A delegated subject's profitability depends on three variables
A delegated subject earns revenue by selling the CAE it produces to obligated parties. The profitability of its business depends on three fundamental factors:
- Volume of CAE produced: how many MWh of CAE are generated per month or per year
- CAE selling price: the price at which they are negotiated with the obligated party (50 to 150 EUR/MWh in 2025)
- Production cost per file: management time, human resources, tools, verification
Maximising profitability means acting on all three axes simultaneously. Let us look at how.
Strategy 1: diversify the datasheets to increase volume
Many delegated subjects specialise in one or two datasheets (generally IND050 and TER030, the LED datasheets). Although these datasheets offer a steady flow of projects, their savings per action are moderate (10 to 80 MWh).
Adding datasheets with higher unit savings transforms productivity:
- IND240 (variable speed drives): 50 to 300 MWh per action. Requires access to industrial sectors
- TER040 (tertiary heat pumps): 100 to 1,200 MWh per action. Ideal in hotels and office buildings
- IND040 (industrial heat pumps): 80 to 500 MWh per action. A fast-growing market
- IND090 (compressors): 30 to 150 MWh per action. Present in any industry using compressed air
The optimal portfolio combines high-frequency datasheets (LED) to generate a steady flow with high-value datasheets (heat pumps, drives) to maximise the MWh produced.
Strategy 2: improve the negotiation price
The price at which the obligated party buys CAE from the delegated subject is not fixed. Several factors influence the negotiation:
- File quality: a complete, well-structured file builds confidence and justifies a better price. Obligated parties know that a high-quality file reduces the risk of ENAC rejection
- Delivery speed: obligated parties need to meet their annual obligation. A delegated subject that delivers quickly can negotiate an urgency premium, especially in the last quarter of the year
- Committed volume: framework agreements with a guaranteed annual volume allow higher prices to be negotiated than spot transactions
- Diversification of obligated parties: not depending on a single obligated party provides negotiating power and protects against concentration risk
Strategy 3: reduce the production cost
The production cost per file determines the delegated subject's margin. The main levers for reduction are:
- Automation of the calculation and the file: moving from 3 weeks to less than a day per file with a platform like CertificAhorro
- Standardisation of processes: creating templates and checklists for each datasheet used
- Multidisciplinary team: technicians for prospecting and calculation, administrative staff for documentation
- Partnerships with installers: agreements with installers who facilitate the D1/D2/D3/D4 documentation
Strategy 4: retain and expand the customer base
A satisfied customer (the end user who carried out the energy saving action) can generate several CAE files over time:
- A hotel that starts with LED (TER030) can then move on to a heat pump (TER040) and a BMS system (TER050)
- A factory that installs a drive (IND240) can then replace compressors (IND090) and improve insulation (IND010)
- A chain of shops or supermarkets can replicate the same action across dozens of locations
Building lasting relationships with end customers and their installers is a source of recurring volume that drastically reduces the acquisition cost.
Key performance indicators for a delegated subject
To steer its business effectively, a delegated subject should track the following KPIs:
- MWh produced per month: the main volume indicator
- Average selling price EUR/MWh: an indicator of negotiation quality
- Average time per file: an indicator of operational efficiency
- First-submission approval rate: an indicator of file quality
- Total value of the portfolio in progress: an indicator of the commercial pipeline
The CertificAhorro dashboard makes it possible to track these indicators in real time, without having to compile manual reports.