Hi Patrick,

I'm sorry but I really can't figure out what you're saying/asking here.

What exactly is your question?

Option 1: you define a set of KPIs that would be closely related to the potential savings

Option 2: you include a 12-month checkup, where you go to the client's site and check if there any additional savings opportunities. This way you confirm the savings that happened before, and can have some repeat business

Option 3: You actually ask the customer to agree on X number of savings they will implement and sign off right there after the recommendation. This of course assumes good faith. Well, to be honest, all of them do.

You want to be careful on how you design the ROI. In theory the model looks great, in practice, if the % you get is high, they will avoid paying for it, as they feel it is not fair. To be honest, the model works better when the absolute value you can receive is capped. You should have a retainer (covers basic cost), a % based on savings, but a cap on how much you get.