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Energy tech professional shares 3 business development tips for 2024

guest column

It's a different world for startups on the other side of the pandemic — especially for business development. One Houston innovator shares her lessons learned. Photo via Getty Images

The post-pandemic world of business development looks a lot different than it did in 2019. I started my first “sales” role in 2014 at a large, international company, and my days were filled with in-person meetings, often visiting four or five different prospects. The pandemic shifted this approach, as we all moved to web-based platforms and face-to-face meetings dwindled.

Fast forward to 2023, when I joined the Houston team at Square Robot, a startup that was trying to disrupt an industry. I had to learn how to navigate a post-pandemic sales world — where hybrid work, reliance on emails, and video based web calls are now the norm — coupled with the challenges of working for a relatively new company.

I think many working for startups will agree that the first barrier encountered in trying to build and grow your business is addressing the “who” in the equation. You are battling your prospect’s already busy schedule to earn a few minutes of their time, which is an uphill battle when the company is relatively unknown. Not to mention, startups often run into internal delays just from encountering a concern or problem that hasn't been sorted out before. A successful startup is made up of people who, when encountering that sort of a situation, instinctively and proactively figure out the way to solve it instead of sitting back and saying, "We don't have a tool I can use, so I can't get this accomplished.”

While there’s no perfect formula for how to drive sales at a startup, I can share my personal experience and success from the past 15 months at Square Robot. The company put their faith in me to develop business in an untapped market segment: the power industry. In one year, I grew this market by over 300 percent, despite the majority of prospects having never heard of Square Robot. There were a few key steps to my success, which included adjusting to the shift in work operations since Covid-19.

The power of developing a brand

My first focus was on developing my personal brand as an ambassador for Square Robot. Not only did I dive into learning all aspects of our robotic services, but I then did the same in the power industry. I heavily relied on LinkedIn to build my brand as a knowledge center, often creating short videos, posts and even articles about the benefits of Square Robot’s service for the power industry.

I found that in a business world that’s inundated with endless emails and cold calls, social media was an easy way to get in front of prospects without the pressure of calling as they’re stepping into a meeting or too busy to speak. The recognition of name and company from LinkedIn translated across the traditional platforms. I connected and messaged on LinkedIn, followed by email and phone outreach. Overall, about 75 percent of my closed opportunities in 2023 began with outreach on Linkedin.

Tapping into relevant organizations

As I continued to learn more about the power generation industry, I looked for associated research and non-profit groups. From there, I found the Electric Power Research Institute, and subsequently, Square Robot was accepted into a program to showcase new technology directly to the end user.

I also researched industry specific conferences and publications for either speaking submissions or written pieces, which are great avenues to grow the brand of a startup company while paying close attention to budgeting.

Making time for in-person meetings

While finding ways to raise the profile of Square Robot was important, I also wanted to make sure I still had the face-to-face connection that makes a lasting impact. True success in this role takes business development into relationship development, and I made it a priority to visit new clients when Square Robot was onsite providing service.

Taking the time to meet in person with the people and teams I’ve spoken with countless times — sometimes across months — helped to build trust and uncover additional opportunities. People are much more likely to answer emails or calls when they can put a face to a name. Many times I used this visit to extend my reach into a company, asking for introductions to other locations or areas.

Even though 2023 was an achievement for myself and Square Robot, it comes with the expectation of continued growth. In the startup world of business development, this means constantly engaging with potential audiences in new and different ways, not being deterred when things take time or you fail, and having creativity and tenacity to drive sales.

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Stephanie Nolan is director of sales at Square Robot, which is headquartered in Massachusetts but has a growing presence in Houston.

This article originally ran on InnovationMap.
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Texas among top states for EV charging access, report shows

by the numbers

A new study from FinanceBuzz reports that Texas has the fifth most public electric vehicle charging stations among states in the U.S.

In its Electric Vehicle (EV) Statistics [2025]: Trends in Sales, Savings, and More report, FinanceBuzz, a personal finance and investment adviser, compiled electric vehicle data to find sales trends, adoption rates, charging infrastructure, costs, savings and more.

Texas has a total of 3,709 public EV charging stations, which equals about 16 stations per 1,000 EVs, according to the report. The remaining top five included:

  • No. 1 California with 17,122 EV charging stations
  • No. 2 New York with 4,814 EV charging stations
  • No.3 Massachusetts with 3,738 EV charging stations
  • No. 4 Florida with 3,715 EV charging stations

Los Angeles had the most public charging stations at 1,609 among U.S. cities. Austin was Texas’s top city with 656 stations.

The study also looked at how much Americans are spending on transportation, and found that the average American using a gas vehicle spends $1,865 annually on fuel. FinanceBuzz found that electric vehicle owners would pay 65 percent less on energy costs. Calculations were based on driving 14,489 miles annually, which measures to 37.9 miles per day. The full report sourced data from the International Energy Agency, the U.S. Department of Energy, the U.S. Department of Transportation, AAA, the U.S. Energy Information Administration and other organizations.

The report said Americans purchased over 1.5 million EVs in 2024, which equals approximately 10 percent of all new light-duty vehicles sold, citing information from the International Council on Clean Transportation.

While Tesla remains the most popular make, 24 new EV models were launched in 2024 by other companies, which represents a 15 percent increase from the previous year.

Other trends in the report included:

  • The U.S. now has more than 64,000 public charging stations and over 168,000 charging ports, which is up from fewer than 1,000 stations in 2010.
  • An average EV owner will spend about $654 per year on electricity, compared to $1,865 for a gas-powered vehicle. The savings equate to about $1,211 per year.
  • In 2024, U.S. EV sales surpassed 1.5 million, but the pace slowed compared to the previous year, with a 10 percent increase versus 40 percent in 2023.
  • Insuring an EV can be more costly because parts are harder to come by, making repairs and replacements more expensive.
  • In the second quarter of 2024, nearly half of new EVs were leased, which is a 28 percentage point increase since 2021.

CenterPoint Energy names new COO as resiliency initiatives continue

new hire

CenterPoint Energy has named Jesus Soto Jr. as its new executive vice president and chief operating officer.

An energy industry veteran with deep ties to Texas, Soto will oversee the company's electric operations, gas operations, safety, supply chain, and customer care functions. The company says Soto will also focus on improving reliability and meeting the increased energy needs in the states CenterPoint serves.

"We are pleased to be able to welcome a leader of Jesus Soto's caliber to CenterPoint's executive team,” Jason Wells, CEO and president of CenterPoint, said in a news release. “We have one of the most dynamic growth stories in the industry, and over the next five years we will deliver over $31 billion of investments across our footprint as part of our capital plan. Jesus's deep understanding and background are the perfect match to help us deliver this incredible scope of work at-pace that will foster the economic development and growth demands in our key markets. He will also be instrumental in helping us continue to focus on improving safety and delivering better reliability for all the communities we are fortunate to serve.”

Soto comes to CenterPoint with over 30 years of experience in leading large teams and executing large scale capital projects. As a longtime Houstonian, he served in roles as executive vice president of Quanta Services and COO for Mears Group Inc. He also served in senior leadership roles at other utility and energy companies, including PG&E Corporation in Northern California and El Paso Corp. in Houston.

Soto has a bachelor's degree in civil engineering from the University of Texas at El Paso, and a master's degree in civil engineering from Texas A&M University. He has a second master's degree in business administration from the University of Phoenix.

“I'm excited to join CenterPoint's high-performing team,” Soto said in the news release. “It's a true privilege to be able to serve our 7 million customers in Texas, Indiana, Ohio and Minnesota. We have an incredible amount of capital work ahead of us to help meet the growing energy needs of our customers and communities, especially across Texas.”

Soto will join the company on Aug. 11 and report to Wells as CenterPoint continues on its Greater Houston Resiliency Initiative and Systemwide Resiliency Plan.

“To help realize our resiliency and growth goals, I look forward to helping our teams deliver this work safely while helping our customers experience better outcomes,” Soto added in the news release. “They expect, and deserve, no less.”

Oil markets on edge: Geopolitics, supply risks, and what comes next

guest column

Oil prices are once again riding the waves of geopolitics. Uncertainty remains a key factor shaping global energy trends.

As of June 25, 2025, U.S. gas prices were averaging around $3.22 per gallon, well below last summer’s levels and certainly not near any recent high. Meanwhile, Brent crude is trading near $68 per barrel, though analysts warn that renewed escalation especially involving Iran and the Strait of Hormuz could push prices above $90 or even $100. Trump’s recent comments that China may continue purchasing Iranian oil add yet another layer of geopolitical complexity.

So how should we think about the state of the oil market and what lies ahead over the next year?

That question was explored on the latest episode of The Energy Forum with experts Skip York and Abhi Rajendran, who both bring deep experience in analyzing global oil dynamics.

“About 20% of the world’s oil and LNG flows through the Strait of Hormuz,” said Skip. “When conflict looms, even the perception of disruption can move the market $5 a barrel or more.”

This is exactly what we saw recently: a market reacting not just to actual supply and demand, but to perceived risk. And that risk is compounding existing challenges, where global demand remains steady, but supply has been slow to respond.

Abhi noted that U.S. shale production has been flat so far this year, and that given the market’s volatility, it’s becoming harder to stay short on oil. In his view, a higher price floor may be taking hold, with longer-lasting upward pressure likely if current dynamics continue.

Meanwhile, OPEC+ is signaling supply increases, but actual delivery has underwhelmed. Add in record-breaking summer heat in the Middle East, pulling up seasonal demand, and it’s easy to see why both experts foresee a return to the $70–$80 range, even without a major shock.

Longer-term, structural changes in China’s energy mix are starting to reshape demand patterns globally. Diesel and gasoline may have peaked, while petrochemical feedstock growth continues.

Skip noted that China has chosen to expand mobility through “electrons, not molecules,” a reference to electric vehicles over conventional fuels. He pointed out that EVs now account for over 50% of monthly vehicle sales, a signal of a longer-term shift in China’s energy demand.

But geopolitical context matters as much as market math. In his recent policy brief, Jim Krane points out that Trump’s potential return to a “maximum pressure” campaign on Iran is no longer guaranteed strong support from Gulf allies.

Jim points out that Saudi and Emirati leaders are taking a more cautious approach this time, worried that another clash with Iran could deter investors and disrupt progress on Vision 2030. Past attacks and regional instability continue to shape their more restrained approach.

And Iran, for its part, has evolved. The “dark fleet” of sanctions-evasion tankers has expanded, and exports are booming up to 2 million barrels per day, mostly to China. Disruption won’t be as simple as targeting a single export terminal anymore, with infrastructure like the Jask terminal outside the Strait of Hormuz.

Where do we go from here?

Skip suggests we may see prices drift upward through 2026 as OPEC+ runs out of spare capacity and U.S. shale declines. Abhi is even more bullish, seeing potential for a quicker climb if demand strengthens and supply falters.

We’re entering a phase where geopolitical missteps, whether in Tehran, Beijing, or Washington, can have outsized impacts. Market fundamentals matter, but political risk is the wildcard that could rewrite the price deck overnight.

As these dynamics continue to evolve, one thing is clear: energy policy, diplomacy, and investment strategy must be strategically coordinated to manage risk and maintain market stability. The stakes for global markets are simply too high for misalignment.

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Scott Nyquist is a senior advisor at McKinsey & Company and vice chairman, Houston Energy Transition Initiative of the Greater Houston Partnership. The views expressed herein are Nyquist's own and not those of McKinsey & Company or of the Greater Houston Partnership. This article originally appeared on LinkedIn.

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