For commercial maintenance and FM
Win and keep more of the right maintenance contracts
In maintenance, the valuable work is recurring: service agreements, planned maintenance and renewals. The Sales Conversion Review traces how your service enquiries, quotes and tenders turn into contracts, where they stall, and whether the constraint is sales, capacity or the market.
In short
SalesPath reviews how a commercial maintenance or facilities services business, such as HVAC, electrical or fire services maintenance, turns service enquiries, quotes and tenders into recurring contracts, renewals and extra work from existing clients. It suits businesses where an owner-operator or small team still handles quoting and client relationships. A$1,495 inc GST, 7–10 business days.
How maintenance contracts are usually won
Where work comes from
- Facility managers
- Property managers
- Owners
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Service enquiry or callout
A one-off job, often urgent, from a facility manager, property manager or owner.
Decision point: is there an offer of ongoing service after the job?
Where it can stallThe job is done well, and nothing turns it into ongoing work.
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Site visit and scope
Assets, compliance obligations, access, frequency and reporting.
Where it can stallScoping happens before anyone confirms budget, timing or who decides.
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Quote, proposal or tender response
Pricing, schedule of rates, response times and reporting.
Where it can stallThe response lists services but doesn't show how you'll deliver them.
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Follow-up and decision
With the facility manager, procurement or the owner.
Where it can stallSubmissions go quiet and nobody asks why.
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Contract, renewal and growth
Delivery, reporting, renewal or retender, more sites or services.
Where it can stallRenewals arrive as a surprise retender, and existing clients are never offered more.
Renewal or retender, and more sites or services, come back through a new quote, proposal or tender.
Free guide: tenders, panels and renewals: measuring your win rate
Questions the review answers for a maintenance business
- How many one-off callouts turn into a service agreement?
- Which tenders were worth responding to, and which weren't?
- Are renewals planned, or do they arrive as a surprise retender?
- Is there more work available from clients you already serve?
Answered from your own records. If they can't answer one, I'll say so and show you what to start tracking.
Where contracts can stall
The review doesn't assume a sales problem. It works out which of these, if any, is holding you back.
- One-off callouts are done well but never turned into a service agreement.
- Time goes into quotes and tenders for contracts that don't suit your capacity, region or margin.
- Tender responses describe services but don't make the delivery, reporting and response times easy to judge.
- Follow-up after submission is irregular, and losses go unexplained.
- Renewals aren't prepared for, and existing clients aren't offered additional sites or services.
- The limit is outside sales: capacity, procurement rules or price-led panels. The review says so when that's the case.
Which maintenance and facilities businesses this suits
The review is built for commercial maintenance contractors and specialist service providers where an owner-operator or a small team still handles quoting, tenders and client relationships. That matches how it works: one reviewer, up to 20 recent opportunities (enquiries, proposals, quotes or tenders, as relevant), delivered in 7–10 business days. It isn't designed for large integrated FM providers with dedicated bid teams and national, multi-site tenders.
What the review looks at
- Recent service enquiries, quotes and tender responses, and where each came from
- How one-off jobs are followed up, and how often they become ongoing work
- A sample of quotes and tender responses: scope, pricing layout, response times and reporting
- Follow-up before and after each decision
- Upcoming renewals, and what's offered to existing clients
- How your pipeline compares with your capacity
Example: how the review records each opportunity
| Client | Started as | Scope | Response | Follow-up | Status |
|---|---|---|---|---|---|
| Facility manager | Urgent callout | Assets, access and reporting agreed | Service agreement offered after the job | Checked in after the first service | Won: Agreement signed |
| Owner, several sites | Tender | Budget and decision-maker unknown | Services listed, delivery not shown | Nobody asked why | Stalled: Went quiet |
| Existing client | Service contract | – | Renewal date not tracked | – | Stalled: Arrived as a retender |
What you get
- Which clients, contract types and sources are worth pursuingBased on what you've won, renewed and lost.
- Where enquiries and tenders stallBefore the quote, in the response, after it, or at renewal.
- The main constraintOpportunity flow, fit, conversion, renewals, capacity, or procurement and market conditions.
- Prioritised fixesFor example turning callouts into service agreements, a clearer tender layout, a follow-up rhythm and a renewals calendar.
- A 30-day action plan with measuresWhat to do first, what can wait, and how you'll know it's working.
Is it a fit?
A good fit if
- You run or lead a commercial maintenance or specialist facilities services business
- An owner-operator or small team handles quoting, tenders and client relationships
- You have recent enquiries, quotes or tender responses to review
- You want more recurring contracts, better renewals or more work from existing clients
Probably not right if
- You're a large integrated FM provider with a dedicated bid team
- You're at capacity and not looking for new contracts
- You have no recent enquiries, quotes or tenders to review
- You expect a guaranteed contract or revenue result
Find out where suitable work is stalling
I trace up to 20 of your recent opportunities (enquiries, proposals, quotes or tenders, as relevant) from source to outcome, find where suitable work stalls, and give you prioritised next steps and a 30-day action plan.
- A$1,495 inc GST, fixed fee, 7–10 business days from kickoff
- Three-leak guarantee: if I cannot find at least three clear, fixable sales-path leaks, you do not pay for the review
If the diagnosis supports implementation, the optional 30-Day Implementation Sprint (A$5,995 inc GST, with the A$1,495 review fee credited, so continuing costs A$4,500 inc GST) puts the sales-side fixes in place with you.
Questions
Do you work with large FM providers?
The review is built for businesses where an owner-operator or small team still handles quoting and tenders. It isn't designed for large integrated FM providers with dedicated bid teams and national tenders.
Can you review tender responses?
Yes. Tender responses count toward the review's scope of up to 20 recent opportunities (enquiries, proposals, quotes or tenders, as relevant). For tenders, panels and renewals you can track yourself, see tender win rate.
We get plenty of callouts but few contracts. Can the review help?
That's one of the things it looks at: what happens after a callout, and whether there's a clear, timely offer of ongoing service.
What if we lose tenders on price?
The review looks at whether that's the real reason, whether the response made your delivery easy to judge, and whether those tenders were worth pricing. It also says so when the market or procurement rules are the limit.
Chris Edmund, founder of SalesPath. About 20 years in commercial roles, including executive recruitment, running an electrical labour-hire business, manufacturing operations and B2B commercial strategy. More about Chris or connect on LinkedIn.