How to Secure More HVAC Contracts and Grow Your Business

Author: Tim Moegen
April 24, 2025 - 6 MIN. READ

Key takeaways:

• There are many ways to grow your pipeline, from networking and upskilling to building a strong digital presence.
• Raiven helps you scale smarter with an AI-enabled buying platform designed to boost efficiency and profits.

The HVAC industry could be worth $35.8 billion by 2030. Contractors should get ahead by locking in more contracts and exploring smart scaling strategies.

Not just one-off jobs. The real growth lies in ongoing service agreements that include preventive maintenance and recurring service calls. These contracts create steady cash flow, build long-term client relationships, and position your business as the trusted go-to for future upgrades and major repairs.

Here are proven strategies to help you land more HVAC contracts and scale your business sustainably.

How to Win More HVAC Contracts

The HVAC market is poised for growth, making now the ideal time for contractors to plan and prepare for operational scaling and increased demand.

To better understand this growth, we should discuss industry trends and why consumer interest is about to spike.

New HVAC installations dropped between 2009 and 2010, and now, 15 years later, there are fewer HVAC systems that need replacement.

Here's the thing: The market picked back up in 2012 and after. As these HVAC systems reach the 15-year mark, more jobs and sales opportunities are coming.

With maintenance contracts, now is the perfect time to generate leads and get closer to your target audience. When the furnaces and air conditioner units were installed in 2012, and after needing replacement, you'll be in a perfect position to scale up for business growth.

Networking

Here's some tried-and-true advice: No matter how big your online presence is, nothing can replace in-person connections.

Try these networking strategies for growth:

• Follow up with existing customers. This is key to building a relationship with them, which will make them more likely to recommend your HVAC services to their friends.
• Attend local events for business owners. You'll meet other contractors there who can become partners with complementary skills for larger projects.
• These events can also be a good way to meet professionals in other industries, such as property managers and commercial building owners who need HVAC service contracts.

Certifications

Upskilling is a smart career move. It opens up new avenues and helps you keep up with the latest trends in the HVAC industry.

Plus, it builds trust with customers. Because commercial property managers have compliance requirements to follow, certifications can support your lead generation efforts in that space.

If you don't already have them, consider pursuing these certifications:

• NATE certification
• HVAC Excellence
• ASHRAE certifications (for a more specialized focus in areas like designing HVAC systems)

Better Quote and Proposal Processes

Create a great experience for prospective customers with efficient quote and proposal processes.

Requesting a quote should be quick and easy - and you should respond fast with accurate pricing. For more complex HVAC projects at the commercial level, you should have a process in place to outline the scope of the work, create a timeline, and complete a cost analysis.

AI can help! Look into AI tools for generating templates, drafting materials lists, or drawing from historical data to create accurate timelines and price estimates. AI can also streamline communication during the lead-generation process.

Boost Your Digital Presence

We've discussed networking and in-person events - a strong digital presence is complementary. Once you've developed your online presence, your marketing channels will keep bringing in potential leads with little time and effort required from you.

Here's how you can rank in local Google searches and get new leads:

• Keep your website up to date and publish blog posts often. Optimize your content and landing pages with local keywords.
• Be active on social media. Creating content for social media platforms is an opportunity to connect with your local community.
• Look into email marketing. Sharing HVAC maintenance tips can be a great way to generate repeat business.
• Ask your customers for online reviews. It's legal to do so if you follow a few rules and more than 75% of consumers trust them.

Focus on In-Demand HVAC Trends

Going beyond regular HVAC maintenance can attract potential customers and help you secure larger jobs.

What kind of HVAC trends can support your business plan?

• Heat pumps are in high demand. Sales are outpacing gas furnaces, and learning to install and maintain them could open new markets.
• More consumers are aware of indoor air quality. Stand out from the competition by offering air quality solutions!
• Energy efficiency is another big one. As residential and commercial customers look for ways to reduce energy bills, offering eco-friendly and cost-effective HVAC solutions can be a plus.
• Regular maintenance plans are another interesting area for growth. Many budget-conscious consumers and commercial customers are looking to extend the lifespan of their current air conditioning units and are ready to invest in annual maintenance.

Expand to New Markets

Going after new markets will open up opportunities for new HVAC contracts. You could branch out to the commercial space if you're in the residential space. There is a strong need for reliable HVAC maintenance services for commercial and industrial buildings.

While these trends can help with lead generation, it's important to pay attention to your local market - talk to your customers to get a better idea of the kind of HVAC services they would find valuable.

How Raiven Helps HVAC Contractors Stand Out

Raiven is a leading supply chain network. Our goal is to bring suppliers and contractors like you together, and with more than 2,500 members, we're ready to reshape the trades' supply chain.

Our AI-enabled platform makes shopping for the right HVAC supplies easy. Plus, we pre-negotiate savings with our supplier partners, helping you save 7 to 30% on the parts and materials you need.

Having access to a large network of suppliers boosts flexibility and reduces delays. It's a win in terms of reliability and customer satisfaction!

Centralizing your buying activities on our AI-enabled platform means getting better visibility over things like project costs and lead times. This helps you create accurate quotes and timelines as you grow your business!