Not every restorer, estimator, project manager, or business owner starts off thinking about commercial restoration. But let’s face it—everyone eventually wants to get there. It’s the natural evolution in our industry: you begin in residential, learn the ropes, and dream of “graduating” to the bigger, bolder world of commercial. But here’s the kicker—it’s not as simple as just making the switch.
If you’re wondering how to break into this highly competitive market, you’re in the right place. We’ve been there, done that, and we’ve helped others do it too. Commercial work is exciting, rewarding, and yes, it can be more profitable than residential. But it takes the right mindset, strategy, and persistence. So, buckle up, because we’re about to dive in with a ton of energy, passion, and actionable advice to help you make that leap!
Why Is Commercial Work So Exciting?
Commercial work isn’t just about bigger contracts and higher profit margins—though those are definitely perks! It’s about the nature of the work itself. It’s fast-paced, dynamic, and gives you a chance to build long-term relationships with professional clients. Unlike residential, where emotions run high (because you’re dealing with people’s homes and personal lives), commercial is all about business.
And here’s the best part: commercial clients want results. They’re less concerned about the nitty-gritty details and emotions of a job—they want to minimize downtime, avoid customer complaints, and keep their business running smoothly. When you step in and deliver, you become their go-to hero and the company they trust when disaster strikes.
Ready to Break into Commercial? Here’s Your Game Plan!
You’ve decided you want to make the leap—awesome! But this isn’t something that happens overnight. Commercial work comes with its own set of challenges, from longer sales cycles to tougher competition. But if you follow these steps, you’ll be on your way to success!
1. Find Your “In” with a Service
Sometimes the best way to break into commercial is to offer a simple service that opens the door to bigger things. One of our offices cracked into the apartment market by offering carpet cleaning. It was a small service, but it was enough to build relationships and trust. From there, it grew into restoration work. So, ask yourself: what’s your foot in the door?
2. Get Involved with Associations (For Real)
Commercial restoration is about relationships, and one of the best ways to build them is through industry associations. But here’s the thing—you can’t just show up to events and expect work to roll in. You have to commit. Join committees, attend meetings regularly, and volunteer. Over time, the relationships you build will lead to opportunities.
Want to stand out even more? Become an expert in your field. Speak at events, host seminars, or provide training on topics like asbestos identification or mold remediation. When people see you as a resource, they’ll start coming to you for work.
For a deeper dive into industry associations and resources to help you get started, check out our article entitled Add a Zero: Proven Strategies for Growing Your Restoration Business.
3. Pound the Pavement Like You Mean It
There’s no substitute for good old-fashioned persistence. Want to land that dream contract with a hospital or a school district? Start by knocking on doors. Yes, really! Show up, introduce yourself, and start building relationships with property managers, facilities teams, and decision-makers. Get to know the maintenance crews—they’re often the first to call when something goes wrong.
Don’t get discouraged if it takes a few visits to get noticed. This is a long game. Keep showing up, and eventually, they’ll start calling you when they need help. Once you’re in, you’ll become their go-to solution.
Stay on Their Radar and Keep the Momentum Going
Landing a commercial client is just the first step. Now you need to keep those relationships alive. The key? Consistency. Stay in touch with your clients every 45 days, meet with them in person, and always look for ways to add value. For example, we recently hosted an asbestos training session for 85 facility managers from one of our commercial clients. When you make yourself valuable, they’ll keep calling.
Build Your Team: The Right Business Development Manager is Crucial
If you’re serious about commercial work, hiring a Business Development Manager (BDM) can be a game-changer. But not just any BDM will do. You need someone with passion, drive, and the ability to connect with clients. Here’s what we look for:
- A Natural Conversationalist: Your BDM needs to be comfortable talking to anyone and everyone. Great relationships start with great conversations.
- Tenacity: Commercial work doesn’t come easy, and your BDM needs the grit to go out every day and hustle for those contracts.
- Curiosity: A good BDM asks the right questions, uncovers client needs, and finds opportunities where others miss them.
The Bottom Line: Commercial Work is Exciting—Go After It!
The commercial sector is full of huge opportunities for restorers. The work is exciting, the relationships are rewarding, and the potential for growth is massive. With the right approach, you can break into this market and take your restoration company to the next level.
So, are you ready to make the leap? Let’s go! Commercial restoration is calling, and trust us—it’s worth it.
Katie Wade and Bernie Tobin
Katie Wade is the Regional Vice President of Sales for the Western Region at ATI Restoration, with 14 years of experience in the restoration industry. Katie holds a Master’s degree and lives in Portland, Oregon. Prior to joining the restoration world, Katie worked as a teacher.
Bernie Tobin is the Regional Vice President of Sales for the Eastern Region at ATI Restoration. Bernie has been in the restoration industry for 36 years, working with a variety of restoration contractors and independent adjusting companies, and even ran his own consulting company. He currently resides in Tampa, Florida.
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