Recurring business, framework contract logic — but rarely systematically managed. The pipeline is usually the CEO's calendar.
The German facility services market is one of the few sectors that proves resilient even during economically challenging periods. The top 25 companies grew by 7.8% in 2024, generating a combined revenue of 18.7 billion euros. A further revenue increase of 6.6% is projected for 2026.
Yet this strength conceals structural weaknesses: labor shortages, a digitalization gap, and rising ESG requirements define the landscape. Only 2% of facility service companies currently apply AI solutions — in an industry that would be ideally positioned for AI-driven efficiency gains given its repetitive processes and complex contract management. Those who invest now gain a head start that will be difficult to close.
New contracts are created through personal networks, referrals, and long-standing contacts — but rarely through a systematic process. What happens when the CEO is unavailable or the company grows?
A tender comes in, a proposal is written, the outcome is awaited. No proactive relationship management beforehand, no systematic guidance through the decision process.
Framework contracts are running — but no one actively manages which clients have expansion potential, where cross-selling opportunities lie, and which accounts have expiring contracts.
Revenue planning is based on gut-feel renewal probabilities — not a systematic pipeline logic. Investment decisions and staffing plans suffer as a result.
What was promised in the proposal is often unknown to the operations team. Customer satisfaction is rarely systematically leveraged as a driver of renewal and expansion.
We define which clients have which potential, when contract conversations should be initiated, and which signals indicate a willingness to switch. Random process becomes a manageable function.
Instead of waiting for tenders, we develop a process that addresses decision-makers early — with relevant messaging and a logic that accounts for the long buying cycle in FM.
We configure CRM and pipeline logic so that renewal probabilities, new business pipeline, and capacity requirements become plannable — no more guesswork.
Only 2% of the sector uses AI. AI-assisted proposal preparation, automated contract monitoring, intelligent customer segmentation — we identify the use cases that genuinely work in your operation.
More predictable new business. A structured acquisition process makes growth independent of any individual's personal network.
More revenue from existing accounts. Systematically developing existing clients unlocks the potential already dormant within existing framework contracts.
Reliable forecast for better capacity planning. Investment and staffing decisions based on data, not on intuition.
AI advantage in an AI-naive industry. Those who implement AI thoughtfully now gain an efficiency lead over a competitive field still running on manual processes.
Resilience against person dependency. A sales system that does not rely on the CEO's network is a strategic asset — for growth, staff turnover, and succession planning.
Let's take 30 minutes to identify where the biggest lever in your revenue system lies.
No pitch. A structured initial conversation with a concrete outcome.