Marketing and Sales
Business Growth

Selling & Developing Commercial-Industrial Solar

Timothy Montague • Last updated 08/2023

4.6/5 (view ratings)
60 students
10 modules
5:25 hours
27 assignments

Course description

Commercial and industrial (C&I) facilities represent a huge untapped market for the solar industry. This includes schools, hospitals, shopping malls, factories, warehouses and many other types of commercial buildings. Rooftop solar (also called behind-the-meter solar) can reduce a facility owner’s power bill by 50 to 75%. So why doesn’t everyone have a solar power plant on their roof? Hopefully someday soon everyone will!

In this course, we will explore C&I solar from the perspective of the facility owner, the solar professional (installer, EPC, developer), and the AHJ (authority having jurisdiction).

We answer some of the key design and economic questions:

  • What types of facilities are best suited to rooftop solar?
  • What are the costs and benefits of going solar?
  • Roof vs. ground mount considerations?
  • How do available space, roof condition, the cost of power, and net metering rules factor in?
  • How do you properly size a solar PV system to offset 100% of the building load?
  • What are some equipment options in terms of modules, racking and inverters?
  • What are the challenges and opportunities in key markets across the US?
  • What role do incentives and legislation play?
  • What are the fire safety and worker safety considerations?

We conclude with some case studies, including manufacturing and logistics, schools, healthcare and retail industries. Join us for this comprehensive course to effectively sell and install solar for C&I clients!

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Continuing Education Units

Approved for: NABCEP RE Elective, NABCEP Advanced Credit Hours.

Approved NABCEP CEU Hours
NABCEP Credential Advanced Hours for Exam Recertification CEU Hours NEC JTA RE Elective Building or Fire Code
0 5.5 0 0 5.5 0
0 5.5 0 0 5.5 0
0 5.5 0 0 5.5 0
5.5 5.5 0 5.5 5.5 0
0 5.5 0 0 5.5 0
NABCEP Registered Provider

This course counts towards the training requirements for taking NABCEP professional certification exams and CEUs for renewing all certifications.

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Full course outline

Welcome - Orientation Materials

This course is self-paced, so you don’t need to be logged in at any specific time. You can get started immediately after you enroll and the course materials will remain in your account with minimum guaranteed access for 12 months (1 year) after enrollment.

  • Set up email notifications and your student profile
  • Introduce yourself on the discussion board
Module 1 - Considerations for the Facility Owner and Operator

  • Considerations for the facility owner and operator (20:00 minutes) Preview
  • PDF Module 1 Slides - Considerations for the Facility Owner (.pdf)
Module 2 - Site Assessment

In this section, we discuss what makes a building good for solar?

  • Site Assessment - what makes a building good or bad for solar? (42:12 minutes)
  • PDF Slides - Site Assessment – what makes a building good (or bad) for solar? (.pdf)
Module 3 - The Site Visit

  • The Site Visit - a deep dive into the facility, infrastructure, roof space/access/condition, roof vs ground etc. (25:53 minutes)
  • PDF Slides - The Site Visit - Module 3 (.pdf)
Module 4 - Initial Design & Permitting

  • Initial Design (sizing, layout) and Permitting - the 'meat' of a solar project (35:05 minutes)
  • Site assessment, initial design and sizing
  • PDF Slides - Design, Sizing and Permitting (Module 4) (.pdf)
Module 5 - Interconnection to the Grid (Behind-the-Meter)

  • Interconnection to the Grid (16:34 minutes)
  • Interconnection to the Grid (.pdf)
Module 6 - Financial Modeling

  • Financial Modeling (38:54 minutes)
  • PDF Slides - Financial Modeling (.pdf)
Module 7 - Presenting the Opportunity to Decision Makers

  • Presenting the Opportunity to Decision Makers (37:01 minutes)
  • Presenting the Opportunity to Decision Makers (.pdf)
Module 8 - Answering Common Questions from Decision Makers

  • Answering Common Questions from Decision Makers (42:50 minutes)
  • PDF Slides - Answering Common Questions from Decision Makers (.pdf)
Module 9 - Case Studies

  • Case Studies - (41:45 minutes)
  • PDF Slides - Case Studies - sales in real life (.pdf)
Module 10 - Other Considerations

  • Other Considerations (25:18 minutes)
  • PDF Slides - Other Considerations - Module 10 (.pdf)
Conclusion - Feedback and Additional Resources

This is our last module but you still have access to the all of course materials for 12 months (1 year), so keep working and you'll be able to complete the course at your own pace. After your year of access expires you can optionally extend access with a HeatSpring Membership. Enjoy the course and keep in touch!

  • 1 Year of Access to Course Materials
  • Feedback: 2-minute Exit Survey
  • Consider Joining as a HeatSpring Member
  • Certificate of Completion: Request a Certificate


Timothy Montague

President, Clean Power Consulting Group

Tim Montague, M.S. is a solar project developer and consultant working on C&I and community solar and storage across the US. He is the president of the Clean Power Consulting Group which is a mission driven solar company helping to speed the energy transition. He holds the NABCEP PV Technical Sales certification and has originated and developed over 50 MW of solar... Learn more


18 reviews

60 students have taken this course

by Douglas Lomont, Business Development, HSI Solar, LLC 06/01/2023

If you hoping to gain an understanding of what it means to have a PVTS certification, this course will guide streamlines the complex and advance into easier to understand information. This teaches you not how to sell, but how to consult and work with your customers, which is far more valuable.

by Jacob Lopez, Sales, West Texas Solar 05/12/2023

If you are new or plan on doing commercial solar, Tim's class is a must. It has me motivated because I actually have a starting point along with information on how to go about it next. I can tell he is full of knowledge and an excellent resource when it comes to commercial solar questions. I hope anyone who takes this course gets as much out of it as I have. I will most definitely be recommending this course.

by Rashaad El 04/30/2023

Any student interested in pursuing Commercial Solar Sales, this would be one of the courses I would recommend hands down Thanks Construction Group

by Rob Ellis 03/24/2023

I would recommend this course to anyone who is interested or currently active in a commercial solar sales role.

by Molly McDonough 12/27/2022

This course went through all the details on selling & developing solar while being really accessible. It was so great to pick up right where you left off in the recorded videos whenever you have time. The instructor, Tim, was super knowledgeable and very thorough. He also shared some of his personal experience and explained how to apply industry standards to each of his points. Definitely learned a lot!

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Frequently asked questions

How does this course work?

You can begin this online course instantly upon enrollment. This 10 module course is delivered entirely online. This course is self-paced and you can set your own schedule to complete the materials. You can begin the lecture videos and other course materials as soon as you enroll. During your year of access the instructor will be in the course answering questions on the discussion board every Monday. After successfully completing the course, you will be able to generate a certificate of completion.

How long do I have access to the materials?

Students get unlimited access to the course materials as soon as they enroll and for one year (365 days) after enrollment. Rewatch videos and review assignments as many times as you want. View updates the instructor makes to the course as the industry advances. Return to your course anytime with online access from anywhere in the world. After the one year of access expires, access can be extended by joining as a HeatSpring member. A single membership extends access to course materials for all past enrollments.

Is there a certificate of completion?

Yes, when you complete this course you are eligible for a certificate of completion from HeatSpring. You can download your certificate as soon as you have completed all of the course requirements. Students can easily share their verified certificates on their LinkedIn profiles using our LinkedIn integration.

Can I register multiple people?

Yes please visit our HeatSpring for Teams page to get a group discount.

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