What is your Project Sales to Service Contract Revenue Ratio?
Do you track it? Should it be better? How could you improve it?
Having spent the past 11 years working closely with mechanical contracting and controls sales teams, I’ve always been perplexed by the lack of evident proactive harvesting of equipment upgrades from our clients’ hard won base. Well run commercial contractors track their ratio of “add on” business to service contract business so they are aware of the importance of this segment of revenue. While many clients that we work with seem to be relatively satisfied with their results, it’s interesting that the bulk of that revenue comes from a highly reactive, run-to-fail, repair and replace business model.