Facility managers have the potential to provide a lot of work over an extended period of time if you really serve them properly. I think the key thing is to focus on what is important to them, to get in their head and know what they are looking for. They are looking for someone reliable to come in, do their job professionally and get out with the least amount of disruption possible. That may mean working second or third shifts, or using certain products that have lower VOC emissions. It may mean adjusting how you would operate your business day-to-day and making certain concessions for the facilities. Adjusting is the key to really connecting with facility managers and forming great relationships with them.
