Why good potential studies are more than just analyses – a view from the field

When I look back on my last 15 years at CONENGA, one thing stands out in particular: hardly any two projects are alike. And yet there is a pattern. Whenever clients come to us with a specific question, a problem, or even just a vague feeling (“We can do better”), that’s when the real work begins.
Many people initially associate a potential study with a traditional analysis. Data is evaluated, systems are examined, key figures are calculated. That is of course part of it – but it falls short. For us, a potential study is good if it goes beyond understanding and shows the way to change.

What it’s really about at the beginning

In some cases, we find ourselves confronted with very clearly formulated questions and topics into which a great deal of analytical work and energy has already been poured – often studies are also available – and yet the satisfactory result is still missing. In most cases, the right question is missing at the beginning. The focus is often on symptoms: too little power, rising emissions, economic pressure or the desire for decarbonization. Our first task is therefore to clarify together with the customer what the issue is – and just as importantly: what it is not.

This clarity will later determine whether a study brings real added value.

Analysis also means being on site and listening

Of course, we work extensively with data—operational data, performance metrics, process data, and measurement series. But just as important is what you won’t find in spreadsheets: conversations with employees, a thorough tour of the facilities, and an understanding of the established structures and interrelationships—not just the technical ones. That’s why many of the key insights can be found in the machine room or the control room, rather than in an Excel sheet.

From data point to insight

The real challenge begins after the analysis. Data, numbers, and trends alone don’t help anyone. Only when they come together to form a clear picture—where we stand, where the bottlenecks are, and what interconnections exist within the system—does real value emerge. We invest a great deal of time in precisely this step: making connections visible, getting to the heart of the matter, and clearly identifying even uncomfortable truths. Potential is only relevant if it can be realized.
In my view, a common mistake in studies is that potential is viewed in isolation. Technically possible does not necessarily mean practical. And changes in complex systems have repercussions, even in areas where one might not expect them. That is why we consistently evaluate projects across three dimensions: systemic-technical, economic, and, increasingly, ecological.

In the end, the customer is not interested in what works in theory – but what makes sense in practice. And this is where the part that is often underestimated begins: the development of measures. In other words, the question of how an identified potential can actually be leveraged. Sometimes these are small adjustments to the control system(low hanging fruits), sometimes major interventions in the system or even strategic changes to the overall system.

Why many good studies remain ineffective

One point that’s personally important to me: A potential assessment doesn’t change anything on its own. It merely lays the groundwork. Whether it leads to real improvement is determined afterward. Are the results understood? Do they have internal support? Is there a willingness to implement them?  That is why we do not view communication as a “final step,” but rather as a central component of our work. A good study must be presented in a way that enables decision-making—not just provides information.

What we have learned over the years

Successful projects have a few things in common:

• There is clarity about goal and expectation
• The relevant people are involved at an early stage
• Results are discussed openly – including critically
• And: This is actually being implemented

When these points come together, a potential study really comes into its own.

My conclusion

A good potential study is not an end in itself. It is a tool for making informed decisions and driving change. Or to put it more simply: It’s not about analyzing everything. It’s about changing the right things.