For the first time on the Building Efficiency Podcast, Jim turns the mic on two of his own colleagues — Nenni & Associates recruiters Ryan McGushin and Trevor Morrison — for a mid-year "state of the energy industry." Both came up the same way: Northern Illinois University, then straight into the recruiting grind, where they've spent a combined ~27 years placing talent across energy services and the built environment.

The throughline is private equity. Roughly 75% of the firm's client base is now PE-owned, and that capital is rewiring everything downstream: which companies scale from regional to national, how fast they hire, and what they screen for. Ryan and Trevor get specific on the modern hiring bar (humble, hungry, smart), the in-office-vs-remote tug-of-war and its hidden compensation math, what an A-caliber candidate sounds like on the phone, the red flags that make a recruiter walk away, and why interviews really go sideways.

In this episode:

- Why private equity now backs ~75% of the client base — and what it accelerates

- How a 35-year-old ESPC model is spinning off design-build, DBOOM & data-center deals

- The widening talent gap: why selling these projects is no longer an entry-level job

- "Building the plane while flying it" — hiring for adaptability in a PE-backed world

- Post-acquisition reality: demotions, culture shifts, and checking the ego at the door

- In-office, hybrid, or remote — what works, and what the commute really costs

- The tells of an A-player: motivational congruency and a say-to-do ratio of one

- Red flags on both sides of the table, and why interviews fall apart

- Rapid fire: career advice, underrated leadership skills, and lessons for hiring managers & candidates

Deep-dive episode page (chapters, clips & primers): https://www.buildingefficiencypodcast.com/ep145 ⟵ confirm final slug

Connect on LinkedIn: Ryan McGushin · Trevor Morrison · Jim Schafer ⟵ add profile URLs

Hosted by Jim Schafer · Nenni & Associates

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## In This Episode (timestamps)

Rounded DOWN to the nearest :00 / :30 so a click lands just before each topic. The 0:00 welcome is omitted per house style; precise marks are in parentheses if you'd rather use them.

- (0:30) Meet the guests: Ryan & Trevor's NIU-to-Nenni come-up — precise 0:57 / 2:48

- 4:30 — Private equity now owns ~75% of the client list (4:52)

- 7:30 — Why energy became a private-equity target (7:41)

- 10:00 — ESPC evolves: DBOOM, CPACE & data centers (10:03)

- 12:30 — The talent gap: why selling got harder (12:53)

- 16:00 — The ideal team player: humble, hungry, smart (16:04)

- 18:00 — Post-acquisition: ego, culture & integration (18:18)

- 22:30 — In-office, hybrid, or remote? (22:34)

- 28:30 — The hidden math of the commute (28:46)

- 30:00 — Spotting an A-caliber candidate (30:24)

- 36:30 — Red flags recruiters listen for (36:45)

- 45:30 — Why interviews go sideways (45:45)

- 50:00 — Rapid fire: advice, leadership & lessons (50:15)

Five years after his pandemic-era first appearance, Charlie Zitnik returns to the show. Charlie and his partner Steve Goehl lead energy-and-renewables work inside D.A. Davidson's 150-person Public Finance group, financing energy-efficiency projects for ESCOs and prime contractors across the MUSH market.

Jim and Charlie sit down to unpack the "four-legged round table" behind every successful public-finance deal—and why the ESCOs whose projects make it across the finish line are the ones that bring finance into the room on day one, not at the goal line.

In This Episode

(04:00) Why the renewables conversation shifted from efficiency to redundancy

(05:30) What "MUSH market" means, and who D.A. Davidson serves

(08:00) Dodd-Frank: Why ESCOs can no longer give financial advice

(10:00) The Round Table: Issuer, lender, ESCO, and financier

(11:00) Tax credits burning off and the long tail of geothermal

(14:00) "Where projects go to die" — What happens when finance arrives late

(18:00) The new ESCO account executive: A six-month runway

(21:30) What sets D.A. Davidson apart (and the famous Steve Goehl cards)

(25:00) The industrial revolution in healthcare: Biology + AI

(27:00) Why "as-a-service" financing still hasn't crossed the chasm

(29:30) The Signature Four

Quoted

"Where all projects go to die is finance. If you've done your diligence on the front end, you have a response to that."

"We're not adversaries. You need four legs to hold up the round table."

We covered David’s unique journey from studying jazz and playing music to building a career in software and ultimately becoming a leader in energy infrastructure and public-private partnerships at Brailsford & Dunleavy. We got into how universities are approaching major infrastructure challenges today, especially around district energy systems, and how P3 models are evolving to focus more on execution, transparency, and true partnership. David also shared insights on what makes a winning project team—from finance and development to engineering—and how institutions are thinking more strategically about long-term assets, costs, and collaboration.

I had the pleasure of sitting down with Kate Heidinger, CEO of Allumia. Kate and I dug into her career path from solar finance and water efficiency to leading a growing energy as a service company focused on small to mid-size commercial projects.

We talked about how Allumia partners with utilities leverages technology and data transparency and makes energy efficiency accessible without upfront capital. We also spent time on something that really matters right now. Hiring. Kate shared what she looks for in talent, why problem solvers and adaptable generalists thrive in this industry, and how company culture plays a huge role in scaling smart, resilient teams.

I had the pleasure of sitting down with Gabe Phillips. Gabe and I dug into his journey from electricity trading to founding Catalyst Power Holdings and how he's helping commercial and industrial customers decarbonize through retail, energy supply and onsite generation.

We also hit on one of our favorite topics: hiring, including why Gabe sees the highest success rates when new team members come through personal networks and the role people and culture play in scaling an energy business.

I sat down  with Bryan Lang. Bryan and I got into his journey from engineering consulting to JP Morgan Chase and now leading Solutions Engineering at Bedrock Energy. We talked about the rapid growth of geothermal, the technology they're developing and the market momentum behind it.

And of course, we dove into hiring why Bryan believes you should hire the person, not the paper, and how cultural alignment beats certifications. Every time.

We sat down with  with Steph Cuthbert and Mark Nunzio from RVE. We dug into their unique paths in engineering. Steph shared how she's built her entire career at RVE, leading the firm's water and wastewater division.

And Mark talked about stepping into his new role, leading the MEP division across several regions. We talked about culture collaboration. What and what keeps people at RVE for the long run. We also dove into the hiring process. What makes a great engineer, how they identify talent, and how RV's core values guide who joins the team.

We sat down with Phil Johnston, principal at E4E Solutions. Phil shared his journey from his early days with the DOE's Industrial Assessment Center, to now helping major industrial clients build and implement roadmaps for decarbonization.

We dove into how E4E uniquely delivers start to finish energy solutions from discovery to design, to project execution. When it comes to hiring, Phil emphasized the importance of curiosity and a growth mindset, especially in a niche field that demands adaptability. Their team looks for people who lean into challenges even without prior experience in a specific system or technology.

I had the pleasure of sitting down with David Adams. David shared his unique path from rural Ohio to the Peace Corps in Jamaica, and eventually to COO of Wilmot Inc. Where he's leading sustainability efforts focused on energy, water and waste.

We got into how resource hiring plays a critical role in their mission, and David reflected on the difference between hires that work and the ones that don't. Spoiler alert referrals and shared values matter more than just resumes, so head on over to building efficiencypodcast.com for the full episode.

I had the pleasure of sitting down with Meg Mason. Meg shared her incredible journey from biotech lab work to leading marketing at HydroPoint Data Systems, where she's been for the past 11 plus years. We talked about how her passion for science and her drive for human connection shaped her career.

We also dove in hiring how trusting your gut and valuing, humility and openness to feedback can make or break a great team. So head on over to building efficiencypodcast.com for the full episode.