Smarter Growth: What high-performing companies do differently

For many businesses across industrial sectors such as property, infrastructure, and manufacturing, growth is often equated with winning bigger contracts or expanding into new markets. While those strategies matter, they can also be high-cost, high-risk and expereinfce high failure rates. Particularly if the fundamentals aren’t solid.

The truth is, sustainable, scalable growth often comes from improving how you serve and grow value with the clients you already have.

Growth through focus, not just expansion

Here’s what high-performing B2B companies do differently:

• Retention as a growth strategy – Securing contract renewals and maintaining long-term client relationships creates more predictable revenue and reduces churn. In construction, that might look like being the go-to firm across multi-phase developments. In manufacturing, it’s about delivering reliably, on time, and with continuous improvement in quality and service.

• Upselling & cross-selling effectively – Companies that understand their clients’ evolving needs can offer value-add services—whether that’s ESG performance deliverables, integrated data and reporting solutions, or post-project sustainability reviews.

• Better service delivery as a differentiator – Businesses that digitise client interactions and leverage data (like through dashboards, real-time tracking, or simple contract management portals) stand out in sectors that are often operationally complex. Proactive communication, data driven insights and streamlined service also build trust—and repeat business.

• Formalising strategic partnerships – Leading firms are building deeper commercial relationships with key clients, focused on premium initiatives that deliver value across multiple projects and reporting periods. These partnerships promote innovation, performance consistency, and shared long-term success.

Reputation and delivery often matter more than branding. Long-term client relationships can become your best growth strategy.

• Case Study: Hilti’s shift to customer-centric growth

  Hilti, a global construction tools and solutions provider, is a great example of growth without overcomplication. Rather than chasing every new market opportunity, Hilti focused on:

  • Deepening value with existing customers through innovative service models.

  • Building out a subscription-based model for its tools and fleet management services—improving retention and recurring revenue.

  • Investing in digital tools to help customers manage construction assets, safety, and costs.

  The result? Stronger client loyalty, predictable income streams, and a reputation as more than just a product supplier—but a partner in performance.

  Strategyzer documents how, in the early 2000s, Hilti shifted from selling high-quality tools to offering tool fleet management services for construction companies. The study highlights the challenges faced during this transformation, including aligning the sales force with the new model and addressing operational hurdles.

Key Takeaways:

1. Smart growth isn’t always about more, sometimes it’s about better.

2. Look inward before expanding outward. Sustainable growth often starts with deeper value from your current client base.

3. Value creation comes from service, trust, and delivery, especially when complexity and competition are high.

4. Digitisation, integration, and data-driven insights help enhance service delivery and client experience.

5. Strategic partnerships across projects and reporting periods can drive innovation and performance consistency.

What’s your most effective growth strategy—new business or deeper relationships?