Over the past few weeks, I’ve been fielding replies to a post I put on business networking website LinkedIn within a Facilities Management group. I put myself in the shoes our core customer, a commercial cleaning contractor, and thought about what knowledge would empower them to win more business. Their target customer is often a Facilities Manager (FM) and so I asked what were the main considerations a FM takes into account when awarding a contract to a cleaning company.
The response was really interesting and thorough. I received input from around the world and have collated the answers into a document that I’ll send out for the perusal of my customers and prospects alike. I hope that the recipients see value in the answers and it helps them tailor their approach to new business more accurately.