We never want to have a customer leave us. But, unfortunately it does happen. Today more than ever before, our independently owned local and small regional Professional Cleaning Companies face jeopardy that they’ve never faced before. Every day I speak to an owner who has unexpectedly lost at least one customer recently that they provided service to for more than five years. One shared how over a twelve month period they’ve lost customers they serviced for as long as twenty years and generated over 1.5 million dollars of revenue. Unfortunately, the loss was not due to performance. It wasn’t a situation whereby they could not change a process to retain the business. Why then?
We call it the Consolidation Movement. As Facility Management Companies have expanded their foot print across the country and the economy continued to tighten, they have been forced to get as cost effective as possible. In doing so, it has become policy to reduce the number of vendors they have to deal with so a mangers time could be spent more efficiently. Simply put, fewer vendors, less time spent dealing with issues. So, they are combining multiple property locations/regions into a single contract and sourcing out to companies who can provide a broad scope of coverage.
The possibility of gaining other potential cost effective benefits was taken into consideration as well by the Facility Management Industry. They are looking for single sourcing, accurate centralized billing, national buying power, consistent training, large project coverage, scalability, clear communication and cleaning with consistency.
So, how is a locally-owned or smaller regional-sized Professional Cleaning Company to resolve this situation? Do they just give up? Do they lower their expectations to cleaning only locally-owned and managed properties? Wouldn’t that reduce their growth potential considerably because of the multitudes of competitors scraping for that market segment?
The single question that I’ve been asked over and over again is “What can you do to help us? The solution is simple yet very complex. The locally-owned and smaller regional-sized Professional Cleaning Companies need to combine their abilities under a single umbrella. The complexity of organizing such an organization would require bringing together a Directorship of five Professional Cleaning Industry experts who provide a combined industry and business experience of over 160 years.
After over three years of planning, organizing and implementing, we have begun introducing the NBSC Group Network. United we will provide Facility Management with one vendor, accurate centralized billing, national buying power, consistent training, large projects coverage, scalability, clear communication and cleaning with consistency. Through our unity we will prevent loss and our combined marketing efforts will drive growth. We are very excited to provide such a positive impact on the Professional Cleaning Industry.