The Decision-Maker Pipeline

Office 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.

This 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.

WHAT'S INSIDE

Chapter 1. The Portfolio Audit
How 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.

Chapter 2. The Target List
How 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.

Chapter 3. The Credentials Pack
The one-page capability statement, insurance and compliance summary, and reference sheet that gets a small contractor shortlisted next to national firms.

Chapter 4. The Outreach Sequence
The 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.

Chapter 5. The Referral Channel
How to turn existing accounts into introductions to neighbouring buildings, sister sites and other properties managed by the same company, with the exact ask.

Chapter 6. The Property Manager Play
How to become the approved supplier for a property management company that controls 20 to 200 buildings, instead of winning one building at a time.

Chapter 7. The Tender Radar
How 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.

Chapter 8. The Weekly Pipeline Routine
The 3-hour weekly routine that keeps 20 to 40 live conversations moving while you still run the operation.

Includes 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.

WHO IT IS FOR

Owners 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.

Not for residential cleaners, one-off job businesses or national facility management groups with an in-house bid team.

FORMAT

Digital download, PDF, 112 pages. Instant access after checkout, plus a separate templates folder. Compatible with any device. Yours forever, no subscription.