If you run a field service business, you already know the rhythm: some weeks are full throttle, others fall unexpectedly quiet. Project-led and reactive work naturally fluctuate, but that unpredictability makes planning, investment and staffing far more difficult than they need to be.
Diversifying your revenue doesn’t mean changing your business identity or introducing work your engineers dislike. It simply means creating steadier, more reliable income streams — the kind that help you grow with confidence and stay resilient during seasonal dips or economic uncertainty.
Most field service companies already have everything they need to diversify: deep technical expertise, loyal customers and assets that can be packaged into new offerings. With the right structure, these strengths can be converted into predictable revenue.
Table of Contents:
- Turn One-Off Jobs Into Predictable Service Plans
- Serve New Customer Segments or Regions
- Add Complementary Services Your Customers Already Expect
- Offer Digital and Remote Services That Scale
- Turn Expertise Into Training and Workshops
- Make Idle Assets Earn Their Keep
- Build Partnerships and Referral Agreements
- Add Products and Consumables That Support Your Services
Why Diversification Matters Now
Recent research on the state of small businesses in the UK shows just how challenging the operating environment has become. The State of Small Business Britain 2024 report highlights a noticeable decline in financial resilience, with more than half of SMEs holding cash reserves that would last less than six months. It also shows a sustained drop in turnover confidence, and identifies falling customer demand as the most common concern among small firms — now surpassing issues such as inflation and energy costs.
The same report reveals how difficult consistent growth has become. Only a small proportion of SMEs achieved sustained turnover increases over the last three years, and very few early-stage businesses reach major revenue milestones within their first few years. In short, the market is more volatile, customer spending is tightening, and small businesses are under growing pressure to operate efficiently and adapt quickly.
For field service companies, these pressures are even more acute. Work volumes can shift week to week due to seasonality, contract cycles, equipment failures or wider economic uncertainty. When a business relies heavily on one revenue source — usually reactive job work — even small fluctuations can have a significant impact on cash flow and resource planning.
This is where diversification becomes so valuable. It spreads risk across multiple income streams, stabilises revenue throughout the year, and helps build the financial resilience needed to grow confidently. And the opportunities are much broader than many field service companies realise.
Below, we outline eight practical and achievable ways field service businesses can diversify their revenue without overcomplicating operations or drifting away from their core strengths.
1. Turn One-Off Jobs Into Predictable Service Plans
One of the simplest and most effective ways to diversify revenue is by converting ad-hoc jobs into recurring service plans. This reduces the reliance on reactive work and gives your business a dependable financial baseline.
Planned preventative maintenance (PPM), annual servicing packages or multi-site maintenance plans give customers peace of mind and protect your cash flow at the same time.
Examples for field service businesses:
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Annual HVAC or electrical inspections
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Compliance-driven fire safety testing
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Priority response packages
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Seasonal maintenance bundles
Recurring revenue creates stability — and stability creates room for growth.
2. Serve New Customer Segments or Regions
Growth doesn’t always require reinventing your service. Often it simply means offering your existing expertise to customers in new segments.
Many field service companies begin by expanding from domestic work into commercial environments, or by taking on contracts for housing associations, schools, healthcare facilities or multi-site retail. The work itself is familiar — the opportunities are just larger and more consistent.
Potential new segments for field service teams include:
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Facilities management companies
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Property management firms
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Local authorities
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Education and healthcare estates
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Hospitality and leisure chains
These customers value reliability, reporting and compliance — areas where digital job tracking and mobile workflows already give field service businesses an advantage.
Fieldmotion Brochure
See how Fieldmotion helps field service teams manage jobs, schedule staff, create invoices, and communicate with customers — all from one easy-to-use system.
3. Add Complementary Services Your Customers Already Expect
Most field service teams provide value far beyond the core job. Engineers regularly flag compliance issues, identify efficiency improvements or advise customers on asset condition — yet these insights often go unmonetised.
Offering structured, complementary services is a low-effort way to increase revenue while delivering more complete support.
Examples of complementary services include:
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Energy efficiency assessments
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Compliance audits and safety checks
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Asset condition surveys
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Equipment cleaning, calibration or testing
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IoT sensor installation and monitoring setup
These additions feel natural to customers because they sit so closely beside your existing work.
4. Offer Digital and Remote Services That Scale
Digital and remote services allow field service businesses to add new revenue streams without adding new vans, engineers or travel time. As more equipment becomes connected, customers increasingly expect proactive support, real-time monitoring and digital reporting.
Popular digital service options include:
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Remote troubleshooting sessions
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Subscription-based compliance or performance dashboards
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Predictive maintenance alerts
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Automated reporting for asset managers
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Digital training libraries or knowledge hubs
These services create recurring value and help your technicians focus on more complex, higher-impact work.
5. Turn Expertise Into Training and Workshops
Your engineers work with equipment and compliance requirements every day, which means they possess insights most customers — and even many facility teams — don’t have. Packaging that expertise into training or workshops can create a meaningful additional revenue stream.
Training opportunities for field service providers include:
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Equipment operation and safety training
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Onboarding sessions for new facilities or maintenance teams
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CPD-accredited training for specialist sectors
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Virtual Q&A or “ask the expert” sessions
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Practical maintenance refresher courses
Training not only generates revenue but also positions your business as a trusted adviser — a key differentiator in competitive service markets.
6. Make Idle Assets Earn Their Keep
Many field service businesses own equipment, vans or workspace that aren’t used year-round. Those assets carry cost whether they’re active or not — so turning them into revenue can make a noticeable difference to profitability.
Ways to monetise idle assets include:
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Renting specialist tools or testing equipment
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Leasing out vans or storage space
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Hiring out workshops, training rooms or meeting areas
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Providing temporary yard or container storage
This approach works especially well for businesses with depots, warehouses or engineering equipment that spends part of the year sitting still.
7. Build Partnerships and Referral Agreements
Partnerships allow field service companies to expand their offering without increasing headcount or operational complexity. They’re also an effective way to win new business through warm introductions rather than starting every conversation cold.
Common partnership models include:
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Installation agreements with manufacturers
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Referral programmes with suppliers and distributors
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Subcontracting relationships for overflow work
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Joint service packages with complementary trades
A strong partner network helps you reach new customers, strengthen your value proposition and smooth demand throughout the year.
8. Add Products and Consumables That Support Your Services
Product sales fit naturally into many field service workflows. Customers already trust your recommendations, and bundling the right products into your service offering makes life easier for everyone involved.
Common product revenue streams include:
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Filters, seals, batteries and other consumables
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Smart sensors or IoT accessories
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Cleaning kits and maintenance materials
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PPE and safety equipment
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Starter packs for new installs
Products enhance your existing service rather than competing with it — a straightforward way to increase order value with minimal operational overhead.
Fieldmotion Brochure
See how Fieldmotion helps field service teams manage jobs, schedule staff, create invoices, and communicate with customers — all from one easy-to-use system.
How to Diversify Without Overloading Your Team
Diversification works best when it’s intentional and paced. The most successful SaaS and service companies expand their revenue mix gradually, testing and refining each new offering before moving on to the next.
A simple framework:
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Stabilise your recurring revenue first.
It gives you the foundation to experiment confidently. -
Choose extensions that complement your existing strengths.
If it feels like a natural part of your service, it usually is. -
Pilot one new revenue stream at a time.
Keep operations smooth while you validate demand. -
Use partnerships when specialist skills are needed.
This prevents your team from becoming overstretched. -
Measure performance and customer value before scaling.
Double down on what works; refine or pause what doesn’t.
Diversifying revenue isn’t about being everything to everyone. It’s about building a business that stays steady when things get quiet, grows when conditions improve and makes the most of the expertise your team already has.
Field service companies are uniquely well placed to do this. You work in environments where trust matters, where equipment downtime hurts and where customers look for partners who can offer more than a quick fix. Whether you introduce maintenance plans, digital services, training, partnerships or complementary products, each new stream makes your business more resilient and your growth more predictable.
