Free playbook · 22 pages · PDF
The commercial HVAC service-agreement playbook
A playbook for mechanical contractors who want more preventative maintenance agreements and the replacement work that follows them. It covers the facility director and property manager conversation from the first walk through the proposal to the renewal.
What's inside
- Who signs the agreement and who signs the replacements, by account type, and when each budget is set
- How to open the planned-maintenance conversation through the chief engineer
- A site walk checklist for the roof and the mechanical room
- A six-part proposal structure and a worksheet to fill in before you price
- Agreement-stage objections, the renewal review and the upsell into controls and replacements
- A 12-month account calendar and a one-page account plan
From the proposal section“How after-hours calls are handled, who they call, and how you report after each visit. Write only what you will actually commit to. This is the section the incumbent usually loses on.”
