How Do I Get Commercial Solar Panel Contracts?
- Nate Jones, CPCU, ARM, CLCS, AU
- Oct 22, 2025
- 2 min read
Securing commercial solar panel contracts can elevate your solar installation business to the next level. These projects are larger, more profitable, and often lead to long-term partnerships with businesses, schools, government agencies, and industrial facilities. But winning these contracts requires more than technical skill—it demands strategic marketing, networking, and a strong business foundation.
At Wexford Insurance, we specialize in helping solar contractors protect their businesses with tailored insurance solutions. If you're ready to grow your solar company and land commercial solar panel contracts, this guide will help you get started.
1. Understand What Commercial Clients Want
Commercial clients are motivated by:
Lower energy costs
Sustainability goals
Tax incentives and rebates
Energy independence and ESG compliance
They’re looking for solar contractors who can deliver reliable systems with strong ROI and minimal disruption to operations.
2. Build a Bankable Proposal
To win commercial bids, your proposal must be:
Financially sound with clear ROI projections
Technically detailed with system specs and layout
Backed by warranties and performance guarantees
Inclusive of maintenance and monitoring plans
3. Network Strategically
Commercial contracts often come through relationships. Build connections with:
General contractors
Architects and engineers
Commercial property managers
Local government and utility contacts
Attend trade shows, join solar associations, and participate in local business events.
4. Monitor and Respond to RFPs
Many commercial solar projects are awarded through Requests for Proposals (RFPs). To qualify:
Register with utility and government procurement portals
Subscribe to RFP databases
Prepare a professional business profile and documentation
5. Offer Financing Options
Commercial clients often prefer flexible financing. Offer:
Power Purchase Agreements (PPAs)
Operating leases
Solar loans
Tax credit guidance
Read More: Commercial Solar Financing Guide – SCF
6. Market Your Business Effectively
Your online presence matters. Make sure your website:
Highlights past commercial projects
Includes case studies and testimonials
Offers downloadable proposals or ROI calculators
Use LinkedIn, SEO, and email campaigns to reach decision-makers.
Market Your Solar Panel Business with Contractor Back Office
Contractor Back Office helps solar panel businesses establish a professional brand by managing websites & SEO email & calendar management, and social media platforms. These services make it easier to showcase your services, share project photos, and engage with potential clients online—helping you build credibility and attract more contracts.
7. Protect Your Business with the Right Insurance
Commercial solar projects carry higher risks. Make sure you’re covered with:
Final Thoughts
Getting commercial solar panel contracts takes preparation, persistence, and professionalism. By building strong relationships, crafting compelling proposals, and protecting your business with the right insurance, you’ll be ready to scale your solar company into the commercial space.
Wexford Insurance is here to help you every step of the way. Reach out to us for specialized solar contractor insurance tailored to your commercial goals.
Contact us today.
