Facilities Management Building the Customer Base for FM Companies in the UK

The Markets

Success in the highly competitive world of the FM sector requires an ongoing process to obtain market and contract renewal information. Online services such as the Official Journal of the European Union (OJEU) are great, but there are many organisations that use alternative tendering services or who keep their own provider shortlists.

Projects Facility Management Telemarketing services gives a direct route to key decision makers and will focus on the individual client targets for each customer.

This isn't hard aggressive telesales, it is conversation based information gathering, identifying the key contacts and decision makers within prospective customers. It also establishes the contract review dates, and their key drivers and issues.

Building a relationship prior to the tender stage greatly assists in the bidding process and dramatically increases the tender winning percentages.

Our Experience

Contract Research

Working with a large FM Company to identify organisations with a £5 million + spend and establish the key contract, contact and renewals dates

Sales Appointments

Generating Sales Appointments for the Business Development Team of a Total FM Business, ensuring contract values are in excess of £2 million

Pipeline Building

Building a CRM database of contract details and review dates, looking forward for 5 years for a specialist FM company in Scotland

Results

With some clients looking for a telemarketing option and others requiring FM Contract Research, the team at Projects Marketing are able to support the sales growth of any Facility Management based company.

The team know the market, understand the terminology and can have a professional and detailed discussion covering the FM requirements of a prospective customer at the most senior level. They also have the skills to turn the conversation into an introduction meeting, and so start the sales process.

Some clients are looking for help with Total FM, whilst others have specialist offerings. In all cases a campaign which delivers high quality information and sales appointments is assured.

275 Tenders Received

2568 Researched Review Dates

65 Contracts Won

355 Sales Meetings

FM Telemarketing Campaign

See how the Projects Team built a sales Pipeline

View case study

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