Securing higher-value cleaning contracts can transform your commercial cleaning business. These contracts typically offer better margins, more stability, and opportunities for long-term partnerships with reputable clients. However, winning them requires more than just competitive pricing. You need to demonstrate professionalism, expertise, and the ability to deliver consistent results.
Many cleaning company owners find themselves stuck in a cycle of lower-paying contracts, constantly competing on price alone. This approach leads to thin profit margins, increased stress, and limited growth potential. The good news is that by implementing strategic changes to how you present your business, approach bidding, and communicate with potential clients, you can position yourself to win the contracts that will actually move your business forward.
The path to securing higher-value contracts involves three key phases: building a strong foundation before you even start bidding, mastering the bidding process itself, and perfecting your follow-up and expansion strategies. Let’s explore thirteen actionable tips that will help you elevate your game and start winning the contracts your business deserves.
Building the Foundation (Pre-Bidding)
Before you can consistently win higher-value contracts, you need to establish credibility and build a reputation that precedes you. Potential clients researching cleaning services will evaluate multiple factors before they even reach out to request a bid.
Invest in Professional Branding
Your brand is often the first impression potential clients have of your business. A professional logo, cohesive color scheme, and consistent visual identity across all materials signal that you take your business seriously. This doesn’t mean you need an expensive rebrand, but your marketing materials, vehicle wraps, uniforms, and digital presence should all reflect a polished, professional image.
Higher-value clients expect to work with companies that match their own standards of professionalism. When your branding looks as professional as the Fortune 500 companies or prestigious facilities you want to serve, you’ll be taken more seriously from the first interaction.
Obtain Relevant Certifications and Training
Cleaning certifications demonstrate your commitment to industry standards and best practices. Organizations like ISSA offer various certification programs that validate your expertise in specific areas of commercial cleaning. These credentials become powerful differentiators when competing for higher-value contracts.
Consider certifications in specialized cleaning services such as healthcare facility cleaning, green cleaning, or infection control. Facilities with specific regulatory requirements or heightened cleanliness standards will prioritize contractors who can demonstrate specialized knowledge and training.
Build a Portfolio of Success Stories
Documenting your best work creates powerful proof that you can deliver results. Develop case studies that highlight challenging projects you’ve successfully completed, emphasizing measurable outcomes like improved facility cleanliness scores, reduced complaint rates, or successful completion of specialized projects.
Include before-and-after photos, client testimonials, and specific metrics whenever possible. When bidding on higher-value contracts, being able to say “We improved cleanliness inspection scores by 40% at a similar facility” carries significantly more weight than generic claims about quality service.
Enhance Your Online Presence
In today’s digital world, your online presence often determines whether you even get invited to bid on higher-value contracts. Decision-makers research potential contractors online long before making contact.
Create a Professional Website
Your website serves as your digital storefront and should clearly communicate your value proposition. It should feature your services, credentials, client testimonials, and an easy way for potential clients to contact you. Include specific information about the types of facilities you serve and any specialized services you offer.
Don’t overlook the technical aspects either. Your site should load quickly, work well on mobile devices, and provide clear calls to action. Many decision-makers will review your website on their phone during initial research, so mobile optimization is essential.
Leverage Online Reviews and Testimonials
Positive reviews on platforms like Google Business Profile build trust and credibility. Actively request reviews from satisfied clients and respond professionally to all feedback, both positive and negative. Your response to reviews shows potential clients how you handle client relationships and address concerns.
Feature your best testimonials prominently on your website and marketing materials. Video testimonials are particularly powerful, as they add authenticity and allow potential clients to hear directly from your satisfied customers.
Develop Valuable Content
Position yourself as an industry expert by creating helpful content that addresses common facility management challenges. Blog posts, guides, or videos that provide genuine value demonstrate your knowledge and help potential clients find you through search engines.
This content marketing approach builds trust over time. When a facility manager searches for solutions to their cleaning challenges and finds your helpful article, they’re more likely to consider you when they need services.
Highlight Your Qualifications and Expertise
Once you’re in the running for a higher-value contract, you need to clearly differentiate your company from competitors. This requires more than just stating you provide “quality service.”
Showcase Your Technology and Systems
Higher-value clients appreciate contractors who use modern systems to ensure consistency and accountability. If you use professional software for scheduling, quality inspections, or communication, highlight these tools in your proposals and presentations.
For example, explaining that you use digital inspection systems with photo documentation shows clients that you have objective quality control measures in place. Mentioning that you use inventory management systems to ensure supplies never run out demonstrates operational sophistication that larger contracts require.
Emphasize Your Training Programs
Detail your employee onboarding and ongoing training processes. Higher-value clients want assurance that whoever shows up to clean their facility will be properly trained and represent their brand well. Describing your structured training program, including how you ensure consistency across team members, addresses a major concern for these clients.
If you use instructional tools like video demonstrations or detailed checklists that cleaners can access on mobile devices, mention these specifics. They demonstrate that you’ve invested in systems to maintain quality standards.
Demonstrate Insurance and Risk Management
Higher-value contracts typically involve greater liability exposure. Ensure you carry appropriate insurance coverage, including general liability, workers’ compensation, and any specialized coverage relevant to the facilities you serve. Be prepared to provide certificates of insurance and clearly explain your coverage.
Additionally, outline your safety protocols and risk management procedures. Explain how you handle incidents, maintain safety compliance, and protect both your employees and the client’s property. This level of preparedness is expected for higher-value contracts.
Master the Art of Job Bidding
The bidding process itself is where many cleaning businesses either win or lose higher-value contracts. Getting this phase right requires a strategic approach that goes beyond simply calculating square footage and labor costs.
Conduct Thorough Site Assessments
Never bid on a higher-value contract without visiting the site. A comprehensive walkthrough allows you to identify specific challenges, special requirements, and opportunities that you might miss from photos or descriptions alone. This also demonstrates professionalism and genuine interest to the potential client.
During your assessment, take detailed notes about square footage, surface types, traffic patterns, special areas requiring attention, and any unique challenges. Ask questions about their current pain points with cleaning services and what specific outcomes they’re hoping to achieve. This information will help you craft a proposal that directly addresses their needs.
Use Professional Bidding Tools
Crafting proposals by hand or with basic spreadsheets limits your efficiency and can lead to costly errors. Professional cleaning business proposal software streamlines the process and helps ensure accuracy in your calculations.
Modern bidding tools help you calculate labor requirements based on industry-standard cleaning times, factor in supply costs accurately, and create professional-looking proposals that stand out. Some systems even allow you to create different pricing scenarios quickly, making it easier to present options to clients. This level of professionalism in your bidding process signals that you run a sophisticated operation capable of handling higher-value contracts.
Price for Value, Not Just Cost
One of the biggest mistakes when pursuing higher-value contracts is competing primarily on price. While cost matters, decision-makers for these contracts typically prioritize reliability, quality, and risk mitigation over finding the absolute lowest price.
Instead of simply being the cheapest option, position your pricing as a reflection of the value you provide. Explain what’s included in your service, how your approach differs from competitors, and what specific outcomes the client can expect. When you can demonstrate that your service will actually save them money through better retention, fewer complaints, and consistent quality, a higher price becomes justifiable.
Offer Flexible Service Packages
Higher-value clients often have complex needs that vary throughout the year. Consider offering tiered service packages or customizable options that allow clients to scale services based on their needs. This flexibility can be a significant differentiator.
For example, you might offer a base package for regular maintenance cleaning with add-on options for deep cleaning, specialized services, or seasonal adjustments. Presenting options gives clients a sense of control and allows them to see how partnering with you could address multiple needs.
Perfecting the Pitch and Following Up
Winning contracts isn’t just about submitting a strong proposal; it’s also about how you present yourself and maintain communication throughout the decision-making process.
Deliver Professional Presentations
When possible, present your proposal in person or via video conference rather than simply emailing it. This gives you an opportunity to build rapport, address questions immediately, and emphasize key points that set you apart from competitors.
Prepare a polished presentation that walks through your proposal, highlights your unique qualifications, and demonstrates your understanding of their specific needs. Use visual aids, case studies, or even short videos to make your presentation memorable and engaging.
Follow Up Strategically
After submitting a proposal, many contractors make the mistake of either following up too aggressively or not at all. Find the right balance by establishing clear expectations about the decision timeline during your initial conversations.
Send a follow-up email within a few days thanking them for the opportunity and asking if they have any questions. If you don’t hear back by the expected decision date, reach out politely to check on the status. Your follow-up should be professional and helpful, not pushy. You’re demonstrating that you’re attentive and reliable without being overbearing.
Address Objections Confidently
When potential clients raise concerns about your proposal, view these as opportunities rather than obstacles. Common objections might include pricing, your company’s size, or specific service details.
Prepare responses to likely objections in advance. If price is a concern, be ready to explain your value proposition and potentially offer alternative packages. If they’re worried about your capacity to handle a large contract, share examples of similar-sized contracts you’ve successfully managed. Addressing concerns confidently and thoroughly shows that you understand their perspective and have solutions.
Take advantage of the value Janitorial Manager can bring to your cleaning operation to streamline your processes like never before. Learn more today with a discovery call and find out how features like professional bidding tools, quality inspections, and client communication systems can make your operations more effective and help you win higher-value contracts.
Upsell and Expand Services
Winning a higher-value contract is just the beginning. The real opportunity lies in building long-term contracts and expanding your services with that client over time.
Start Strong and Exceed Expectations
The first few months of a new contract are critical. This is when you establish patterns, build trust, and demonstrate that you can deliver on your promises. Assign your best team members to new higher-value clients and monitor performance closely during this period.
Go above and beyond initial expectations when possible. If you notice something that needs attention beyond your contract scope, address it and then mention it to your client contact. These small gestures build goodwill and demonstrate that you’re genuinely invested in their facility’s success.
Identify Additional Service Opportunities
As you work with a client, you’ll naturally discover additional needs or opportunities where your services could add value. Perhaps they need specialized floor care, window cleaning, or periodic deep cleaning services. Keep notes of these opportunities and bring them up at appropriate times.
When suggesting additional services, frame the conversation around solving problems or improving outcomes rather than simply trying to increase revenue. “I noticed the grout in the restrooms is starting to discolor. We offer a specialized grout cleaning service that could restore it and reduce long-term maintenance costs” is much more compelling than “Would you like to add grout cleaning to your contract?”
Request Testimonials and Referrals
Satisfied clients are your best source of new business opportunities. Once you’ve established a strong track record with a higher-value client, request a testimonial or case study. Explain how their endorsement will help you serve similar facilities and ask if they’d be willing to serve as a reference.
Don’t be shy about asking for referrals either. Facility managers and property managers often network with peers at similar organizations. A simple “If you know anyone else who might benefit from our services, we’d appreciate an introduction” can lead to qualified leads for additional higher-value contracts.
Maintain Regular Communication
Don’t let communication drop off once the contract is running smoothly. Schedule regular check-ins with your client contacts to review performance, address any concerns, and discuss opportunities for improvement. These touchpoints keep you top of mind and allow you to catch small issues before they become problems.
Consider sending periodic reports that highlight your team’s work, including photos from quality inspections, summaries of work completed, or metrics showing improvements in cleanliness scores. These reports provide tangible evidence of your value and justify your pricing.
Taking Your Cleaning Business to the Next Level
Winning higher-value contracts requires a multifaceted approach that combines professional branding, operational excellence, strategic bidding, and relationship building. While the process takes effort, the payoff in terms of increased revenue, better margins, and more stable business relationships makes it worthwhile.
Remember that transitioning to higher-value contracts doesn’t happen overnight. Start by implementing these strategies systematically, focusing first on the foundational elements like branding and certifications, then refining your bidding process, and finally perfecting your client relationship management. Each contract you win at this level provides valuable experience and references that make winning the next one easier.
The commercial cleaning industry rewards companies that demonstrate professionalism, reliability, and expertise. By positioning your business as a premium service provider rather than a commodity, you’ll attract clients who value quality and are willing to pay for it. These are the clients who will help your business achieve sustainable growth and long-term success.
Keep up with your schedules, quality standards, and client communication. Learn more today with a discovery call and find out how Janitorial Manager can help you implement the systems and processes needed to consistently win and successfully manage higher-value cleaning contracts.
