design to the role of a dedicated project manager - our experts explain how operators can strengthen their market position through targeted measures and the right support.
Dr. Pfeiffer, the team attitude of energieparkmakler is often compared to the patience and precision of a hunting cat. How does this philosophy translate into your work with operators of fast charging networks?
Dr. Andreas Pfeiffer: The parallels are obvious. Like a cat patiently waiting for the perfect moment to kill its prey, we work with a focus on precision and timing. Even if a location has already been identified and the operator is interested, the process is not yet complete. Contract negotiations are the last but crucial step in which we bring in our expertise. This is where it is particularly important to act carefully and patiently to ensure that all interests are optimally represented.
Mrs Bouillet, what typical challenges do your customers encounter when acquiring locations for fast-charging networks and how do you overcome them?
Maria Bouillet: Acquiring sites for fast-charging networks is often a complex and lengthy process. An ideal process, as we have developed in our site acquisition blueprint, takes at least three months. This involves several iterations, from initial site planning to contract negotiations. A common stumbling block is the contract negotiations, which usually involve two rounds and numerous adjustments. In addition, unexpected delays, such as waiting for land registry extracts or internal coordination, can lengthen the process.
For operators, this means that patience and long-term planning are essential. Our role is to anticipate these challenges and minimize them through targeted measures, such as early planning and clear communication.
Dr. Pfeiffer, energieparkmakler offers various options for operators. Can you tell us more about this?
Dr. Andreas Pfeiffer: With pleasure. Based on our many years of experience, we have developed two main options to optimally support operators in site acquisition:
Firstly, we offer the proof broker option. Here we act as a proof broker by highlighting opportunities and including operators in our tenders. This means we identify potential sites and present them to our operator partners. The operators then have the opportunity to access these sites and take further steps independently.
Secondly, we have the full-service package, which offers comprehensive support. After an operator has been selected by the site partner following a tender, we take over the complete support until the contract is concluded. This includes all steps - from coordination with the site partner to contract negotiations and the final contract signing. We also remain involved after the contract is signed by accompanying the transition to the construction phase and maintaining communication until operation. This model is ideal for operators who want to ensure that all aspects are handled professionally and efficiently.
Maria Bouillet: In addition to this, we also offer an intermediate option, acquisition project management. Here we accompany the operator until the contract is concluded after they have been selected by the site partner. We take over coordination with the site partner and support contract negotiations, but without completely taking over the entire process. This option is particularly suitable for operators who need an extended workbench to be able to exploit all market opportunities, but at the same time want to retain a certain degree of control.
Dr. Pfeiffer, from your experience with over 70 ongoing projects and over 260 marketed locations – what specific success factors should operators consider in order to actually reach a conclusion?
Dr. Andreas Pfeiffer: There are several important success factors that we have identified:
Fast response time : Once an operator has been selected as a potential partner or a proposal has been made by us, it is crucial to approach the client quickly to maintain interest.
Simple and balanced contract design : Contracts should be simple and balanced so as not to place unnecessary burdens on the location partner. Complex contracts could have a deterrent effect, especially since they often do not concern the core business of the location partner.
Personal presence and early site visit : A direct customer visit and early on-site location are crucial to involve the site partner and build a strong relationship. This makes it easier to quickly find solutions that are beneficial for both sides.
Lean internal processes and process flexibility : Operators should design their internal processes in such a way that they do not burden the site partner with internal challenges. A high level of flexibility and detailed documentation are essential.
Early and clear understanding of site interest : It is important to have a clear understanding of site interest from the outset and to discuss this openly with the site partner. Clear communication about what is possible and what is not helps to save unnecessary resources.
Project manager for each acquisition project : A dedicated project manager should accompany each project from the beginning to the signing of the contract. This ensures that all steps are coordinated and implemented efficiently.
Maria Bouillet: Let me add a few more points from a process-orientated perspective:
Intensify preparation for negotiations: We know from our projects that all relevant information and documents should be collected and prepared before negotiations begin. This includes technical details, legal requirements and the financial framework conditions. Thorough preparation minimises the likelihood of delays during negotiations.
Lean internal processes and process flexibility: Operators should organise their internal processes in such a way that they do not burden the site partner with internal challenges. A high degree of flexibility and detailed documentation are essential here.
Clarify expectations at an early stage: Clarify the expectations and requirements of all parties involved at an early stage. This helps to avoid misunderstandings and ensures that everyone involved is on the same page from the outset.
Establish clear milestones: Set clear milestones and deadlines for the negotiations. A structured timetable can help to drive the process forward and avoid unnecessary delays.
Project manager for each acquisition project: A dedicated project manager should accompany each project from the beginning to the signing of the contract. This ensures that all steps are coordinated and implemented efficiently.
Mrs. Bouillet, how can operators best implement these success factors?
Maria Bouillet: Implementing these success factors requires a strategic approach, and this is where our full-service package comes into play. With this offer, we provide the operator with complete support from the selection of the location partner to the final signing of the contract. Our team ensures that each of the success factors mentioned is consistently implemented - from the quick response time and simple contract design to personal on-site support and the involvement of an experienced project manager.
By taking over these steps for the operator, we enable them to focus on their core competencies while making the entire acquisition process smooth and efficient. Our goal is to ensure that every operator has the best chance of establishing successful and sustainable partnerships with site partners.
What is your final message to operators who want to invest in the expansion of fast-charging networks?
Dr. Andreas Pfeiffer: Our message is clear: the right location is critical to the success of a fast-charging network, and partnering with an experienced acquisition agent like energieparkmakler can make the difference. We stand by operators to ensure that they not only find the ideal location, but also that the entire process - from initial planning to contract signing - runs smoothly and efficiently. While the process can be lengthy, investing in the right preparation and support is crucial to long-term success.
The conversation with Dr. Andreas Pfeiffer and Maria Bouillet made it clear that success in acquiring locations in electromobility depends on several key strategies. Operators who react quickly, draw up clear and simple contracts and maintain a strong, personal relationship with their location partners have the best chance of being successful. energieparkmakler offers tailor-made support for this, ranging from simple brokerage to comprehensive full service.
Our conclusion from this conversation is clear: In a dynamic and growing industry such as electromobility, strategic partnerships and targeted measures are the key to success. As they say in the real estate world: location, location, location - the right location is crucial. Operators should use expertise and offers to implement their projects efficiently and successfully. With the right support, they can not only overcome the challenges, but also build sustainably successful fast-charging networks.