From LEGO blocks to 3D-printing – the evolving role of the originator

In today’s dynamic energy markets, traditional power structures are rapidly evolving and new opportunities are emerging. We speak with David Eickhoff about his role as senior originator at Axpo in Sweden, working at the intersection of clients, markets, and structured energy solutions.

David Eickhoff joined the company six years ago as a portfolio manager, having previously worked at E.ON as an energy markets analyst. Now a senior originator, he plays a central, client-facing role, acting as the main point of contact for both prospective and existing clients. One of his key responsibilities is to develop new business by sourcing leads through tenders, industry events, networking and an online presence. He also manages the negotiation and legal processes for new clients.

David and his fellow Originators manage ongoing relationships by handling queries, coordinating, things like contract updates and extensions, and supporting clients with their needs. Working closely with various teams including legal, credit, and operations, they effectively serve as the gateway to the company, representing clients internally while ensuring their needs are met across the business.

Delivering value through existing and evolving market tools

David likens his role to working with a set of Lego pieces. Some pieces are already built and well understood. These are the traditional products like power supply and standard price hedging. Using these existing pieces, it’s possible to build solutions quickly that meet common needs, whether that’s securing power for a consumer or providing stable revenues for a producer.

Alongside this, new pieces and blueprints are being created. As energy markets evolve, particularly with the growth of flexibility services, new products are emerging that are more complex and less standardised. This is like creating new Lego pieces and builds using a 3D printer, developed in response to client demand and tailored to their specific needs.

His role therefore combines these capabilities: using established building blocks to deliver immediate value, while also helping shape and assemble new ones, integrating them in the right ways to create tailored solutions for each client and evolve Axpo’s product offering.

David's expertise in innovative power purchase agreements (PPAs) is reflected in his approach to structuring complex multi-party deals. He positions Axpo Nordic between producers and consumers, identifying synergies between parties with differing needs and risk profiles, and developing creative solutions that balance various interests.

What makes an effective originator

Success in this role comes down to blending strong market understanding with effective communication. David suggests that a solid grasp of products and market dynamics is essential, particularly as power markets continue to evolve with new developments such as flexibility solutions and the introduction of artificial intelligence (AI).

Equally important is the ability to listen to clients, understand their challenges, and translate those needs into something deliverable. Ultimately, he says it’s about connecting what the client wants with what the business can provide, in a clear and practical way.

Of course, strong communication skills extend beyond client interactions. David’s ability to present complex topics clearly and confidently also makes him well suited to representing Axpo at conferences and industry events, helping to build market presence and generate new business opportunities.

New frontiers and opportunities in energy markets

David sees the flexibility side of energy markets as an area of rapid and ongoing change. An area he is particularly excited about is the growing opportunity in energy storage. In recent years, energy storage – especially batteries – has become increasingly important, with more tolling agreements and financial products emerging to support investment. By enabling more storage to be built these instruments are helping to unlock a key bottleneck in the system, ultimately improving the efficiency and stability of the wider energy market.

David is also excited about how AI is fundamentally reshaping the way we work. He believes it’s becoming increasingly important for companies to build internal AI capability and understanding. In his own work, David already uses AI as a practical tool to refine ideas, structure his thinking, and improve efficiency. If routine tasks can be handled by systems, he has more time to focus on strategic work and client engagement. Looking ahead, he expects AI to become even more accessible and embedded, with open-source models further lowering barriers and enabling widespread automation across industries.

Life beyond Axpo

David has a young family, so most of his time outside work is dedicated to them. When he gets the chance – and the wind is right – he enjoys kitesurfing as a way to relax. He is also an avid podcast listener and enjoys exploring how the world, and in particular the energy sector is being reshaped by current developments in technology, finance and geopolitics.