{"title":"Our Playbooks","description":null,"products":[{"product_id":"the-decision-maker-pipeline","title":"The Decision-Maker Pipeline","description":"\u003cp\u003eOffice managers, property managers and facility directors award contracts to the three names they already know. If you are not one of them, you are not in the tender. The Decision-Maker Pipeline is the B2B system that puts your company in front of the people who sign commercial service contracts, before the bid goes out and without buying leads from a platform.\u003c\/p\u003e\n\u003cp\u003eThis is not a marketing theory course. It is the exact prospecting system used by commercial cleaning, grounds maintenance, pest control, window cleaning and facility service companies that stopped depending on referrals and started choosing their accounts.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003eWHAT'S INSIDE\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eChapter 1. The Portfolio Audit\u003cbr\u003eHow to measure concentration risk in your current book of contracts, identify the accounts worth replacing and set a realistic pipeline target for the next 12 months.\u003c\/p\u003e\n\u003cp\u003eChapter 2. The Target List\u003cbr\u003eHow to build a list of 150 to 300 buildings and businesses in your service area that fit your ideal contract size, with the exact job titles that sign (office manager, property manager, facility director, practice manager, school business manager) and where to find them.\u003c\/p\u003e\n\u003cp\u003eChapter 3. The Credentials Pack\u003cbr\u003eThe one-page capability statement, insurance and compliance summary, and reference sheet that gets a small contractor shortlisted next to national firms.\u003c\/p\u003e\n\u003cp\u003eChapter 4. The Outreach Sequence\u003cbr\u003eThe 6-touch email, call and drop-in sequence that gets a walkthrough booked with a decision-maker, with timing, scripts and the objections you will hear.\u003c\/p\u003e\n\u003cp\u003eChapter 5. The Referral Channel\u003cbr\u003eHow to turn existing accounts into introductions to neighbouring buildings, sister sites and other properties managed by the same company, with the exact ask.\u003c\/p\u003e\n\u003cp\u003eChapter 6. The Property Manager Play\u003cbr\u003eHow to become the approved supplier for a property management company that controls 20 to 200 buildings, instead of winning one building at a time.\u003c\/p\u003e\n\u003cp\u003eChapter 7. The Tender Radar\u003cbr\u003eHow to track upcoming contract expiries, public and private tenders, and new builds in your area so you are in the room 90 days before the decision.\u003c\/p\u003e\n\u003cp\u003eChapter 8. The Weekly Pipeline Routine\u003cbr\u003eThe 3-hour weekly routine that keeps 20 to 40 live conversations moving while you still run the operation.\u003c\/p\u003e\n\u003cp\u003eIncludes 18 ready-to-use templates: the target list spreadsheet, the credentials pack layout, 6 outreach emails, 2 call scripts, the drop-in leave-behind, the referral ask, the property manager pitch, the tender tracker and the weekly pipeline dashboard. Plus 9 AI prompts to personalise outreach for every building type.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003eWHO IT IS FOR\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eOwners and operations managers of commercial cleaning, janitorial, grounds and landscape maintenance, pest control, window and facade cleaning and small facility service companies with 2 to 50 staff, selling recurring contracts to businesses, schools, clinics and property managers. Built for owners who would rather be checking a site than making calls, and who need a pipeline that runs on a system instead of on luck.\u003c\/p\u003e\n\u003cp\u003eNot for residential cleaners, one-off job businesses or national facility management groups with an in-house bid team.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003eFORMAT\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eDigital download, PDF, 112 pages. Instant access after checkout, plus a separate templates folder. Compatible with any device. Yours forever, no subscription.\u003c\/p\u003e","brand":"Mi tienda","offers":[{"title":"Default Title","offer_id":67788097814602,"sku":null,"price":49.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/1579\/0154\/files\/Ebook1.jpg?v=1792754626"},{"product_id":"the-walkthrough-win","title":"The Walkthrough Win","description":"\u003cp\u003eYou walk the site, send an hourly rate by email and lose to someone two percent cheaper who presented a scope. The Walkthrough Win turns the site visit into a sales conversation and the proposal into a document that wins the contract at full margin, against two cheaper bids.\u003c\/p\u003e\n\u003cp\u003eBuilt for commercial service contractors who are better at the work than at the pitch, and who want a repeatable way to win tenders without discounting.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003eWHAT'S INSIDE\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eChapter 1. Before the Walkthrough\u003cbr\u003eThe 15-minute pre-visit research that tells you who the real decision-maker is, what went wrong with the current supplier and what the budget probably is.\u003c\/p\u003e\n\u003cp\u003eChapter 2. The Walkthrough Checklist\u003cbr\u003eHow to run the site visit as a structured consultation: the questions that uncover the real problem, the areas to inspect, the photos to take and how to leave as the obvious choice.\u003c\/p\u003e\n\u003cp\u003eChapter 3. Scope, Not Hours\u003cbr\u003eHow to replace the hourly rate with a scope-based proposal: frequencies, areas, standards, consumables and exclusions, written so the client compares value instead of price.\u003c\/p\u003e\n\u003cp\u003eChapter 4. Pricing That Holds Margin\u003cbr\u003eThe pricing model for recurring contracts: labour loading, supervision, consumables, equipment, travel and the margin floor you never go under, with the maths for monthly, quarterly and annual billing.\u003c\/p\u003e\n\u003cp\u003eChapter 5. The Proposal Document\u003cbr\u003eThe 8-page proposal layout that wins against national firms: executive summary, understanding of the site, scope, service standards, transition plan, team, pricing and references.\u003c\/p\u003e\n\u003cp\u003eChapter 6. The Presentation Meeting\u003cbr\u003eHow to present the proposal in person or on a call, handle the price objection, and ask for the decision in the room.\u003c\/p\u003e\n\u003cp\u003eChapter 7. Tender Responses\u003cbr\u003eHow to answer formal tenders and RFPs from schools, councils, healthcare groups and corporates: compliance matrix, scoring criteria, method statements and the sections that lose points.\u003c\/p\u003e\n\u003cp\u003eChapter 8. The 30-Day Transition\u003cbr\u003eThe start-up plan that makes the first month flawless, because the first month decides the renewal.\u003c\/p\u003e\n\u003cp\u003eIncludes 16 ready-to-use templates: the pre-visit research sheet, the walkthrough checklist, the scope builder, the pricing calculator, the 8-page proposal template, the presentation agenda, the objection handling sheet, the tender compliance matrix, 3 method statement templates and the 30-day transition plan. Plus 9 AI prompts to draft proposals and tender answers in minutes.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003eWHO IT IS FOR\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eCommercial cleaning, grounds, pest control, window and facility service owners who are already getting walkthrough requests and tenders but win fewer than one in four. For companies with 2 to 50 staff that want to stop competing on hourly rate and start winning on scope.\u003c\/p\u003e\n\u003cp\u003eNot for one-off job quoting or residential work.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003eFORMAT\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eDigital download, PDF, 124 pages. Instant access after checkout, plus a separate templates folder with the pricing calculator in spreadsheet format. Compatible with any device. Yours forever, no subscription.\u003c\/p\u003e","brand":"Mi tienda","offers":[{"title":"Default Title","offer_id":67788099125322,"sku":null,"price":54.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/1579\/0154\/files\/Ebook2.jpg?v=1792754639"},{"product_id":"the-contract-retention","title":"The Contract Retention","description":"\u003cp\u003eOne missed inspection, one unanswered complaint, and the renewal goes out to tender without anyone telling you. The Contract Retention is the account management system that keeps every contract, puts through the annual price increase and makes the renewal conversation happen ninety days early instead of never.\u003c\/p\u003e\n\u003cp\u003eBuilt for commercial service contractors whose revenue depends on a handful of accounts renewing, and who want retention to be a process instead of a hope.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003eWHAT'S INSIDE\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eChapter 1. Why Contracts Are Lost\u003cbr\u003eThe five reasons commercial contracts go out to tender, and the early warning signs that appear 6 months before, so you can act in time.\u003c\/p\u003e\n\u003cp\u003eChapter 2. The Inspection System\u003cbr\u003eThe site inspection schedule, the scoring sheet and the one-page report the client actually reads, so quality is visible before the client has to complain.\u003c\/p\u003e\n\u003cp\u003eChapter 3. The Complaint Protocol\u003cbr\u003eThe 24-hour response protocol that turns a complaint into trust: acknowledgement, root cause, fix, follow-up and the note to the decision-maker.\u003c\/p\u003e\n\u003cp\u003eChapter 4. The Quarterly Review\u003cbr\u003eHow to run a 30-minute quarterly business review with the client: KPIs, issues, improvements, upcoming needs. The meeting that makes you a partner instead of a supplier.\u003c\/p\u003e\n\u003cp\u003eChapter 5. The Supervisor Layer\u003cbr\u003eHow to make supervisors and team leads the owners of each account, with the checklists and accountability that stop quality from dropping when you are not on site.\u003c\/p\u003e\n\u003cp\u003eChapter 6. The 90-Day Renewal Conversation\u003cbr\u003eThe renewal timeline: when to start, what to present, how to pre-empt the tender and how to get the renewal signed before procurement gets involved.\u003c\/p\u003e\n\u003cp\u003eChapter 7. The Price Increase\u003cbr\u003eHow to put through a 4 to 8 percent annual increase with a justification the client accepts, and what to do when they push back.\u003c\/p\u003e\n\u003cp\u003eChapter 8. Saving a Contract at Risk\u003cbr\u003eThe recovery plan for an account that is already unhappy: the honest meeting, the 30-day improvement plan and the follow-up that wins the renewal back.\u003c\/p\u003e\n\u003cp\u003eIncludes 17 ready-to-use templates: the inspection schedule, the inspection scoring sheet, the client report, the complaint log and response scripts, the quarterly review deck, the supervisor account checklist, the renewal timeline, the renewal proposal, 2 price increase letters, the push-back script and the 30-day recovery plan. Plus 9 AI prompts to write client reports and renewal proposals.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003eWHO IT IS FOR\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eOwners and operations managers of commercial cleaning, grounds, pest control, window and facility service companies with 5 to 80 recurring contracts, who want renewal rates above 90 percent and price increases that stick. Especially for businesses where three or four clients are most of the revenue.\u003c\/p\u003e\n\u003cp\u003eNot for one-off job businesses without recurring contracts.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003eFORMAT\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eDigital download, PDF, 118 pages. Instant access after checkout, plus a separate templates folder. Compatible with any device. Yours forever, no subscription.\u003c\/p\u003e","brand":"Mi tienda","offers":[{"title":"Default Title","offer_id":67788101517386,"sku":null,"price":59.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/1579\/0154\/files\/Ebook3.jpg?v=1792754650"},{"product_id":"the-add-on-revenue","title":"The Add-On Revenue","description":"\u003cp\u003eFloors, windows, deep cleans, seasonal grounds work, additional sites: your clients are buying them from someone else because you never offered. The Add-On Revenue is the system that lifts revenue per account by 20 to 35 percent without winning a single new client, by selling more to the accounts that already trust you.\u003c\/p\u003e\n\u003cp\u003eBuilt for commercial service contractors who have the clients and the crews, and want each contract to be worth more every year.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003eWHAT'S INSIDE\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eChapter 1. The Account Map\u003cbr\u003eHow to audit every contract for the services the client buys elsewhere, the sites you do not cover and the budget holders you have never met.\u003c\/p\u003e\n\u003cp\u003eChapter 2. The Service Menu\u003cbr\u003eHow to build an add-on menu for your trade: periodic cleans, floor care, window and facade, carpet, high-level, sanitary services, seasonal grounds, pest add-ons, consumables supply and emergency call-outs, with pricing bands.\u003c\/p\u003e\n\u003cp\u003eChapter 3. The Seasonal Calendar\u003cbr\u003eThe 12-month offer calendar that puts the right add-on in front of the right client at the right moment, from spring deep cleans to year-end floor restoration.\u003c\/p\u003e\n\u003cp\u003eChapter 4. The Add-On Conversation\u003cbr\u003eHow supervisors and account managers raise add-ons during inspections and quarterly reviews without sounding like a sales pitch, with the exact scripts.\u003c\/p\u003e\n\u003cp\u003eChapter 5. Multi-Site Expansion\u003cbr\u003eHow to turn one building into the whole portfolio: the ask, the pilot site offer and the group proposal for property managers and multi-site clients.\u003c\/p\u003e\n\u003cp\u003eChapter 6. Consumables and Supply\u003cbr\u003eHow to add washroom consumables, cleaning supplies and equipment rental as recurring revenue lines with margin.\u003c\/p\u003e\n\u003cp\u003eChapter 7. Emergency and Reactive Work\u003cbr\u003eHow to become the first call for floods, post-construction cleans, outbreaks and events, and price reactive work properly.\u003c\/p\u003e\n\u003cp\u003eChapter 8. Measuring Revenue per Account\u003cbr\u003eThe dashboard that tracks revenue per account, add-on attach rate and concentration risk month by month.\u003c\/p\u003e\n\u003cp\u003eIncludes 15 ready-to-use templates: the account map, the add-on service menu, the seasonal calendar, 4 add-on offer emails, the inspection add-on script, the multi-site proposal, the pilot site offer, the consumables price list, the reactive work rate card and the revenue per account dashboard. Plus 9 AI prompts to build seasonal offers for any client type.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003eWHO IT IS FOR\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eCommercial cleaning, grounds, pest control, window and facility service owners with an established base of 5 or more recurring contracts, who want to grow revenue from existing accounts and reduce dependence on any single client. Works for companies with 2 to 50 staff.\u003c\/p\u003e\n\u003cp\u003eNot for companies that do not yet have recurring contracts. Start with Vol. 01 and Vol. 02 first.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003eFORMAT\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eDigital download, PDF, 106 pages. Instant access after checkout, plus a separate templates folder with the dashboard in spreadsheet format. Compatible with any device. Yours forever, no subscription.\u003c\/p\u003e","brand":"Mi tienda","offers":[{"title":"Default Title","offer_id":67788103057482,"sku":null,"price":69.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/1579\/0154\/files\/Ebook4.jpg?v=1792754664"},{"product_id":"the-full-portfolio-contractor-system","title":"The Full-Portfolio Contractor System","description":"\u003cp\u003eFour playbooks, one connected system. The Full-Portfolio Contractor System brings together the Decision-Maker Pipeline, the Walkthrough Win, the Contract Retention and the Add-On Revenue into a single operating model that takes a commercial service company from three big clients and a prayer to twenty accounts that renew, pay more each year and buy more.\u003c\/p\u003e\n\u003cp\u003eThis is the complete system, plus the operating blueprints that make it run in three hours a week without the owner doing everything.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003eWHAT'S INSIDE\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eVol. 01. The Decision-Maker Pipeline\u003cbr\u003eThe B2B prospecting system: portfolio audit, target list, credentials pack, 6-touch outreach sequence, referral channel, property manager play, tender radar and the weekly pipeline routine.\u003c\/p\u003e\n\u003cp\u003eVol. 02. The Walkthrough Win\u003cbr\u003eThe site visit and proposal system: pre-visit research, walkthrough checklist, scope-based proposals, pricing that holds margin, the 8-page proposal, tender responses and the 30-day transition.\u003c\/p\u003e\n\u003cp\u003eVol. 03. The Contract Retention\u003cbr\u003eThe account management system: inspection reports, complaint protocol, quarterly reviews, supervisor layer, the 90-day renewal conversation, price increases and saving contracts at risk.\u003c\/p\u003e\n\u003cp\u003eVol. 04. The Add-On Revenue\u003cbr\u003eThe growth layer: account map, service menu, seasonal calendar, add-on conversations, multi-site expansion, consumables and reactive work, revenue per account dashboard.\u003c\/p\u003e\n\u003cp\u003ePlus the Operating Blueprints, only in this edition\u003cbr\u003eThe 90-Day Rollout Plan: which system to install first depending on where your portfolio is leaking, week by week.\u003cbr\u003eThe Owner's 3-Hour Week: the weekly operating rhythm that keeps pipeline, proposals, retention and add-ons moving while you run the operation.\u003cbr\u003eThe Account Manager Role: how to hand the system to a supervisor or office manager, with the job description, KPIs and training plan.\u003cbr\u003eThe Portfolio Dashboard: contracted annual value, renewal rate, largest client share, tender win rate and revenue per account in one sheet.\u003cbr\u003eThe Hiring Ahead Plan: how to staff for contracts you have not won yet without breaking cash flow.\u003c\/p\u003e\n\u003cp\u003eIncludes all 66 templates and scripts from the four playbooks and all 36 AI prompts, plus the 90-day rollout plan, the weekly rhythm sheet, the account manager job description and the portfolio dashboard in spreadsheet format.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003eWHO IT IS FOR\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eOwners of commercial cleaning, janitorial, grounds and landscape maintenance, pest control, window and facade cleaning and facility service companies with 2 to 50 staff who want to build a contract portfolio that does not depend on any one client. For owners ready to install one system and run every tender, renewal and account on it.\u003c\/p\u003e\n\u003cp\u003eNot for residential cleaners, one-off job businesses or national facility management groups with an in-house bid team.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003eFORMAT\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eDigital download, 5 PDFs, 460 pages in total plus the operating blueprints. Instant access after checkout, plus a separate templates folder. Compatible with any device. Yours forever, no subscription. Buying the system saves over 40 percent compared with the four playbooks separately.\u003c\/p\u003e","brand":"Mi tienda","offers":[{"title":"Default Title","offer_id":67788104695882,"sku":null,"price":79.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/1579\/0154\/files\/Ebook5.jpg?v=1792754676"}],"url":"https:\/\/fintorpax.com\/collections\/our-playbooks.oembed","provider":"Mi tienda","version":"1.0","type":"link"}