COVID-19 IMPACT:

Facilities Services

Industry Update: 29.09.2020

Vertical: Facilities Services
Type: B2B
Covid Impact on Demand: Positive
Covid Impact on Ability to Supply: Negative
Viable Transition/Readjustment: Yes

We’re just ordinary people.

The business world now recognises that pandemic conditions are here to stay.

SoPro have direct access to several hundred B2B marketing operations, spanning 60+ verticals. In recent weeks we have seen major movement in global sentiment, shifting from defensive tactics to proactive strategy as realisation sets in.

We are now witnessing the largest and most complex change management project in the history of humankind.

The worlds businesses are rapidly readjusting to compete in a new world. Here’s how.

Facilities Services, what are we seeing?

A mixed bag. Due to the initial wave of facilities closures the majority of our Facilities Services customers have temporarily (or in some cases permanently) closed their operations. Those that remain open are competing to service limited requirements in some sectors, with partially re-opened or restricted occupancy rules in effect. Meanwhile (and conversely) there are a handful of customer sectors which are notably bucking the trend (such as the care industry, food production and goods distribution) which have seen increased activity levels and consequently require increased facilities support right now.

There’s high demand for local facility managers with remote management hardware, software and processes for day to day application, with local support for escalations. Critical asset optimisation skills are also on demand as businesses scramble to reoptimise facility footprints and infrastructure as the pandemic recedes.

What do these businesses need to do now?

1. Adjust your business targeting

We are seeing our facilities services customers adjust their targeting to counter-balance any fall in client demand and attract new enquiries or briefs from those sectors experiencing increased demand. The best recommendation here is to conduct a full sector based reevaluation of targeting and exclude all sectors experiencing heavily reduced demand and/or ability to operate facilities.

2. Review your marketing channels
MARKETING CHANNELS VIABILITY
B2B Direct Mail

NOT VIABLE

Paid Search

PARTIAL VIABILITY

Tradeshows and Exhibitions

NOT VIABLE

Awards Circuit

NOT VIABLE

Word of mouth

PARTIAL VIABILITY

Social Media

PARTIAL VIABILITY

Digital Outreach i.e. B2B prospecting

VIABLE

3. Revise your proposition

Identify areas of your specialism that are currently under-supplied. Think about how COVID-19 has presented new challenges to the facilities services sector. Accentuate the competitive advantages that you can offer, including your expertise in mothballing, remote opening and critical asset optimisation, explaining why these are important now. Tailor your offering to attract immediate enquiries by offering reduced lead times.

4. Revise your messaging

Revise messaging to set out how your proposition directly contributes to overcoming the current challenges.

There are specific facility challenges that are being felt right now and your messaging should identify which of the likely facilities challenges your prospective clients are up against and present your solution in exactly the right context to be of interest.

Bear in mind there are are various industries poised to bring entire operating sites back online over the coming months as local regulations permit the reopening of the last remaining industries, many of which have paused or terminated their facilities management contracts while sites have been offline, so there is a contract landgrab on the cards in 2020 Q3/Q4. Make use of that information and ensure to compete in the right places at the right times.

If you have relevant case studies, that prospects can read or watch, then make sure your best content is readily available.

5. Drop the experts a line

At SoPro, business growth is what we do, and we've got the tech and team to quickly generate a healthy pipeline for your business. Our expert team are ready to discuss your campaign today.

Watch Our Video Case Studies

“One of the great things about working with SoPro is the dedicated team of professionals we have at the other end of the phone... For us, there really is no question. Having a prospecting service is vastly more beneficial than just having the tool. Put simply, it’s transformed our business.”

Nick Washington-Jones, Managing Director, Tack UK

Our Totally Bonkers 60 Second Explainer Video

What better way to convey the surreal magic of the SoPro service than through an animated 60-second explainer video, starring a flying submarine. We commissioned the experts over at Sentio Space to encapsulate SoPro’s fantastical prospecting machine in under a minute. And we don’t mind admitting they totally nailed it.