A number, and no plan behind it
A revenue target set in January and a team told to hit it. Without the how — which customers, which route, which offer — the number is a hope.
Sales Strategy for Facility Management.
A sales strategy for a facility-management company answers a few questions plainly: which customers are worth the effort, through which route they are best reached, what the offer and the price should be, and what the team needs to look like to get there. Most facility-management companies have a target instead of a strategy. The target says how much; the strategy says how.
Where it usually goes wrong
Where facility-management companies lose this.
Everything sold to everyone
The team chases every enquiry with the same pitch and the same price. Deciding which customers to say no to is where the margin lives.
One route to market, and it is the founder
The owner brings in every order personally. That caps the business at the owner’s diary, and it is the first thing a strategy fixes.
What we would do
The work, in the order we would do it.
The order is not negotiable: the choice of customer decides the route, and the route decides the price and the shape of the team — so who you sell to is settled first, and settled on last year’s numbers rather than on ambition.
Write the strategy
Customers, routes, offer, pricing and team, decided from your own numbers — a few pages the business can run a year on.
Choose the route
Direct, dealers, distributors, online, partners — which suits a procurement team, and what each costs to build.
Get the founder out of every deal
For the business that stops when the owner is on holiday: the process, the people and the plan to hand selling over.
Set targets the plan can reach
Targets derived from the pipeline and the capacity, not from last year plus twenty percent.
Before any of this we ask for last year’s orders, sorted by what was actually left after the work was done. In most facility-management companies a third of the customers produce nearly all of the profit and nobody had noticed — and that sorting is a morning’s work you can do yourself. We do not publish a price; we scope the work in the free audit and put the fee in writing, split into our time, your media spend and production, before anything begins.
A baseline is recorded first, so a report can say what changed rather than describe activity. If something is not earning, we say so and stop it.
We are a small team in Nagarbhavi, Bengaluru. Clients include Chord Road Hospital, SB Engineering, NewCom Logistics, Kerur Pain Clinic and Natural Gases, across healthcare, manufacturing, logistics and services.
More for facility-management companies
The rest of what we do for facility-management companies.
Account-Based Marketing for Facility Management
When twenty buyers make up the market, marketing is a list with a plan for each name.
Content Marketing for Facility Management
Plain answers to the questions a procurement team asks before they enquire, published where they search.
Email Marketing for Facility Management
Staying in front of the enquiries that were not ready yet, until they are.
Lead Generation for Facility Management
Qualified enquiries every week, from a procurement team, at a cost you can see — and answered before they go cold.
Paid Ads for Facility Management
Enquiries this month, at a cost per lead you can see, switched off when it stops earning.
Sales Coaching for Facility Management
A weekly look at live deals with someone who has closed them — the habit that keeps a team improving.
Questions
What is the difference between a sales strategy and a sales target?
The target is a number. The strategy is how a facility-management company will reach it: which customers, through which route, with what offer, at what price, with which people. A target without a strategy is a wish with a deadline.
How long does a strategy engagement take?
Three or four working sessions over a few weeks, with your numbers open on the table. The output is a document short enough to be read and specific enough to be run — by your team, or by us with them.
Our work comes from tenders. Is there anything to market?
The shortlist is made before the tender. Marketing, for facility-management companies, is being known to a procurement team months earlier and having the proof ready — and a response process that does not miss the requirements you already qualify for.
How much does it cost?
There is no price list. A single clinic and an exporter are different orders of work, and a range wide enough to cover both tells you nothing. We scope it in the free audit and put the fee in writing before anything begins.
Talk to us
Tell us what you are trying to grow.
A short note is enough. We will come back with a straight answer about whether we can help, usually within one working day.
- No obligation and no sales script
- A reply from someone who does the work
- Your details are never sold or shared