How To Get Cleaning Contracts: Proven Strategies for Business Growth

how-to-get-cleaning-contracts-expansion-guide

Securing cleaning contracts is the lifeblood of any cleaning business, especially when focusing on commercial clients. The competitive landscape demands not just quality service but strategic moves to stand out and win contracts consistently. This guide offers actionable strategies, drawing from industry expertise, to help you not only secure more cleaning contracts but also significantly grow your commercial client list.

What is a commercial cleaning contract?

A cleaning contract is an ongoing agreement to provide commercial cleaning services for a client. These clients can be offices, banks, schools, apartment buildings, or any other space that’s part of a business’s operations.

Your commercial cleaning contract should include all the terms and conditions of your working relationship with a client, like:

  • Contract start date and end date
  • Contracted services (e.g., office cleaning, janitorial service, deep cleaning, carpet cleaning, window cleaning)
  • Service area (address, building floor/unit)
  • Payment amount, frequency, and method
  • Contract termination requirements
  • Type of working relationship (e.g., employee, contractor, partner)
  • Any rules about safety or confidentiality

The client might have a contract for you to sign, or you might have to draft your own. Either way, work with a lawyer to make sure the contract will protect everyone involved.

commercial cleaning contract

Where do I find cleaning contracts?

You might hear about a contract opportunity through your network, or have a potential client contact you directly. You can also search for commercial cleaning contracts on RFP (request for proposal) listing sites like MERX.

Think of it this way: commercial clients are hiring to fill a role at their company. So you’ll find these opportunities in many of the same places you’d find any other type of job.

How to market your cleaning services to commercial clients

Step 1: Understanding the Cleaning Contract Market

Research Your Target Market

Success begins with understanding who your potential clients are and what they need. Dive into market research to identify key sectors in need of cleaning services, such as corporate offices, retail spaces, or healthcare facilities. Tailoring your approach to meet the specific demands of these industries enhances your appeal.

Analyze Your Competition

Assessing what your competitors offer and how they present themselves can uncover gaps in the market you can exploit. Maybe your business can offer more personalized services, environmentally friendly cleaning options, or more flexible contracts.

Step 2: Building a Strong Brand Presence

Develop a Professional Brand Image

A professional brand image is crucial in making a strong first impression. Ensure your logo, website, and social media channels convey trustworthiness, quality, and professionalism. Your brand is your promise to your clients; make sure it speaks clearly about the excellence of your services.

Leveraging Online Reviews and Testimonials

Online reviews and testimonials are gold. Encourage your satisfied clients to share their experiences. Prospective clients often rely on the feedback of others to make informed decisions, so a collection of positive reviews can significantly influence their choice.

Step 3: Prepare Effective Marketing Strategies

Networking and Building Relationships

Building a network of industry contacts can lead to referrals and contract opportunities. Attend industry events, join local business associations, and actively participate in community activities to increase your visibility.

Digital Marketing Tactics

A robust online presence can draw clients to your business. Invest in search engine optimization (SEO) to improve your visibility in search results. Use content marketing to showcase your expertise, and consider targeted ads on social media platforms to reach potential clients directly.

Step 4: Crafting Compelling Proposals

Understand Client Needs

Every proposal should start with a clear understanding of the client's specific needs and challenges. Personalize your proposal to address these points, demonstrating how your services offer the perfect solution.

Proposal Presentation Tips

Your proposal should be clear, concise, and professionally presented. Highlight the benefits of your services, backed by examples of your work and testimonials from satisfied clients. A well-crafted proposal can set you apart from the competition.

Step 5: Pricing Your Services Competitively

Cost Analysis and Pricing Models

Competitive pricing is key to winning contracts without underselling your services. Conduct a thorough cost analysis to ensure your prices are competitive yet profitable. Offer various pricing models to suit different client needs and budgets.

Step 6: Delivering Exceptional Service

Quality Control Measures

High-quality service is non-negotiable. Implement rigorous quality control measures and regularly train your staff to maintain the highest standards. Satisfied clients are more likely to renew contracts and recommend your services.

Client Communication and Feedback

Maintain open lines of communication with your clients. Regular feedback can help you fine-tune your services and address any issues promptly, ensuring client satisfaction and loyalty.

Step 7: Scaling Your Operations

Managing Growth Challenges

As your client list grows, so will the challenges of managing a larger operation. Plan for scaling by investing in efficient workflow systems, considering software solutions like MaidProfit for job scheduling and management, and hiring skilled staff to maintain service quality.

market your cleaning services to commercial clients

How to get different types of cleaning contracts

How to get cleaning contracts with offices

Not sure how to get office cleaning contracts? Start by identifying an individual office or a commercial building in your service area that you’re interested in cleaning.

Then call or email the office, ask to speak with the property manager or office manager, and book a time to discuss the cleaning duties that could be included in your office cleaning service.

How much should I charge for cleaning offices?

Like most types of commercial cleaning, office cleaning is typically charged by square foot. The average office cleaning rate is $0.07–0.15 per square foot per visit.

How to get cleaning contracts with banks

First, you’ll need to research local banks. State or national banks will likely want to work with the same service provider for all of their locations, so focus on independent banks until your business grows.

Put together a list of smaller banks you’d like to work with. Then contact the bank’s site manager to discuss your bank cleaning services. This doesn’t just mean cleaning banks—it could mean cleaning foreclosed homes, too.

You may need to fill out an application before you can join the bank’s list of approved cleaning companies. You and your employees will also need to pass a background check to ensure the bank can trust you around cash and confidential client data.

How to get cleaning contracts with schools

Different schools have different requirements for their cleaning contractors, so decide which type of school you’d like to clean:

  • Public schools in the U.S. will require you to submit a bid through a submission system like SAM.gov. As part of that, you’ll need to sign up for the platform and register your business.
  • Private and charter schools are more likely to depend on networking and referrals when they’re hiring a commercial cleaner.

Schools are looking to protect students and save money, so your proposal should focus on how your products are safe and your services are budget friendly.

How to get cleaning contracts with apartments

Apartment cleaning can be a steady source of income if you partner with the right apartment complex. Identify complexes in your service area, then reach out to the property manager about providing apartment cleaning service.

Apartment cleaning is less regular but more in-depth than your typical house cleaning service. You’ll provide move-out cleaning after a tenant leaves and before a new tenant moves in, which means heavy-duty deep cleaning.

How to get residential cleaning contracts

As a commercial cleaner, you may not want to go after residential cleaning contracts. But just in case you do, here’s how to get housekeeping cleaning contracts and residential cleaning jobs for your small business:

  • Approach your one-off or repeat cleaning clients about signing a contract with you.
  • Offer a signing bonus or incentive, like a discount or service upgrade.
  • Make the contract term shorter (like 6–24 months) so the client isn’t locked in for life. This also allows you to change the contract terms later on if you raise your prices.

How to get residential cleaning contracts

FAQs About How To Get Cleaning Contracts

What are the most effective ways to find new cleaning contracts?

  • Networking, digital marketing, and direct outreach are effective strategies. Tailoring your services to meet specific industry needs can also open new opportunities.

How can I differentiate my cleaning services from competitors?

  • Focus on unique selling points like eco-friendly cleaning practices, specialized services, or superior customer service. Emphasize your brand's values and commitment to quality.

What are the best practices for submitting a cleaning contract proposal?

  • Customize each proposal, clearly outline the benefits of your services, and present a professional document that addresses the client's specific needs.

Conclusion

Securing more cleaning contracts requires a blend of strategic marketing, stellar service delivery, and continuous improvement. By implementing the strategies outlined in this guide, you can position your cleaning business for growth and long-term success. 

Tags
Cleaning Contracts
Commercial Cleaning Business
Business Growth Strategies
Securing Cleaning Contracts
Cleaning Business Tips
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Chi Linh

Written by

Chi Linh

03.24.2024
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