Win more of the work buyers pay for, before you sell.
Martin Dugan helps you win the kind of fire safety work buyers pay more for, so that more of your income is contracted and recurring by the time a buyer reads the books.
Part of the Reads Pre-Sale Programme. Led by Martin Dugan, Head of Deal Origination.
Why the mix of work matters to a buyer.
Buyers of fire safety businesses do not price every pound of turnover the same way. Maintenance income, renewed each year because the responsible person has a standing duty under the Regulatory Reform (Fire Safety) Order, reads as far more dependable than a run of one-off installations.
Who the clients are matters too. A spread of commercial clients, with no single contract carrying the business, and work done under BAFE SP203-1 or SP101 third-party certification, tell a buyer the income will still be there once the owner has gone.
Growth marketing is about shifting that mix in the years you have left. Volume for its own sake does little for a sale.
What the work involves.
Knowing which work to go after
A look at your current book: contracted against one-off, commercial against domestic, and which BAFE schemes you hold. That shows where more recurring work is most within reach.
Finding the right buildings and people
Research into the buildings and organisations near you that need BS 5839-1 servicing, extinguisher maintenance or fire door inspection, and who holds the responsible person duty for each.
Patient, direct approaches
Measured approaches to facilities managers, managing agents and duty holders, made without pressure, so that conversations lead to maintenance agreements rather than one-off quotes.
Turning installations into contracts
A plan for offering a maintenance agreement with every system you commission, so this year's installation becomes next year's recurring income.
Who leads the work.
Martin Dugan, Head of Deal Origination
Martin Dugan runs deal origination at Reads, finding owners before they list through research, careful targeting and patient direct approaches. Growth marketing puts the same groundwork into finding your next contracts: the right buildings, the right people, approached quietly.
When growth marketing earns its place.
Three to four years before a sale, while there is still time for new maintenance contracts to renew and show up in the accounts a buyer will read.
See every stage of the programme · Next: Improving business value
Talk it through with the team.
Tell us where your contract book stands today and how long you have. We will tell you plainly whether growth marketing is the right place to start.