Taking baby steps with new customers upfront will only help you hit your stride down the road.

We all want that new customer. We’ve invested time in getting to know one another and ensuring that we have a shared understanding of how our companies can succeed together. They’re ready to move forward, and onboarding is the next step. This is where discipline is practiced, or mistakes are made.

The instinct to want 100% of the business from day one is natural. It’s also a risky way to build a relationship that will stand the test of time. Starting small with a new customer and gradually growing over time offers several undeniable benefits.

• The sales cycle doesn’t necessarily indoctrinate you into the customer’s culture, FM processes, and priorities. All critical components to establishing a sound foundation.
• The same can be said about the customer forming a favorable opinion of you. By proving your reliability, competence, and commitment, you accelerate the building of trust and credibility, leading to more responsibility.
• Feedback. You can never underestimate the value of feedback in the early stages of the FM vendor relationship. Working out the kinks before increasing the volume will save both sides from wasting time, energy, and potentially money. It’s equally helpful to identify what services are being executed well.
• Finally, starting small enables a more manageable growth trajectory. By gradually expanding your engagement with the customer, you can ensure adequate resource allocation, maintain a high level of service, and effectively manage any increased complexity that comes with growth. This approach also allows for more predictable revenue generation and cash flow, facilitating sustainable long-term business growth.

Time can be your friend. Exercise patience and put in the effort to lay the groundwork thoughtfully. Eventually, you’ll have it dialed in, hear the starter’s pistol, and be sprinting towards sustainable growth.