Step 1: Know which accounts are worth it
What changes
The pitch you use on a lobby will not survive a facilities team.
A property manager decides on the spot. A regional or national account runs a process: someone evaluates you against other operators, someone else checks whether you can cover every site on the list, and someone in finance asks what the commission structure looks like across all of them. It is a longer road with a much larger prize at the end.
- Multiple decision-makers, none of whom can approve it alone
- A written scope covering every site, not a one-page agreement per building
- Service-level expectations that apply to your worst location, not your best
- Commission negotiated once, across the whole portfolio