I have a meeting tomorrow afternoon with the operations manager that over sees a large outdoor mall (about 20k+ sqft of sidewalk alone). The current company he uses is an all in one type deal. In other words it's janitorial and maintenance that through in power washing the sidewalks/windows,etc for extra cash. They have done a horrible job (sidewalks are pretty ugly) and have even sprayed customers in the past while working. I got this info from the manager of the theater at the mall.
He is interested in my services for the winter time because the current company only uses a cold machine and doesn't have the means of pressure washing during winter. This is okay...however I WANT the yearly contract. He likes that it is one company providing every service, despite it not being properly serviced.
What are some things I can do to help sway him to going with me all year? I plan on the following:
-Ask him to let us do a small area so he can see what real service he could be getting
-Talking a few quick pics of some of the rougher areas of the complex
-Explain it is much more cost effective if I don't have to clean 4 months of dirt and gum build up
-Explain if he really wants a one stop shop I can hire a couple janitorial guys (have a couple contacts), but it is better to let a company focus on what it does best instead of a "Jack of all Trades" type company.
Also how would you price such a job? I have a general idea, but want input from you guys. Depending on how tomorrow goes I will post pictures to help with the assessment.
This is my first big account, and want to do everything I can to increase my chance of success.
Note: I have dealt with big businesses before, but it is related to my work in the oil field, so not everything crosses over from one to the other.
He is interested in my services for the winter time because the current company only uses a cold machine and doesn't have the means of pressure washing during winter. This is okay...however I WANT the yearly contract. He likes that it is one company providing every service, despite it not being properly serviced.
What are some things I can do to help sway him to going with me all year? I plan on the following:
-Ask him to let us do a small area so he can see what real service he could be getting
-Talking a few quick pics of some of the rougher areas of the complex
-Explain it is much more cost effective if I don't have to clean 4 months of dirt and gum build up
-Explain if he really wants a one stop shop I can hire a couple janitorial guys (have a couple contacts), but it is better to let a company focus on what it does best instead of a "Jack of all Trades" type company.
Also how would you price such a job? I have a general idea, but want input from you guys. Depending on how tomorrow goes I will post pictures to help with the assessment.
This is my first big account, and want to do everything I can to increase my chance of success.
Note: I have dealt with big businesses before, but it is related to my work in the oil field, so not everything crosses over from one to the other.