Campaign Snapshot
- Company: Summit Facility SolutionsÂ
- Industry: Commercial Cleaning & Facility Management
- Target Location: New York, United States
- Target Prospects: Facility managers, office managers, and business owners
- Service Provided: Commercial cleaning & janitorial services leads
- Campaign Goal: Generate qualified B2B leads and book service appointments for janitorial and facility maintenance contracts
- Campaign Duration: 9 months
- Channels Used: Cold Calling
- Total Appointments: 132 qualified appointments
Channel Activity Metrics
This steady call volume kept new cleaning contract talks coming in month after month.
- Cold Calls Placed: 32,400+
- Total Conversations: 4,800+
- Average Monthly Calls: 3,600+
Company Overview
Summit Facility Solutions works in the commercial cleaning industry. The company provides janitorial and maintenance services to businesses that want strong facility management. Their work keeps client sites clean, safe, and professional, so day to day operations run without trouble.
The Challenge
A few recurring gaps were holding back steady contract growth.
The company ran into four main problems:
- An unpredictable flow of new cleaning contract opportunities
- Trouble reaching facility decision-makers directly
- Little structured outbound prospecting
- Slow growth of the client network beyond existing accounts
Before vs After: The Shift in Summit’s Pipeline
Aspects | Before the Campaign | After 9 Months |
Contract opportunities | Unpredictable, inconsistent flow | Steady 14 to 15 qualified appointments/month |
Lead source | No structured outbound source | Structured outbound calling pipeline |
Decision-maker access | Hard to reach facility managers | Direct talks with facility decision-makers |
Outbound prospecting | Little to no structured effort | 32,400+ calls placed |
Pipeline value | No measurable outbound pipeline | $1.1M+ estimated pipeline, 35+ active contract talks |
In short: Summit Facility Solutions moved from an uneven flow of new work to a steady, measurable service pipeline that filled every month.
Campaign Objectives
The campaign set out to build a predictable janitorial service pipeline.
- Identify commercial facilities that need regular cleaning
- Reach facility decision-makers directly
- Book qualified service appointments
- Grow the client network beyond current accounts
Outbound Outreach Strategy
We ran a structured janitorial lead generation model built around direct phone outreach.
Targeted Facility Prospect Lists
Every list targets commercial properties that need regular cleaning and upkeep.
We built targeted databases across four property types:
- Commercial office buildings
- Medical and professional practices
- Retail locations and shopping centers
- Property management companies
We verified each contact by role, facility type, and location.
Direct Cold Calling Outreach
We ran the campaign on the calling numbers we provided, so every call came from a clean, dedicated line.
Cold Calling
- Direct conversations with facility and office managers
- Messaging built around clean, safe, professional work sites
- Real-time appointment booking on the call
Qualification Criteria
We screened every prospect before booking to confirm a strong fit.
- Runs or oversees a commercial facility
- Holds responsibility for cleaning or maintenance decisions
- Wants a cleaning quote or service review
- Has availability for appointment scheduling
Only prospects that met all four moved to booking.
Booking Method
Our appointment setting team put qualified prospects straight onto the service calendar.
- Direct appointment booking
- Phone confirmations
- Reminder sequences that cut no-shows
Campaign Results
The campaign produced a sustained and predictable flow of service opportunities.
Appointment Outcomes
The core appointment metrics from the nine-month campaign.
- Total appointments booked: 132
- Average monthly appointments: 14 to 15
- Pipeline consistency growth: 240%+
Campaign Timeline: How the Pipeline Built Over 9 Months
The 9-month campaign moved through four clear phases, with appointment volume climbing as targeting and messaging sharpened.
- Phase 1 (Months 1 to 3), Setup & Ramp-Up: Prospect lists built, call scripts tested, and calling numbers put in place. 36 appointments booked (about 12 a month) as the pipeline started to fill.
- Phase 2 (Months 4 to 5), Consistency Building: Call cadences settled into a steady rhythm. 30 appointments booked (about 15 a month).
- Phase 3 (Months 6 to 7), Scaling Engagement: Higher answer rates came from refined messaging. 32 appointments booked (about 16 a month).
- Phase 4 (Months 8 to 9), Peak Performance: Fully tuned outreach and warmer follow-ups. 34 appointments booked (about 17 a month), the strongest stretch of the campaign.
By the final phase, monthly booking volume had grown roughly 40% over the launch months, and that growth drove the 240%+ pipeline consistency gain.
Pipeline Impact
The campaign created measurable service revenue opportunities.
- Qualified opportunities created: 90+
- Active cleaning contract discussions: 35+
- Estimated Pipeline Generated: $1.1M+
- Regional coverage: Increased commercial market penetration
- Long-term pipeline stabilization: Achieved
Why the Campaign Worked
A few strategic choices drove the results.
- Facility Decision-Maker Targeting: Every list focuses strictly on people who sign off on cleaning work.
- Consistent Call Volume: Steady daily activity kept the flow of appointments predictable.
- Dedicated Calling Numbers: Outreach ran on clean, dedicated lines set up for the campaign.
- Value-Focused Messaging: The outreach led with clean, safe, professional work sites.
- Structured Pipeline System: Structured B2B lead generation replaced patchy word of mouth growth.
Sample Outreach Workflow
Each facility followed the same path into a scheduled appointment.
- Identify a target commercial facility
- Launch structured call outreach
- Present the janitorial and maintenance services
- Qualify the facility’s cleaning needs
- Send follow-up information
- Schedule the service appointment
- The client team runs the walkthrough and quote
Key Performance Summary
A quick recap of the numbers that mattered most.
- Campaign Duration: 9 months
- Total Appointments: 132
- Monthly Average: 14 to 15
- Qualified Opportunities: 90+
- Active Contracts: 35+
- Estimated Pipeline Generated: $1.1M+
- Pipeline Consistency Growth: 240%+
