Every retail electricity supplier in Massachusetts will tell you they value the broker channel. Most of them mean it — at least while they’re trying to get you to bring them accounts. The reality of what happens after the first few contracts is what separates a supplier worth building a long-term book with from one that creates ongoing friction.

Here’s a practical framework for evaluating supplier relationships before you’re already locked in.

Criteria 1: They Don’t Compete with You

The single clearest signal that a supplier is genuinely broker-oriented is whether they have an internal direct sales team calling on the same commercial accounts you serve. Some suppliers have built strong broker programs while also maintaining direct sales forces — and their field reps will eventually contact your clients. Ask directly: do you have an internal sales team calling on C&I accounts in Massachusetts and Rhode Island? If the answer is yes, your book is not protected, regardless of what the broker agreement says.

Criteria 2: Their Pricing Desk Is Fast and Accessible

In a competitive sale, quote speed matters. If you’re presenting options to a business owner, they may be collecting quotes from multiple brokers simultaneously. A supplier who takes 48-72 hours to return a fixed-rate quote for a 500 kW commercial account is costing you deals. The best supplier partners have a dedicated pricing desk with direct contact and same-day response for standard C&I requests.

Criteria 3: Their Commission Structure Is Written and Clear

Verbal commission agreements are not agreements. The supplier should provide a written broker agreement with specific per-kWh commission rates, payment frequency, and clear terms for what happens on renewals, cancellations, and disputes. Anything less is a structure that benefits the supplier in any ambiguous situation.

Criteria 4: Their Back-Office Is Responsive After the Sale

Enrollment errors happen. Bills get confused. Customers call you first, even when the issue is with the supplier’s system. A supplier with a responsive back-office team that resolves problems quickly protects your client relationships. One that routes every inquiry through a call center that doesn’t know your accounts is a client retention problem waiting to happen. Ask for a specific contact name — not a general customer service number.

Criteria 5: They’re Financially Stable and Fully Licensed

Massachusetts DPU requires competitive suppliers to maintain a license under 220 CMR 11.00, including ongoing financial fitness requirements. In a volatile energy market, small or under-capitalized suppliers can fail to honor forward commitments. Before building significant volume with a supplier, verify their DPU license is active and in good standing and ask about their credit facilities and hedging program.

Criteria 6: They Publish Useful Market Intelligence

The best supplier partners help you be better at your job. That means sharing ISO-NE market context, flagging regulatory changes that affect your clients, and providing product training when market conditions shift. Suppliers who treat broker education as a priority produce better-informed broker relationships — and those relationships close more deals.

Criteria 7: Their Contract Terms Are Competitive

Fixed and index products, a range of contract terms (12 to 36 months), green product options, and reasonable contract language are baseline expectations. Suppliers who only offer a single product structure or who use one-sided contract language are limiting what you can offer clients.

The Simple Test

Ask the supplier: ‘Tell me about the last time a broker had a problem with an enrollment or a commission payment, and how you resolved it.’ How they answer tells you everything about how they actually operate once you’ve sent them accounts.

Contact Gridwealth Electric: Gridwealth Electric operates exclusively through the broker channel with no competing internal sales force. Contact us to discuss our broker program: tford@gridwealth.com