One of the most important services we provide to clients is creating or accelerating sales through the use of contract finance. Many times the ultimate customer does not have the capital budget to acquire all that it needs. By structuring a service contract or a lease to spread out the repayments of the capital portion, our clients make new sales, faster. This service includes Request for Proposal ("RFP") support, developing the business case, preparing relevant proposal sections, negotiating, and of course, funding the resulting awarded contract.

• Sales Training
  Most front-line sales personnel are experts at selling the services of our clients, not structuring a finance solution. While we build selling teams with our clients, we also conduct sales training to ensure that sales forces are maximizing the opportunities presented to them.
   
• Accounting Treatment
  Satisfying internal and external auditors' tighter standards for revenue recognition in a post-Enron environment is an essential element of a Hannon Armstrong transaction. By working closely with our clients' audit and accounting teams, Hannon Armstrong is able to ensure sound transactions that are constructed to satisfy the most rigorous accounting standards for revenue recognition. We maintain close relationships with the national audit partners of the Big Four audit firms, stay abreast of FASB pronouncements, and have a proprietary database of revenue recognition practices.
   
• Partnerships
  Particularly in the government contracting market, Hannon Armstrong plays an integral role in helping companies, both large and small, in identifying potential business partners who, on a combined basis, can offer the best of both worlds to the federal government; innovation of small firms, backed with financial stability and credibility of larger, established Federal contractors. Many businesses are able to deliver a new technology or a specific solution that is needed by the government. But, because many of these technologies or solutions generally address only one aspect of a government requirement, there is a need to integrate them into a larger platform solution.
  
  Hannon Armstrong's team has considerable experience in federal contracting combined with extensive knowledge of the federal "vertical" markets we serve to help clients connect to organizations seeking to offer more competitive and comprehensive solutions through a partnering arrangement.