To bid on commercial cleaning contracts, do a site walkthrough, calculate your costs per square foot, and write a clear proposal. Most commercial cleaning bids use a rate of $0.05 to $0.25 per square foot depending on the space type. This guide covers the full bidding process from finding opportunities to winning contracts.
Why Does Commercial Bidding Matter?
Getting commercial cleaning contracts is the fastest way to build steady, high-value income that comes in every month. One office contract can bring in as much as 10-20 home clients. But winning those contracts takes a clear bidding process. You need to show that you are professional, fairly priced, and able to deliver the same great results every time.
This guide walks you through the whole process. You will learn how to find jobs, do walkthroughs, set your price, and write a proposal that wins.
How Do You Find Commercial Bidding Opportunities?
Before you can bid, you need to find jobs. Here are the best places to look:
- Direct outreach — Call or email property managers, office managers, and building directors. Tell them about your company and offer a free walkthrough and estimate
- Government bid sites — Federal (SAM.gov), state, and local government websites list janitorial Requests for Proposals
- Real estate networking — Commercial property managers always need cleaning services for their buildings
- Business networking groups — Groups like your local Chamber of Commerce and industry events help you meet the people who make hiring decisions
- Online platforms — Websites like BidClerk, iSqFt, and cleaning industry platforms list commercial cleaning jobs
- Referrals from current clients — Happy commercial clients send you to other businesses and property managers they know
Why Should You Do a Walkthrough First?
Never bid on a commercial job without walking through the building in person. This is where you get the information you need to set the right price.
What to Write Down
- Total square footage — Measure the space or ask for floor plans. This is the starting point for your price
- Floor types — Carpet, tile, vinyl, hardwood, concrete. Different floors need different tools and take different amounts of time
- Number of restrooms — Restroom cleaning takes the most time and effort of any commercial cleaning task
- Number of offices and rooms — More rooms means more detail work like emptying trash, dusting, and vacuuming
- Common areas — Lobbies, break rooms, meeting rooms, and hallways
- Current condition — Is the space clean and well-kept, or dirty and ignored? The first clean costs more than regular cleanings
- Special needs — Hospital-level cleaning, security clearances, or certain cleaning products that must be used
- Access and scheduling — When can you clean? After hours, weekends, or during business hours?
Take photos during the walkthrough and bring a checklist. This helps you remember everything and gives you notes to look at when you prepare your bid.
What Is the Commercial Pricing Formula?
Commercial cleaning prices are mostly based on how big the space is, how fast you can clean it, and what you pay your workers. Here is the formula, step by step:
Understanding Production Rates
Production rate means how many square feet one cleaner can clean per hour. This changes based on the type of space:
| Space Type | Production Rate (square feet per hour) | Notes |
|---|---|---|
| Open office space | 3,000 – 4,000 | Minimal furniture, easy to vacuum |
| Private offices | 2,000 – 3,000 | More detail work per room |
| Medical facility | 1,500 – 2,500 | Higher sanitization standards |
| Retail space | 3,500 – 5,000 | Mostly floor care |
| School/daycare | 2,000 – 3,000 | Sanitization focus |
| Industrial/warehouse | 5,000 – 8,000 | Mostly sweeping/mopping |
Worked Example
Bidding on a 10,000 square foot office building cleaned 3 times per week:
- Labor hours per visit — 10,000 ÷ 3,000 (production rate) = 3.33 hours
- Hourly cost — $18 per hour labor + $7 per hour overhead (supplies, insurance, travel, management) = $25 per hour
- Cost per visit — 3.33 × $25 = $83.25
- Monthly visits — 3 per week × 4.33 weeks = 13 visits
- Monthly cost — $83.25 × 13 = $1,082
- With 20% profit margin — $1,082 × 1.20 = $1,298 per month
How Does Per-Square-Foot Pricing Work?
Here is a quick look at common per-square-foot rates for different cleaning schedules:
| Frequency | Basic Janitorial | Standard Cleaning | Deep/Detailed |
|---|---|---|---|
| 5 times per week | $0.04 – $0.08 | $0.08 – $0.15 | $0.15 – $0.25 |
| 3 times per week | $0.06 – $0.10 | $0.10 – $0.18 | $0.18 – $0.30 |
| 1 time per week | $0.08 – $0.14 | $0.14 – $0.22 | $0.22 – $0.40 |
How Do You Write a Winning Cleaning Proposal?
Your proposal is your sales pitch on paper. A clean, detailed proposal sets you apart from others who just send a one-line email with a price.
- Cover page — Your logo, company name, client name, date, and "Cleaning Services Proposal"
- Company overview — A short intro, years of experience, insurance, bonding, and certifications
- Scope of work — A detailed list of what is included: daily tasks, weekly tasks, monthly tasks, by area
- Cleaning schedule — Days and times of service, holiday schedule, and how you will communicate
- Pricing — Monthly price, with a breakdown if needed. Include extra services with pricing
- Quality checks — How you keep quality high: inspections, client feedback, and how fast you fix problems
- References — 2-3 current commercial clients (with their okay) who can speak to your work
- Insurance certificates — Attach copies of your general liability policy and workers' comp certificate
- Terms and conditions — Contract length, how to cancel, and price change rules
Use our Quote Generator as a starting point for making professional commercial cleaning proposals.
What Are Common Commercial Bidding Mistakes?
- Bidding without a walkthrough — Photos and descriptions do not show you everything. Always walk the space in person
- Pricing too low to win — Very thin margins lead to cutting corners, unhappy clients, and lost contracts. Set prices that allow lasting profit
- Ignoring restroom count — Restrooms take much more work time than other rooms. A building with 8 restrooms costs a lot more to clean than one with 2
- Forgetting overhead — Worker pay is just one cost. Also count supplies, equipment wear, insurance, travel, and your management time
- Copy-paste proposals — Every proposal should be written for that client's specific building and needs. Generic proposals rarely win
- No follow-up — After you send a proposal, follow up within 3-5 days. Many contracts go to whoever follows up first
How Do You Negotiate Commercial Cleaning Contracts?
- Know your lowest price — Figure out the lowest price you can take and still keep at least a 10% profit margin. Never go below that number
- Sell value, not price — If someone else bids lower, stand out by being more reliable, higher quality, faster to respond, and fully insured
- Offer choices — Give 2-3 pricing levels (basic, standard, premium) so the client can pick what fits their budget
- Lock in contract terms — Yearly contracts with 3-5% price increases built in protect you as costs go up
- Get everything in writing — The work details, price, schedule, and rules should all be in a signed contract before you start
Win More Commercial Contracts
Winning commercial contracts is a skill that gets better with practice. Every bid you send in — win or lose — teaches you more about pricing, proposals, and what clients want. Keep track of how many bids you win and keep getting better.
For more on the commercial cleaning model, read our Residential vs Commercial Cleaning comparison and our Pricing Guide for complete rate information.