A BuildingAdvice Publication
Selling new service agreements and equipment upgrades has always been a challenge, especially since the 2008 downturn. Competing on price hurts everyone in the value chain, most notably building owners and their service providers. Delivering real, measurable value that reduces operating costs and optimizes building performance is the most robust, proven Commercial HVAC Value Proposition in our industry. Working with hundreds of contractors, we have distilled some of the key strategies and tactics service teams should implement to provide what building owners will truly value when delivered as a cogent business proposition.