The contract is decided while you are still walking
A facility management day runs from a business park lobby at nine to a plant room at noon and a property manager meeting at five. The building is the brief. Everything the costing team will need exists only inside it, and only while the executive is standing there with a notebook or a phone.
Measured scope beats a client estimate every time
Clients quote a built up area from memory and forget the basement, the terrace, the service staircases and the waste yard. Recording floors, washroom counts and area room by room during the walkthrough is what stops a contract from losing money in its third month, when the deployment turns out to be short by four people.
The expiry date is the real pipeline
Large buildings rarely change vendor mid contract. They change at rebid. Asking the admin head when the current contract ends, and writing it on the site record, converts a cold building into a dated opportunity that the branch can prepare for instead of reacting to.