#393 Scott Donachie on Calming the Fears of Decarbonization

Author

Charlie Cichetti
August 14, 2025

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Former Wall Street trader Scott Donachie reveals why relationship-building trumps technology pushing in decarbonization deals, shares the HVAC foam that saved Mandalay Bay $15M, and explains his “calm the fears of the unknown” approach to navigating Local Law 97 compliance.

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🌱BREAKING DOWN TRADITIONAL BUILDING

In this episode, Scott revolutionizes traditional building decarbonization approaches:
[Key Insight #1] Finance Background Creates Sustainability Superpower

  • What's outdated: Most sustainability professionals struggle to navigate complex deal structures and financing decisions.

  • The innovation: Combine deep finance experience with sustainability expertise to become “dangerous” in both arenas.

  • Impact: Ability to champion deals through complicated decision-making units and secure financing for projects others can’t close.

[Key Insight #2] Pragmatic Solutions Beat Flashy New Construction

  • What's outdated: Industry focuses on $40M new green buildings while ignoring immediate retrofit opportunities.

  • The innovation: Prioritize proven technologies with strong case studies—like the patented HVAC foam that saved Mandalay Bay $15M annually.

  • Impact: Faster implementation, lower risk, and demonstrated returns that build credibility for larger future projects.

[Key Insight #3] Relationship-First Approach Wins Over Product Pushing

  • What's outdated: Technology vendors lead with features instead of understanding the full decision-making ecosystem.

  • The innovation: Build deep personal relationships, learn clients’ kids’ names, and address the needs of CFOs, facilities managers, and building owners simultaneously.

  • Impact: Long-term partnerships that create referral networks and repeat business in an industry built on trust.

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