Most of the leads listed on Maryland Lead Source are related to companies expanding, relocating, downsizing or merging. Companies are affected in a number of different ways by these activities. When a company relocates, for instance, it triggers a number of different needs from commercial real estate and moving to telecom and security systems. A company’s primary need when moving is a new location. Finding a new space requires the assistance of a commercial realtor. In instances where a company decides to build a new building they will require the services of contractors and builders in addition to real estate professionals. Once a location is selected it may have to be built out to suit the new tenant’s needs. In addition to being built out, voice and data cabling will have to be run throughout the space to ensure connectivity for both phone and internet service. Other physical preparations such as paint, carpet, tile, and drywall will also need to be taken care of prior to occupying the space. Once the physical space is prepared there is still the issue of relocation. Moving a company is vastly different than moving a residence. Transplanting a company while minimizing their down time and creating a seamless transfer all while servicing customers requires planning and the assistance of multiple vendors. Depending on the size and complexity of the relocation it may make sense to utilize a consultant or project management company to assist with all of the planning. Some of the vendors commonly utilized during this process are commercial movers for the physical relocation, telecom vendors for moving phone switches, and IT companies for taking down servers and reinstalling them. If a company is relocating because of growth they may need additional furniture, phones or computers.

The first step in utilizing Maryland Lead Source is determining at which point of a real estate transaction your industry typically becomes involved. A commercial realtor would have to be involved very early on where as a commercial mover may not be involved until the final stages of planning. By determining your industry’s timeline you will be able to determine which leads to address first. Often the best approach is determining who will be coordinating the project and educating them on how your industry fits into the larger picture. If they have not made any arrangements to work with a vendor from your industry offer to do a site survey or to assist with putting together a budget number for that particular piece of the project. When calling on these leads you should not let the company know that you know they are moving. You should introduce yourself and your company along with the range of services you offer.