Commercial lead generation and B2B appointment setting in Richmond

Richmond has 3,301 business sites with 20 or more people on site in the categories commercial trades sell to, #48 of the 100 markets we cover, and 1.32 times the national concentration of senior living and nursing. Private business establishments grew 1.5% from 2025 Q1 to 2026 Q1. Abstrakt's U.S.-based reps prospect those buyers by phone, email and LinkedIn and book meetings with the people who sign.

Ask Ava anything about the information on this page.

Local B2B snapshot

How many businesses are in Richmond, and which ones buy

Richmond has 15,277 establishments in the categories commercial trades sell to, 3,301 of them with 20 or more people on site. Compared with the national mix it over-indexes on senior living and nursing (1.32x), auto dealerships (1.31x) and warehousing and distribution (1.22x). Added over the past year: medical, dental and outpatient offices (+104), restaurants (+66) and retail stores (+23). Down: wholesale distributors (-16) and manufacturing plants (-14).

  • 15,277 establishments in the 21 categories commercial trades sell to

    Source: U.S. Census Bureau, County Business Patterns 2023

  • 3,301 of them with 20 or more people on site, where a prospecting list starts

    Source: U.S. Census Bureau, County Business Patterns 2023

  • +1.5% private business establishments, 2025 Q1 to 2026 Q1 (43,772 now; U.S. +3.6%)

    Source: U.S. Bureau of Labor Statistics, Quarterly Census of Employment and Wages, private ownership, 2026 Q1

  • 1.32x the national concentration of senior living and nursing

    Source: U.S. Bureau of Labor Statistics, Quarterly Census of Employment and Wages, private ownership, 2026 Q1

  • 3,137 decision-maker records Abstrakt can prospect for a construction and roofing program (territory: Richmond)

    Source: Abstrakt territory record counts, October 2026

An establishment is one physical location, so a company with three sites counts three times; decision-maker records are contacts, not companies; open programs are not reservations.

Largest buyer groups in Richmond

  1. Restaurants941
  2. Retail stores775
  3. Medical, dental and outpatient offices 1.15x the U.S. mix414
  4. Wholesale distributors290
  5. Manufacturing plants241
  6. Grocery stores140
  7. Senior living and nursing 1.32x the U.S. mix132
  8. Trucking companies97

Sites with 20 or more people on site, U.S. Census Bureau, County Business Patterns 2023; concentration, U.S. Bureau of Labor Statistics, Quarterly Census of Employment and Wages, private ownership, 2026 Q1.

All 21 categories, with establishments, concentration and one-year change
Business categories in Richmond: larger sites, all establishments, concentration and one-year change
CategorySites with 20+All establishmentsvs. U.S. mix1-yr change
Restaurants 9412,606 0.98x +66
Retail stores 7754,066 1.00x +23
Medical, dental and outpatient offices 4142,625 1.15x +104
Wholesale distributors 2901,478 0.81x -16
Manufacturing plants 241881 0.81x -14
Grocery stores (also counted in retail) 140661 1.03x +22
Senior living and nursing 132388 1.32x +16
Trucking companies 97592 0.81x +5
Hotels 92257 1.18x +20
Churches and religious organizations 78976 0.86x 0
Auto dealerships (also counted in retail) 67234 1.31x +5
Bank and credit union offices 63632 0.97x +12
Private K-12 schools 4681 0.90x +1
Warehousing and distribution 4298 1.22x +4
Golf courses and country clubs 2941 1.01x -1
Hospitals 1920 1.22x +11
Hosting and data processing companies 1282 0.73x -13
Apartment and residential property managers 12253 0.87x -10
Commercial property managers 976 1.10x +1
Colleges and universities 614 0.45x +1
Nonresidential building owners 3111 0.73x -6
Total, each site once3,30115,277

Sites and establishments: U.S. Census Bureau, County Business Patterns 2023; concentration (location quotient) and one-year change in establishments: U.S. Bureau of Labor Statistics, Quarterly Census of Employment and Wages, private ownership, 2026 Q1, summed across the metro's counties.

Your industry in Richmond

What Industry Are You Growing In?

Pick your trade to see the Richmond buyers, competition, decision-makers and projects for it. The estimator and the assessment form below follow your choice.

Choose an industry

Every trade in Richmond at a glance

Largest buyer groups (sites with 20+ people)

  1. Restaurants941
  2. Retail stores775
  3. Medical, dental and outpatient offices414
  4. Wholesale distributors290
  5. Manufacturing plants241

Source: U.S. Census Bureau, County Business Patterns 2023.

Most room per contractor

  1. Commercial Landscaping#34 of 100
  2. Fire Protection#37 of 96
  3. Commercial Roofing#54 of 89

Larger buyer sites per contractor, ranked across up to 100 markets. Sources: U.S. Census Bureau, County Business Patterns 2023; U.S. Bureau of Labor Statistics, Quarterly Census of Employment and Wages, private ownership, 2026 Q1.

Trade panels: buyer sites, U.S. Census Bureau, County Business Patterns 2023; contractors, their one-year change and employment, U.S. Bureau of Labor Statistics, Quarterly Census of Employment and Wages, private ownership, 2026 Q1; decision-maker records, Abstrakt territory record counts, October 2026; open programs, Abstrakt territory availability.

Compare all 11 trades in Richmond

Ranked by larger buyer sites per contractor against up to 100 markets (only markets with 10 or more contractors in a trade are ranked; n/r means not ranked). A higher rank means more buildings worth calling for every competitor working them.

Commercial trades in Richmond: contractors, buyer sites and rank
TradeContractors1-yr changeLarger buyer sitesPer contractorRankDecision-maker records
Commercial Landscaping
Largest buyer group: retail stores
474 -2 1,966 4.1 #34 not counted
Fire Protection
Largest buyer group: restaurants
40 0 1,848 46.2 #37 not counted
Managed Service Providers
Largest buyer group: construction contractors
717 +4 1,883 2.6 #54 not counted
Commercial Roofing
Largest buyer group: retail stores
29 +1 1,714 59.1 #54 3,137
Commercial Construction
Largest buyer group: manufacturing companies
239 +11 868 3.6 #69 3,137
Paving & Asphalt
Largest buyer group: retail stores
56 +3 1,938 34.6 #68 not counted
Commercial HVAC & Mechanical
Largest buyer group: medical and dental office buildings
135 +2 1,080 8.0 #77 1,159
Commercial Cleaning & Janitorial
Largest buyer group: ambulatory health care: physician, dental, outpatient and urgent care
409 -5 1,175 2.9 #85 844
Commercial Electrical
Largest buyer group: retail stores
202 +1 1,414 7.0 #87 not counted
Commercial Painting & Coatings
Largest buyer group: retail stores
42 +2 1,768 42.1 #79 not counted
Commercial Flooring
Largest buyer group: ambulatory health care: physician, dental, outpatient and urgent care
29 +1 1,166 40.2 #64 not counted

Sources: contractors and change, U.S. Bureau of Labor Statistics, Quarterly Census of Employment and Wages, private ownership, 2026 Q1; buyer sites, U.S. Census Bureau, County Business Patterns 2023 (each trade's own buyer categories, each site counted once); decision-maker records, Abstrakt territory record counts, October 2026.

Growth and trends

Is Richmond adding businesses? Five years of counts

Private business establishments in the metro's counties went from 40,392 in 2021 to 43,178 in 2025 (+6.9%), while private employment moved +8.2% to 554,520. In the Census Bureau's latest count, 3,097 establishments opened and 2,695 closed in a year. New sites start without an incumbent vendor.

Private establishments and employment, 2021 to 2025

Private establishments, employment and average weekly wage by year, Richmond
YearEstablishmentsEmploymentAvg weekly wage
202140,392512,502$1,208
202244,462532,002$1,268
202343,775539,877$1,304
202442,984547,197$1,350
202543,178554,520$1,402

Source: U.S. Bureau of Labor Statistics, Quarterly Census of Employment and Wages (opens in a new tab), private ownership, 2021 to 2025 annual averages, 17 counties summed. n/a: BLS withholds the figure for at least one county.

Establishments opened and closed each year

Establishment openings and closings by year, Richmond, VA
Year to MarchOpenedRateClosedRate
20192,7019.2%2,2347.6%
20202,5978.7%2,6138.8%
20212,97810.0%3,07510.4%
20223,40411.4%2,7709.3%
20233,09710.2%2,6958.9%

Source: U.S. Census Bureau, Business Dynamics Statistics (opens in a new tab), 2023 release, Richmond, VA. Each year runs March to March; rates are per 100 establishments.

New business applications

27,408 applications for an employer ID number were filed in the metro's counties in 2025, +79.4% on 2019 (15,281): Henrico County 10,881, Chesterfield County 6,273, Richmond city 4,748, Hanover County 1,420, Petersburg city 757, Prince George County 434, Powhatan County 433, Dinwiddie County 405, Goochland County 380, Hopewell city 343, New Kent County 324, Colonial Heights city 287, King William County 231, Amelia County 189, Sussex County 114, Charles City County 99 and King and Queen County 90. Applications include sole proprietors and filings that never hire, so they measure new business activity, not new buyers.

Source: U.S. Census Bureau, Business Formation Statistics (county annual) (opens in a new tab), calendar 2025, retrieved 2026-10-15.

Contractors by trade, 2021 to 2025
Contractor establishments by trade, 2021 and 2025, Richmond
Trade20212025Change
Fire Protection3641+5 (+13.9%)
Commercial Construction212231+19 (+9.0%)
Paving & Asphalt5155+4 (+7.8%)
Commercial Landscaping446473+27 (+6.1%)
Managed Service Providers681713+32 (+4.7%)
Commercial Flooring2728+1 (+3.7%)
Commercial Cleaning & Janitorial397411+14 (+3.5%)
Commercial Roofing29290 (0.0%)
Commercial HVAC & Mechanical133132-1 (-0.8%)
Commercial Electrical201199-2 (-1.0%)
Commercial Painting & Coatings4239-3 (-7.1%)

Source: U.S. Bureau of Labor Statistics, Quarterly Census of Employment and Wages, annual averages, the same NAICS codes as the trade comparison above. More contractors means more competition for the same buyers; fewer means more room for outbound.

When to prospect: the Richmond calendar

Cooling demand peaks in July (426 cooling degree days in a normal year), and 61% of the 910 severe hail and wind reports from 2015 to 2024 fell in June, July and August. Start roofing and HVAC prospecting ahead of those months.

Average high temperature, cooling degree days and severe storm reports by month, Richmond
MonthAvg high (F)Cooling degree daysHail and wind reports
January49116
February52048
March6063
April7112118
May78108117
June85285243
July89426160
August87371155
September8118744
October71305
November6101
December5210

Sources: NOAA NCEI nClimDiv county monthly series, 1991-2020 averages (opens in a new tab); NOAA NCEI Storm Events Database (opens in a new tab), 2015 to 2024. Reports of hail 1 inch or larger and thunderstorm wind of 58 mph or more, by month, across the market counties.

Buying signals

Where the money is moving in Richmond

Federal contracts and building permits are early signs that a building is changing: new construction, a renovation, a re-roof.

Federal contracts performed in the metro

Federal agencies obligated $974.5 million in contracts with a place of performance in Richmond's counties in federal fiscal year 2026 (October 2025 to September 2026), against $1.06 billion in fiscal 2025 (-8.3%). Construction (NAICS 23) took $57.0 million, 31% of it on one award: the Department of Veterans Affairs's 36C24626C0055 (opens in a new tab) in Richmond city, $17.5 million obligated this fiscal year (the award record describes it as THE DEPARTMENT OF VETERANS AFFAIRS (VA), VETERANS AFFAIRS MEDICAL CENTER (VAMC) REQUIRES THE CONSTRUCTION OF ADDITIONAL OPERATING ROOMS (OR) AND SUPPORT ROOMS AT THE CENTRAL VA HEALTH-CARE SYSTEM (RIMVAC) IN RICHMOND,...).

Contract obligations by county
CountyFY2026FY2025
Amelia County$45,793$633,471
Charles City County$1.5 million$3.3 million
Chesterfield County$68.3 million$124.8 million
Dinwiddie County$35,082$479,641
Goochland County$341,404$260,988
Hanover County$14.8 million$97.7 million
Henrico County$281.6 million$254.6 million
King and Queen County$3.6 million$9.1 million
King William County$7.6 million$19.6 million
New Kent County$48,689$9,716
Powhatan County$313,118$573,223
Prince George County$258.2 million$315.9 million
Sussex County$347,169$126,301
Colonial Heights city$15.7 million$6.1 million
Hopewell city$2.2 million$8.6 million
Petersburg city$18.9 million$17.6 million
Richmond city$301.0 million$203.1 million
Metro counties$974.5 million$1.06 billion
FY2026 obligations in each trade's own NAICS code
TradeNAICSFY2026
Commercial Construction236220$29.7 million
Managed Service Providers541512$17.7 million
Commercial Electrical238210$9.8 million
Paving & Asphalt237310$7.8 million
Commercial HVAC & Mechanical238220$5.3 million
Commercial Landscaping561730$5.0 million
Commercial Cleaning & Janitorial561720$4.7 million
Fire Protection561621$1.5 million
Commercial Flooring238330$85,211
Commercial Painting & Coatings238320$10,706

Source: USAspending.gov (U.S. Department of the Treasury) (opens in a new tab), contract award types A to D, obligations dated October 1, 2025 to September 30, 2026, by place of performance; data as of 2026-10-15. Defense contract actions are published 90 days late, so fiscal 2026 will still rise. Place of performance is coded by the contracting officer.

Territory intelligence

Where the Richmond buyers are

Henrico County, Chesterfield County and Richmond city hold 73% of the metro's 3,301 larger business sites, so most programs start there and add the rest of the metro for larger accounts, depending on how far your crews travel.

Larger business sites (20+ people) by county, Richmond, VA
CountySitesShare
Henrico County 99830%
Chesterfield County 81525%
Richmond city 59218%
Hanover County 3109.4%
Colonial Heights city 842.5%
Petersburg city 581.8%
Prince George County 441.3%
Powhatan County 300.9%
Hopewell city 240.7%
Goochland County 190.6%
Dinwiddie County 140.4%
New Kent County 120.4%
4 more counties300.9%
Not assigned to a county by Census2718.2%
Metro total3,301100%

Source: U.S. Census Bureau, County Business Patterns 2023, metro and county files, summed across the buyer categories on this page (each site counted once). County files withhold some size-class counts that the metro file reports, so 271 sites cannot be placed in a county.

Abstrakt territories in this market

Richmond, VA. A strategist confirms which one your program would hold.

The owners that anchor Richmond

Each fact links to its source, checked 2026-10.

3 more anchor owners in Richmond
Projects and economic activity

What is being built in Richmond, and who it puts to work

Named projects from primary and local news sources, researched September 2026. Market intelligence, not open bids: confirm timing with the owner.

Google Project Peanut Data Center Campus

$137,000,000 electrical permit and $95,780,669 cold shell permit for Building 2

Under wayUnder construction, Building 2 permits issued September 2026

A three-building Google data center campus on a 300-plus acre site on Bermuda Hundred Road in Chester, Chesterfield County, part of Google's $9 billion Virginia investment.

September 2026 permits for Building 2 cover permanent power, the cold shell and mechanical work, so electrical, mechanical and fire protection crews have a long runway, with a separate $144.3 million data center permit issued at the same address range.

electricalHVACfire protectionconstructionpaving

Richmond BizSense, 2026-09-30 (opens in a new tab)

LEGO Manufacturing Virginia

$1 billion

Under wayUnder construction, full completion expected January 2027

LEGO's first U.S. factory, more than 1.7 million sq ft across 13 buildings including molding, packing and a high-bay warehouse, at Meadowville Technology Park in Chesterfield County.

Steel topped out in October 2025, so the push to a 2027 finish is interior mechanical, electrical, fire protection and floors, followed by ongoing maintenance, cleaning and grounds work on a large campus.

HVACelectricalfire protectionflooringcleaning

Virginia Business, 2025-10-01 (opens in a new tab)

VCU Health Pauley Heart Center Pavilion

$90 million

Opening or openBroke ground April 2026, opening April 2028

A two-story, 100,000 sq ft outpatient cardiac center with imaging, exam rooms, research space and cardiac rehab at 1505 Robin Hood Road, next to Richmond's Diamond District.

Imaging suites with two MRIs and a CT scanner drive specialized electrical and HVAC work, and the 450-plus space surface lot adds paving and site landscaping before the 2028 opening.

HVACelectricalpavingflooringlandscaping

Richmond BizSense, 2026-04-30 (opens in a new tab)

Shamin Hotels Scott's Addition Hotel (Residence Inn and AC Hotels)

more than $100 million

Under wayBroke ground May 2026, two-year construction

A 12-story, 253-room dual-brand Marriott hotel with a 10,000 sq ft ballroom, rooftop bar and 253-space parking deck at 921 Myers St. near Scott's Addition in Richmond.

Thomas Builders is the general contractor on a two-year build, so subcontract packages for interior finishes, guestroom and ballroom flooring and painting follow the structure, and a 253-room hotel needs housekeeping support and recurring cleaning once open.

constructionpaintingflooringcleaning

Richmond BizSense, 2026-05-19 (opens in a new tab)

The Mondelle (Hilton) at Springline at District 60

$160 million

Under wayBroke ground December 2025, at least two years to build

A 12-story, 270-room Hilton with more than 30,000 sq ft of meeting space, a 12,600 sq ft ballroom, a rooftop restaurant and a rooftop infinity pool at Midlothian Turnpike and Chippenham Parkway in Chesterfield County.

Clancy & Theys is building through at least 2027, and a rooftop restaurant and pool deck make the roof assembly a major package; ballroom, meeting room and guestroom interiors bring flooring and painting work late in the job, then ongoing cleaning for a full-service conference hotel.

constructionroofingflooringpaintingcleaning

Richmond BizSense, 2025-12-12 (opens in a new tab)

West Ridge High School

$196 million

Opening or openTopped out June 2026, opening August 2027

A two-story, 340,000 sq ft high school for 2,400 students with more than 100 classrooms, two gyms, a 962-seat auditorium and a 3,500-seat stadium at 17500 Duval Road in western Chesterfield County.

With the structure topped out and an August 2027 opening, the 330,000 sq ft main building moves into roofing, interior painting and flooring for more than 100 classrooms, gyms and an auditorium, followed by a custodial and floor care contract for a school this size.

roofingpaintingflooringcleaningconstruction

Richmond BizSense, 2026-07-27 (opens in a new tab)

VCU West Grace Street Housing Project

$145.7 million construction services agreement; $205.7 million overall anticipated cost

Opening or openConstruction contract approved September 2026, opening fall 2028

A 325,000 sq ft, roughly 985-bed residence hall with a 13-story tower and eight-story wing, plus dining and retail space, at 700 and 720 W. Grace St. on VCU's Monroe Park campus in Richmond.

Kjellstrom & Lee is construction manager with utility and site work underway, so roofing, interior painting and flooring packages for nearly 1,000 beds, a dining venue and retail space come up ahead of the fall 2028 move-in.

constructionroofingpaintingflooring

Richmond BizSense, 2026-09-14 (opens in a new tab)
Market view

What we see in Richmond

Split Richmond into two territories before anyone makes a call. Henrico County holds 30% of the metro's larger buyer sites and the City of Richmond 18%, and together they are the established base. Chesterfield County, with 25%, is where the largest dated projects are going up.

In Chester, Google's Project Peanut data center campus pulled permits in September 2026 for permanent power, a cold shell and mechanical work on its second building, which gives electrical, mechanical and fire protection crews a long runway. LEGO's first U.S. factory at Meadowville Technology Park is pushing interior mechanical, electrical, fire protection and floors toward a January 2027 finish, and its warehouse in Prince George County adds a large roof and truck courts. West Ridge High School topped out in June 2026 and moves into roofing, painting and flooring for an August 2027 opening.

Those projects land on crowded trades. Electrical ranks #87 of 100 markets for room and cleaning #85, with only 2.9 larger buyer sites per cleaning firm. A cleaning contractor here wins by naming the building before the ribbon cutting, not by calling the same office parks as everyone else. Fire protection has more space at #37 of 96, though its contractor count rose 13.9% since 2021.

For a first buyer list we would take health care. Medical offices rose by 104 in a year, hospitals by 11, and senior care runs 1.32x the U.S. concentration. VCU Health is building the Pauley Heart Center Pavilion by the Diamond District for an April 2028 opening, with imaging suites that drive specialized electrical and HVAC work.

Abstrakt's reading of the sourced figures and projects above, written .

Decision-makers

Who signs, and how many of them work in Richmond

15,770 general and operations managers, 4,000 buyers and purchasing agents and 1,900 computer and information systems managers work in the Richmond, VA metro. Jobs across every industry, not a contact list.

Jobs and median annual pay by title, Richmond, VA
TitleJobsMedian payTrades that call this title first
General and operations managers
SOC 11-1021
15,770$108,670MSP
Buyers and purchasing agents
SOC 13-1020
4,000$82,370
Computer and information systems managers
SOC 11-3021
1,900$180,640
Medical and health services managers
SOC 11-9111
1,760$129,660
Construction managers
SOC 11-9021
1,270$110,350
Property, real estate, and community association managers
SOC 11-9141
920$87,440landscaping, painting, paving
Education administrators, postsecondary
SOC 11-9033
540$126,850
Purchasing managers
SOC 11-3061
490$147,410
Facilities managers
SOC 11-3013
440$110,780cleaning, construction, electrical, flooring, roofing, fire protection, HVAC

Source: U.S. Bureau of Labor Statistics, Occupational Employment and Wage Statistics (OEWS) (opens in a new tab), May 2025, Richmond, VA, all industries. Each title is the closest BLS occupation to a role in the trade's playbook; titles BLS does not publish for this metro are left out. Each trade link opens the Richmond guide's decision-maker questions.

Opportunity estimator

What Could Your Next 12 Months in Richmond Look Like?

A planning model, not a forecast: put in your own numbers and it applies Abstrakt's national sales center rates for your trade.

Default 16.1%: Abstrakt national rate for this trade. Use your own if you know it.

Baseline, 12 months

12,000prospecting dials
86meetings set
22proposals
3.6customers won
$89,355first-year value of those customers
Scenarios
ScenarioDials per meetingMeetingsCustomers wonFirst-year value
Conservative190632.6$65,841
Baseline140863.6$89,355
Optimistic1081114.6$115,831
Get My Richmond Opportunity Assessment

How it works. Meetings are dials divided by dials per appointment; proposals, customers won and value follow from the proposal rate, the win rate and your customer value. The rates are Abstrakt sales center, Performance Intelligence, national, October 2026, across all programs, not Richmond results; the scenarios use the slower and faster quarter of buyer industries. Outbound results typically build over 6 to 12 months, so a first year rarely runs at a full year's pace. Benchmarks by trade and method.

Hiring locally

What an in-house SDR costs in Richmond

  • 5,710people in the role locally, all competing for the same hires

Source: U.S. Bureau of Labor Statistics, Occupational Employment and Wage Statistics (OEWS), May 2025. Sales representatives of services, except advertising, insurance, financial services and travel (SOC 41-3091).

In-house SDR, first year (illustrative)$124,700

An illustrative model, not a quote: in-house adds $15,000 commission, 25% payroll taxes and benefits, $550/month tools, $7,000 recruiting and training, 35% yearly turnover, and manager, QA and admin time, before ramp time. Abstrakt includes the SDR, management, tools and data.

Local sales intelligence

See how a Richmond program is built in Abstrakt Intelligence

Ava walks through the platform our strategists use, set to Richmond.

Abstrakt Intelligence

This demonstration showcases real Abstrakt Intelligence capabilities using fictional companies and contacts to protect client and prospect privacy. Ava is Abstrakt's AI guide. The screens are the demo set to the Richmond territory; its territory counts come from the demo data, not the Census figures above.

Read the transcript of Ava's Richmond walkthrough

Hi, I'm Ava.

Here's what an Abstrakt program looks like in Richmond.

First, we size your territory.

The Richmond area has about 29 thousand companies and 132 thousand business contacts.

Next, we pick the playbook for your industry.

Each playbook starts with criteria that have already booked meetings.

For roofing, that's roof size, roof age and who owns the building.

Then we build the list.

Anyone who isn't a fit comes off before a rep ever sees the name.

Every prospect gets a full profile.

The decision-maker, the building, and every touch so far.

Before the first dial, each rep practices in an AI role play and gets certified.

Now the calls start.

The dialer, the talk track and the follow-up all live in one place.

Every meeting is reviewed for quality before it reaches you.

And we track each one all the way to closed.

We take one client per trade per territory.

Once a spot is taken, it's gone.

Check if your trade is still open in Richmond.

Client results

Results from programs like this one

Each story is labeled with where the program ran. Abstrakt runs every program from its St. Louis sales floor.

  • Commercial cleaningLocal program, Tulsa

    How Century Facility Services broke its referral ceiling: $415K closed in year one

    Century Facility Services

    After losing a sales rep, Century Facility Services outsourced outbound and booked 58 appointments and closed $415K in year one.

    • 58 appointments booked
    • 7 deals closed
    • $415K closed business

    First year of the program (case published April 2026)

  • Commercial roofingRegional

    How Schena Roofing booked 475 appointments and kept a seasonal calendar full

    Schena Roofing & Sheet Metal

    Schena Roofing booked 475 appointments and closed $1.69M from 2018 to 2024, with another $1.39M in proposals delivered.

    • 475 appointments
    • $1.69M closed business
    • $1.39M in proposals delivered

    2018 to 2024, from Abstrakt program records. Closed business and proposals delivered are separate figures.

  • Fire protectionLocal program, Philadelphia

    How Harring Fire Protection turned outbound and inbound into $200K in new business

    Harring Fire Protection

    Outbound appointment setting plus an inbound website produced 195 appointments and 16 closed deals worth $200K in 28 months.

    • 195 appointments booked
    • 16 deals closed
    • $200K closed business

    28-month partnership (case published April 2026); search figures within 12 months of the February 2025 site launch

See all client stories

Outsourced sales development

How Abstrakt runs a Richmond program

Reps on Abstrakt's St. Louis sales floor work your Richmond list by phone, email, LinkedIn and direct mail after two weeks of training and certification on your account.

Contractor licensing in Virginia

Virginia requires a Board for Contractors license for work over $1,000, with Class C (under $30,000 per contract), Class B ($30,000 to under $150,000), and Class A ($150,000 or more, or $1 million or more in 12 months). Each license carries classifications or specialties that define the type of work allowed.

Confirm with Virginia Department of Professional and Occupational Regulation (DPOR), Board for Contractors (opens in a new tab). Checked 2026-09-30.

Free market report

The State of Outbound Sales in Richmond, 2026

This page's Richmond data in one report for your team, with the Virginia calling rules. No form to fill in.

Free trade territory report · PDF

Get the territory report for your trade in Richmond

One trade, one city, every page about your market: the account types that buy your work here and how many of each, Tier 1 sites, the counties to start in, who signs and what to ask them, the months that matter, federal contracts and permits, the Virginia calling rules, and whether the territory is still open. One client per trade per territory.

  • Account tiers and a worked first-list example
  • Decision-maker roles, questions and objections
  • A 90-day calling plan sized to the Richmond counts

Send me the report

Free. The download starts as soon as you press the button, and the next page links it again. We use your details to follow up about it. Privacy Policy.

Territory assessment

See Your Richmond Sales Opportunity

A Partner Sales Manager sizes your Richmond territory for your trade, checks whether it is open (one client per trade per territory) and shows what a program would look like.

Program commitments, including activity and meeting expectations, are defined in your agreement before launch.

Get My Territory Assessment

All fields are required.

We use your details only to prepare and discuss your assessment. See our Privacy Policy (opens in a new tab).

Outsourced sales development in Richmond, answered

Does Abstrakt provide B2B lead generation and appointment setting in Richmond?

Yes. Abstrakt runs outsourced lead generation and B2B appointment setting across the Richmond, VA metro from its St. Louis sales floor: U.S.-based reps prospect the buildings, qualify the opportunity and book meetings with the person who signs. We take one client per trade per territory.

How does B2B appointment setting work for a Richmond program?

It starts with the list. Of the 3,301 sites in Richmond with 20 or more people on site, we keep the ones that buy your trade inside your service area, then a certified rep works them by phone, email, LinkedIn and direct mail. Meetings are booked with the decision-maker, reviewed before they reach you and tracked to a proposal and a close.

Which commercial trades have the most room to grow in Richmond?

Measured by larger buyer sites per contractor across the markets we track (a market is ranked for a trade only where it has at least 10 local contractors), commercial landscaping (#34 of 100), fire protection (#37 of 96) and commercial roofing (#54 of 89) rank best in Richmond.

What kinds of businesses are concentrated in Richmond?

Compared with the national mix, Richmond has more senior living and nursing (1.32x), auto dealerships (1.31x) and warehousing and distribution (1.22x). Those industries are the best-represented buyers for trades that serve them.

Is the Richmond business market growing?

Yes, on both counts below. Private business establishments across Richmond's counties went from 40,392 in 2021 to 43,178 in 2025 (+6.9%), and private employment +8.2% (U.S. Bureau of Labor Statistics, Quarterly Census of Employment and Wages, annual averages). In the latest Census count, 3,097 establishments opened and 2,695 closed in the metro (U.S. Census Bureau, Business Dynamics Statistics, 2023, March to March), so openings ran ahead of closings by 402.

How much federal construction money is spent in Richmond?

Federal contract obligations with a place of performance in Richmond's counties came to $974.5 million in federal fiscal year 2026 (October 2025 to September 2026), $57.0 million of it in construction (NAICS 23) (USAspending.gov (U.S. Department of the Treasury), retrieved 2026-10-15). Fiscal 2026 will still rise as delayed defense contract actions post.

What do the new Richmond-area hotels mean for finish trades?

Late-job packages, then housekeeping-scale cleaning. Shamin Hotels broke ground in May 2026 on a dual-brand Marriott near Scott's Addition with Thomas Builders as general contractor, and Clancy & Theys is building The Mondelle, a Hilton in Chesterfield County, through at least 2027. Flooring and painting for guestrooms and ballrooms follow the structure. Hotels already run 1.18x the U.S. mix here and added 20 locations in a year.

Why is one Veterans Affairs award so large in Richmond's federal construction numbers?

Federal construction in the metro is a small pool, so one job shows up clearly. A single Department of Veterans Affairs award in the City of Richmond accounts for $17.5 million, or 31% of the $57.0 million in construction obligations. Total federal contract spending fell 8.3% to $974.5 million, and Henrico County drew $281.6 million of it by place of performance. For most building trades the private jobs in Chesterfield County matter more.

Which counties make up the Richmond market?

The metro covers 16 counties. Henrico County, Chesterfield County and Richmond city hold 73% of the larger business sites, so most programs start there.

What does outsourced sales development cost in Richmond?

Starting at $5,000 per month for an Outbound BDR program, as a flat monthly program. The price depends on how many reps work your program, the channels, and how large a territory and how many trades it covers. For comparison, one in-house SDR costs about $124,700 in year one at a $55,000 base salary on our illustrative model, before ramp time.

Sources and method

Updated . Approved the local markets plan: the data sources, the method and the in-house SDR cost model shown on market pages: Scott Scully, Executive Chairman, October 15, 2026. Every figure is regenerated from its source by a script in the site's code, never typed by hand.

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