fren
    Corporate brokerageRecruitment & HREngineeringFacility management

    You test a product before you buy it.
    You buy a service on a promise.

    If the value can't be seen before the purchase, it's up to you to make it visible. Do you have a sales system for that?

    THE REALITY

    The same underlying shift, everywhere in B2B services

    +4.0% → +2.5%
    Growth in business services in France: sharp slowdown 2024-2025
    Xerfi, Oct. 2024
    80%
    of the B2B buying journey happens without any contact with a salesperson
    Gartner, 2023-2024
    6 to 10
    decision-makers involved on average in a complex B2B deal
    Gartner
    80-90%
    of new revenue at service firms still comes from word of mouth
    SyncGTM, 2026

    The market is slowing. Buyers are less available. Your only sales engine is a network that doesn't grow on its own.

    Selling a service is not selling a product

    PRODUCT
    • Testable before purchase
    • Immediate proof, comparable on a spec sheet
    • The product itself makes the case
    SERVICE
    • Nothing to test before purchase
    • Proof arrives after the sale, never before
    • The person delivering the service is part of what you sell
    WHERE TO ACT FIRST

    Four professions where the problem isn't your craft. It's your sales.

    1

    Corporate brokerage

    27,000 brokers in France (+25% since 2012) — the top 10 capture 60% of the Top 100's revenueXerfi, Feb. 2024
    The profession is already shifting towards consulting to escape the price war
    A sector that already knows it must upgrade its sales approach.
    2

    Recruitment & HR consulting

    70% of recruitment is still handled in-house in France, only 30% outsourced
    The documented cause: not price, but the lack of proof of perceived valueXerfi Global, Nov. 2024
    Service quality isn't the issue. Proof of its value is.
    3

    Engineering & design firms

    Client bargaining power = the sector's most intense competitive forceXerfi Global, Oct. 2024
    Revenue down 4% in 2023, after 4 years of solid growth (+4.7%/year)
    Technical experts rarely trained in sales. The right moment.
    4

    Facility management

    Outsourcing is growing faster than in-house (CAGR +5.71%) — but in-house remains dominant at 53.2% in 2025Mordor Intelligence / CBRE
    2023-2024 wave of buyouts: "scale advantage is a reality"Xerfi, May 2025
    Consolidation is accelerating. Structured selling is becoming the real point of differentiation.

    The 4 blind spots that keep coming up everywhere

    The rainmaker syndrome

    The founder is the only sales engine. No plan B.

    The catalogue pitch

    "We do X, Y, Z" — a list, not a promise of results.

    Move from a list to a promise: STRATA™

    Forgetting the client's trigger for change

    99% of B2B purchases are triggered by an internal change (Gartner) — rarely addressed in meetings.

    Uncover the need for change in meetings: ASSERT™

    All-network or all-digital

    A buyer is 1.8x more likely to close when digital tools are combined with structured selling (Gartner). Few firms do this.

    Why 2026 is the tipping point

    1

    AI

    AI commoditises generic information → value shifts towards judgement and trust

    2

    The autonomous buyer

    61% → 67% of B2B buyers prefer a buying journey with no sales contact (Gartner, 2024-2026)

    3

    Pricing pressure

    Pricing pressure is hitting every service profession at the same time

    Toffler predicted it back in 1980 (The Third Wave): knowledge stops being the advantage in itself. What makes the difference is the ability to structure it and deliver it reliably and repeatably.

    We do not replace your expertise. We structure what happens between that expertise and the revenue it should generate: a sales maturity assessment, a method that goes beyond networking alone and a message that expresses your real differentiation.

    I want to know where my firm is really losing opportunities.