How Century Facility Services Closed $415K in New Business Before Finishing Year One

When Century Facility Services lost a sales representative, they had a decision to make.

They could rebuild the internal function: hire, onboard, ramp, and absorb all the risk that comes with a single person responsible for top-of-funnel growth. Or they could replace that single point of failure with something more durable.

They already had the foundation. A solid client base in the Tulsa, Oklahoma market, low turnover, and a reputation built on consistent work. What they didn’t have was a scalable way to grow beyond their referral network. The lost sales rep made that gap impossible to ignore.

They came to Abstrakt. Less than a year later: 58 appointments booked, 7 deals closed, $415,000 in new business revenue. Still in year one.

Why a Contact Database Wasn’t Enough

Before coming to Abstrakt, Century had tried ZoomInfo. The problem with data platforms isn’t the data. It’s what data can’t tell you.

A contact list tells you who someone was. It doesn’t tell you who is currently dissatisfied with their cleaning provider, when their contract is up for renewal, or whether their in-house team is stretched thin. That intelligence has to be gathered by people who know how to have the conversation.

Abstrakt built and cleansed Century’s entire prospect list from the ground up: verified decision-makers, validated contact information, and the operational context that actually moves a sales conversation forward. Not a database pull. A purpose-built list for Century’s market and service capabilities.

Why Facility Managers Require a Different Approach

Facility managers own the vendor relationships for their buildings. They know exactly what their current provider is and isn’t doing, and they aren’t switching unless someone gives them a compelling reason to pay attention. They respond to specificity. They disengage from scripts immediately.

Abstrakt has 16-plus years of outbound experience and a contact database built from years of list-building across commercial facility verticals. The institutional knowledge of how to open a conversation with a facility manager, what questions surface real pain, and when to push versus when to wait is not something a data subscription replicates.

Nearly half of first-time B2B buyers enter the purchase process with a preferred vendor already in mind. The cleaning companies that show up consistently through structured outbound are the ones in the room when a decision gets made. The ones that wait for referrals show up after.

The Four-Channel Engine

Abstrakt’s Outbound BDR program runs across phone, email, LinkedIn, and direct mail simultaneously, all coordinated around the same prospect list, the same messaging, and the same SDR team.

The coordination is what converts a list into conversations. By the time a decision-maker picks up the phone, they may have already seen an email and a piece of direct mail from the same program. Abstrakt’s SDRs have taken calls where the prospect answered already holding the mailer. The conversation starts warmer. The credibility is already established before the SDR says a word.

Century gained access to that infrastructure without hiring, training, or managing a single person internally, for less than the fully loaded cost of one full-time sales rep.

Three Deals That Show How the Pipeline Gets Built

The healthcare company that was fine with their current provider. The first anchor deal came from a healthcare company that, by their own admission, was satisfied enough with their existing cleaning vendor. They weren’t shopping. They weren’t unhappy. Abstrakt’s SDR reached them anyway, with the right message at the right time, and they agreed to a meeting. Century came in, made their case, and closed at $25,000 per month.

Most prospects in commercial cleaning aren’t actively searching for a new provider. They’re complacent. Outbound doesn’t wait for them to raise their hand. It shows up before they do and gives them a reason to care.

The facility manager who needed help before the problem compounded. Abstrakt’s SDR connected with a facility manager whose in-house cleaning team was getting overwhelmed servicing five days a week across multiple locations. He needed to outsource within six months before the situation got worse. Century quoted a single location, twice a week. That contract closed. Now Century is quoting all eight additional locations in the same portfolio. A relationship that started as one location has the potential to become a multi-location agreement that dwarfs the original scope. None of that expansion happens without the first conversation.

The follow-up that closed because the program waited. Abstrakt’s SDR connected early with a facilities manager who was satisfied with his current provider and not reevaluating until year-end. Most programs move that lead to dead status. Abstrakt logged it, tracked it, and called back on his timeline. When the follow-up came, the dynamic had shifted. He was actively looking for cleaning services for a facility over 5,000 square feet, three sessions per week including overnight cleans and a full weekend clean. The contract closed at over $14,000. That deal only exists because the program was disciplined enough to wait and organized enough to follow through.

What Less Than One Year Built

58 appointments. 7 closed deals. $415,000 in new business. Still in year one.

The referral ceiling Century had hit became a starting point. The sales gap created by losing a rep became an opportunity to build something more durable than a single hire.

Their close rate didn’t change. Their reputation didn’t change. What changed was the volume and quality of opportunities their team had in front of them.

Century Facility Services is not done yet. Neither is their pipeline.

For commercial cleaning companies whose growth depends on referrals and a small internal sales team: the ceiling is real and you already know it. Abstrakt’s Outbound BDR program is built to get you past it, delivering qualified appointments with the facility managers, operations leaders, and building owners who control cleaning contracts, consistently, for less than the cost of one full-time sales hire.