Competitive Market

Observed trends show that the value of the cleaning services market is systematically increasing. The segment of services aimed at individual customers is gaining particularly dynamic growth. Despite clear revitalization, facility management remains a very demanding and competitive industry. Customers expect high-quality service, and insufficient quality is the main reason for contract termination. Unfortunately, expectations for quality do not align with the willingness to accept higher costs for its delivery. Every offer involves tough negotiations and the search for competitive proposals. Fortunately, customers are increasingly realizing that proper service entails certain expenses. If the price offer is based on concrete calculations, they are willing to consider it even if it is not the lowest available. Sales support tools can assist in this regard.

Acquiring Customers

Our software can provide strong arguments in the form of a service pricing mechanism. The basis for pricing is the cost estimation of service, which is built directly on data describing the analyzed facility. We input as detailed information as possible about the building and its surroundings—areas, finishing methods, types of rooms, equipment, etc. If we do not have detailed data, we can use estimates. Data collected from other projects can be helpful here. We overlay the description of the facility with the scope of expected services resulting from the request for proposal or future contract.

Planning

Now we can estimate the resources necessary to implement the defined scope. We can determine how many people we will need, what equipment will be used, and how much cleaning agents or other consumables we will use. All of this is directly linked to specific actions located in time and on the premises. This way, we are prepared to discuss our offer with the potential customer. We can substantively argue its components. We also have the option to generate a new version of the estimate based on different input parameters, e.g., a lower frequency of cleaning specific parts of the building. This allows us to maintain credibility in the eyes of the customer, as we can directly demonstrate the reasons for the differences in the presented amounts.

Maintaining Margin

We continually keep control over the planned margin and can consciously manage the profitability of a new project. A precisely defined offer also performs better in comparisons with competitors’ proposals. The customer has the chance to ask if the competition has considered all the details we presented. You can read more about margin management here.

Credibility

Even if our offer does not win, it can serve as a good starting point for further discussions if our competitors do not keep their overly optimistic promises. A winning offer does not end its presence at the contract signing stage. It continues to function within the system and serves as the basis for planning work, building budgets, and monitoring margins, but more about that in other posts.

Sales support using systematic solutions can determine competitive advantage.