Find the Secure AI revenue in facilities management.
A full-day working session for Ingram Micro Microsoft partners. How FM providers, field service and outsourced business services firms make money, where AI could help, who signs the order, and how to reach them. Included with Cumulus Practice and Executive. £500 per MSP for Community members, up to 2 seats.
Microsoft co-op funding. Subject to eligibility, you may be able to claim back up to 100% of the £500. We give you the invoice and the proof-of-execution paperwork the claim needs. Check with Ingram that you qualify before you rely on it.
You sell the same technology to every industry. You cannot sell the same business case to every industry.
The same Microsoft work sells differently to an FM provider than to a manufacturer, because their money is made and lost in different places.
An engineer does four jobs a day. The schedule says six. Across 210 engineers that is a third of the working day, gone. It is not because they work slowly. It is because the job pack was not ready: no asset history, no parts, no access details. So the schedule gets rebuilt 1.4 times a job, and the day never catches up.
Commercial consulting goes deep into one sector. Technology implementation works largely the same way across all of them. Both matter, and they are bought by different people.
They need measurable business outcomes.
They need IT policies and change management.
Secure AI adds a business conversation above the technical one. Neither is better. An MSP needs both, and needs to know which one it is in.
Answers: I already know Microsoft, so why do I need an FM workshop? You already sell across the horizontal. This workshop builds the vertical.
This is how Cumulus reads the sector. It comes from our own model and from interviews with people who run these firms. Treat it as a pattern to test on your own customers, not a fact.
Being brought in after the business decision has already been made.
That decision gets made in a conversation about the customer’s business, not their IT. This workshop is about how to get into that conversation.
We only hear about it when they ask us to quote.
We built exactly what they asked for, but there was no next conversation.
Whoever leads the commercial conversation writes the requirement everybody else quotes against. A requirement written without you leaves you competing inside somebody else’s decision, often on scope and price rather than business value.
Three numbers an FM board watches.
Most technical sales conversations do not begin with these. If yours does, you have a much stronger reason to speak with the people who answer for the economics.
4 of a possible 6
Jobs completed a day against what the schedule says is possible. The board number, and the gap is not about how fast anybody works.
75 to 85%
Jobs completed on the first visit. A return trip costs twice and takes a slot from somebody else, and almost nobody has costed it that way.
8% won, 4% run
What a contract earns against what it costs to run, across its whole life. It erodes a little each month and is usually only assembled properly when the contract comes up for renewal.
Five kinds of provider. One method.
All five deliver a service under a contract at a price fixed in advance, so one model covers them all. What changes is how much of the cost is labour on somebody else’s site.
Which one you are in front of changes the examples, not the method.
Answers: will this cover the providers I actually sell to? The worked example is a hard FM and field service operator, because the job pack problem is worst there.
The 4-Step Vertical Business Outcomes System, applied to facilities management.
One method, applied to a different sector each month.
Know the sector
How these providers make money, the numbers their board watches, and where engineer hours and contract margin get lost.
Open the door
The customers you already have, the firms worth targeting, and how to get a meeting with the person who signs. This is not a cold-calling list.
Find the AI opportunity
Where AI could make them more money, free up time, or cut risk. Then how a customer moves through the four steps, starting with a free assessment.
Build the case
How the work should run afterwards, what it is worth, and how to prove it if they ask.
Know the sector → open the door → find the AI opportunity → build the case
Answers: what will the day teach me to do? Sector knowledge, then trusted access, then a customer opportunity, then a commercial case.
Where the opportunity sits in an FM provider.
Five places to look. They are not equal, and the biggest one is usually not where you start.
The one worth most is often the one they cannot build yet. Telling them apart is the job.
Answers: where would I actually start? Sizing any of this in a provider’s own numbers is what the Secure AI Business Case & Process Design does, not the workshop.
One rule this sector will test you on. Engineers have seen systems come and go. If it adds a step on a phone in a plant room with no signal, it will not be used, and the case collapses with it. Every engineer-facing change here is framed as fewer calls back to the helpdesk, never as more tracking. And before anything is promised on asset data, one question: the asset register usually belongs to the client, so what does the contract entitle the provider to hold and use? That is the most common blocker in the sector, and it is contractual rather than technical.
Who you need in the room at the customer.
These vary by sector. In facilities management they are usually:
Answers for jobs per engineer
Ask how many jobs an engineer does a day and how many the schedule says is possible. Then let them do the sum across their engineer count.
Answers for contract margin
Knows what the service credits cost, and will check your arithmetic before anyone else does.
Rebuilds the day
Knows how often the plan is gone by nine. Nobody ever asks them about it in money.
Decides what the contract permits
The asset register usually belongs to the client, not the provider. Before anything is promised, they decide what may be held and used. Ask for them by name.
How MSPs usually get ready for a sector.
All three are sensible. Here is where each one stops being enough.
You get the size of the market and the growth rate.
Your engineers learn the product properly, and usually for free.
You get a list of things AI can do, with examples.
The workshop gives you the part none of them cover. How an FM provider makes money, where AI could help, who signs the order, and up to 200 target accounts.
Four things these providers say.
If you have sold into facilities management you have heard at least two of them. Each one is engineer hours, and none of them sounds like an AI problem.
Engineers do four jobs a day and the schedule says six.
The day gets rebuilt before ten o’clock, every day.
We go back a second time because the part was not on the van.
The asset register belongs to the client and we cannot see it.
Their words beat your list every time. The workshop covers what each one costs, and which of them AI can do something about.
What you leave with on the day.
The five sub-sectors, the three board numbers, and the eight processes that carry the money.
One opportunity packaged into something your team can quote.
Four roles, what each one answers for, and the number each is measured on.
Up to 200 named UK FM providers, field service and outsourced business services firms, picked to match the kind of provider the workshop covers. Enough to start booking meetings.
What to say first, and what to ask before you propose anything.
How to move a customer from a first conversation to an implementation, without asking them to commit early.
Three priced steps, then the build.
The customer only buys the next step if the last one was worth it.
- 1 Secure AI Opportunity Assessment Free. Find where Secure AI could create value.
- 2 Secure AI Business Envisioning Workshop £2,500. One day with the leadership team. Find the business needs, rank the Secure AI opportunities, and agree which one moves forward.
- 3 Secure AI Business Case & Process Design From £15,000. Four to eight weeks. Build the business case, redesign the process and produce the high-level solution design needed to decide on the build.
- 4 Secure AI Implementation Your price. You complete the detailed technical design, then build, deploy and integrate it, and run it for a monthly fee.
One day does not make you a facilities management consultant. It does let you open the right conversation and work out whether there is a deal in it. If a real opportunity needs deeper work, Cumulus does the commercial side. Your customer stays yours.
Practice and Executive members pay nothing, because this workshop is included. Community members pay £500 per MSP, plus VAT, and that covers two seats.
Eligible partners may be able to use Microsoft co-op funding. Check your eligibility and the claim route with Ingram Micro before you count on the money.
Book your MSP’s place.
Thursday 22 July 2027, virtual. Four short steps. Two seats are included, and you can add the second person later.
Ten sectors. One workshop a month. Business Services & FM is the ninth.
Book Business Services & FM for £500. Or join Cumulus Practice for £3,500 a year and get all ten workshops plus the complete 5P System. Ten workshops bought separately would cost £5,000.
Win the business case before you win the build.