Evolving Client Decision-Making in HVAC

Q1. Could you start by giving us a brief overview of your professional background, particularly focusing on your expertise in the industry?

I've spent over two decades working at the intersection of MEP engineering, energy systems, and building performance. My work spans residential towers, large commercial complexes, industrial facilities, and institutional buildings across India, as well as a few international projects. Over the years, I've moved from hands-on system design to advising on procurement strategy, energy audits, and technology adoption. What keeps me grounded is that I still engage directly with projects; I haven't just moved into boardrooms. That field connection shapes how I see problems differently from pure consultants or pure vendors.

Q2. How are you seeing client decision-making evolve across residential, commercial, and institutional HVAC projects over the last couple of years?

The shift is real, and it's accelerating. A few years ago, most clients - especially in residential - led with capital cost. Today, I'm seeing a much more informed conversation around lifecycle cost, energy performance, and maintainability. In commercial real estate, pressure from tenants and lenders is pushing developers to think beyond initial costs. Institutional clients - hospitals, airports, educational institutions - have always been more…