Win the work HVAC buyers pay more for, before you sell.
Growth marketing helps you win more of the planned maintenance, commercial and accredited work that buyers value, in the years before a sale.
Part of the Reads Pre-Sale Programme. Led by Martin Dugan, Head of Deal Origination.
Why the kind of work matters to a buyer.
Buyers do not value every pound of turnover the same way. A maintenance contract book that renews each year tells a buyer the income carries on after you leave; a year of one-off installs tells them very little about next year.
The mix matters too. Commercial PPM spread across many clients, F-Gas and REFCOM refrigeration work and MCS heat pump capability are all harder for a buyer to build from scratch than domestic reactive callouts, which is why they draw more interest.
What the work involves.
Choosing which work to grow
Start from what the business already does well and what buyers ask for, then agree which contracts, clients and services are worth going after.
Finding the right clients
Research and careful targeting to find the commercial clients, landlords and facilities managers who buy planned maintenance, rather than waiting for the phone to ring.
Making the approach
Patient, direct approaches, made quietly and without pressure, to open conversations that can turn into service agreements.
Turning callouts into contracts
Customers who already call you out for breakdowns know your engineers. Offering them a service agreement is one of the plainest ways to build recurring income.
Who leads it.
Martin Dugan, Head of Deal Origination
Martin spends his working days on research, careful targeting and patient direct approaches, and growth marketing puts the same groundwork behind finding the clients an HVAC business wants to win.
Where this sits in the programme.
It comes early, three to four years out, so the extra contract income has time to show in the accounts a buyer will read.
See every stage of the programme · Next: Improving business value
Start with where the business is today.
A valuation shows which parts of the business buyers already value and where growth would count for most.