How to Get Commercial Cleaning Contracts: Find Bids and Win More Clients

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 operates as part of a business. It’s a key part of running a successful cleaning business.

Here’s an example of what a business or office cleaning service contract looks like:

How to get commercial cleaning contracts

Commercial cleaning is similar to cleaning offices and business spaces, but it usually involves larger buildings and more complex environments.

This can include everything from office buildings and retail stores to warehouses and construction sites. Often, this means higher job value and more consistent work per contract.

While you might learn about these opportunities through your network, they’re also often listed on request for proposal (RFP) sites like Merx.

Different industries come with different expectations, schedules, and contract values. Here’s a quick breakdown of what to expect and how to get cleaning contracts:

Because commercial clients often hire for longer-term contracts with their organization, they’re more likely to narrow their search to well-established cleaning brands. 

You can prepare yourself for these high-value janitorial contracts and opportunities by:

• Refreshing your branding so you stand out professionally
• Fine-tuning your sales process to convert leads more efficiently
• Offering premium services like deep cleans or specialty add-ons
• Using a cleaning proposal template to send polished, professional quotes

Commercial contracts are especially valuable because they provide recurring monthly revenue, higher per-job earnings, and longer agreements. As a cleaning business owner, this gives you more predictable income and reduces the need to constantly find new clients.
READ MORE: Successful cleaning business stories

How to get different types of cleaning contracts

To build your business, you can get cleaning contracts with several types of commercial clients. Here’s a quick overview of how to get cleaning business contracts with each type of client:

How to get cleaning contracts with offices

To get an office cleaning contract, first identify an 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. 

After the conversation:

• Send a professional proposal outlining your services and pricing.
• Add office cleaning as a service on your website (if it’s not already there).
• Follow up with a friendly email to answer questions and keep the conversation going.

How to get Airbnb cleaning contracts

Airbnb and other short-term rental properties often have very demanding cleaning needs. Turnover is high—residents stay for a short amount of time, and then the property needs to be flipped quickly for the next guest.

The good news is, this high turnover presents lucrative business opportunities for cleaners who are willing to move fast and work diligently. There are two ways to reach out for these contracts and get Airbnb cleaning jobs:

• Get in touch with the Airbnb host or property owner directly.
• Reach out to the property management team or company that oversees the property (or even a group of properties).

Whenever you reach out to an Airbnb property owner, share about your business and pitch a competitive service package and rate. According to one Reddit thread, cleaners often charge $250–$550 for a 3-hour cleaning service after guests check out.

The more you can differentiate your Airbnb cleaning service from competitors, the better chance you have to win the work. 

To get matched with more short-term rental hosts, consider joining a platform like Turno. This platform connects cleaners with Airbnb property owners looking for reliable, on-demand help.

READ MORE: How to get clients for a cleaning business

How to get cleaning contracts for banks

To get bank cleaning contracts, start by researching local bank branches in your area and identifying who’s in charge of the property. In most cases, you’ll get connected to the branch manager or facilities coordinator.

Reach out by phone or email with a professional introduction. Request a meeting to walk through the space, discuss security protocols, and outline how your cleaning services can meet the bank’s hygiene and confidentiality standards.

Since you’ll be working in a somewhat protected space, be prepared for additional background checks or security screenings at the bank’s request

How to get government cleaning contracts

Government cleaning contracts can be some of the most stable and high-value opportunities available. At the same time, they come with a more structured bidding process and stricter requirements than private-sector jobs.

Here’s how to get started:

• Register on SAM.gov and set up bid alerts. Create a profile on SAM.gov, which is required to bid on federal contracts. Once registered, search for cleaning-related opportunities. Set alerts so you’re notified when new contracts are posted. Complete your profile, including your NAICS codes (like janitorial services), so agencies can find you.
• Understand state and local procurement differences. Federal contracts are listed on SAM.gov. However, state, county, and city contracts are usually posted on separate procurement websites. Local contracts are often easier to win when you’re starting out, since they may have less competition and smaller scopes.
• Explore SBA set-aside programs for small businesses. The U.S. Small Business Administration offers set-aside programs that reserve certain contracts for small businesses. This includes women-owned, veteran-owned, and disadvantaged businesses.
• Meet common requirements upfront. Most government contracts require proof of business insurance, including general liability (often with higher minimums), workers’ compensation coverage, and bonding for larger jobs. You’ll also need certain safety protocols or certifications. Having these in place before you bid makes your proposal much more competitive.
• Know what to expect from contract size and terms. Government cleaning contracts often range from a few thousand dollars per month for small municipal buildings to five- or six-figure annual contracts for larger facilities. Many agreements run for 1–3 years with renewal options.

Pro Tip: Start with local government contracts to build experience and references. Then, use those wins to compete for larger state and federal opportunities.

How to get cleaning contracts with apartments

Apartment cleaning contracts can be a steady source of recurring work, especially for move-in/move-out cleanings and common area maintenance. The key is building relationships with the people who manage the properties.

Here’s how to land apartment cleaning contracts:

• Connect with property managers and leasing offices. Reach out directly to apartment complexes in your area. Introduce your cleaning services, share a simple rate sheet, and follow up.
• Focus on turnover cleanings. Many properties need fast, reliable cleaners between tenants. Point out that you can handle quick turnarounds and flexible schedules.
• Offer bundled services. Position yourself as a winning bidder by including common area cleaning (e.g., hallways, gyms, offices) as well as apartment units.
• Register with property management companies. Larger companies often manage multiple properties and use preferred vendor lists. Getting approved can lead to repeat work across locations.
• Use local networking. Attend real estate meetups, connect with landlords, and join local business groups to find smaller apartment owners and property investors.
• Provide consistent quality. In apartment settings, reliability matters just as much as price. When you show up on time and deliver consistent results, you can quickly turn one property into multiple contracts.

Apartment contracts are often won through relationships and reliability, not just pricing. Once you prove yourself with one property, it’s common to get referrals to others in the same network.

Where to find commercial cleaning contracts

Finding commercial cleaning contracts comes down to showing up in the right places consistently. If you’re asking, “How can I get cleaning contracts in my area?,” the answer is to use a mix of channels rather than relying on just one source.

Here are the main ways to find commercial cleaning contracts:

• RFP and bid websites: Many companies post cleaning opportunities through Request for Proposal (RFP) platforms, where you can review job details and submit formal bids. Start with sites like BidNet, DemandStar, and SAM.gov. These are ideal for larger, recurring contracts, but expect more competition.
• Government and local portals: Cities, counties, and school districts regularly outsource cleaning services for public buildings. Check local procurement pages and government portals like SAM.gov to find long-term contract opportunities.
• Property managers and commercial landlords: Building relationships with property managers can lead to consistent, ongoing work across multiple properties. Reach out to commercial real estate firms, facility managers, and leasing offices to introduce your services.
• Networking groups and local connections: Many contracts come from referrals. Attend events through organizations like your local Chamber of Commerce to build trust with local business owners and decision-makers.
• Online platforms and marketplaces: Facebook groups and sites like Thumbtack, Angi can help you land smaller jobs that turn into recurring contracts.
• Cold outreach: Reach out directly to offices, medical buildings, and retail spaces in your area. A short email or in-person introduction with an offer for a free walkthrough can open doors to contracts that aren’t publicly advertised.

Here’s a realistic cold outreach example to show how successful cleaners land commercial contracts:

How to bid cleaning contracts

When you bid on cleaning contracts, you’re responsible for showing value, understanding the client’s needs, and presenting a clear, professional proposal. 

If you’re competing against five other cleaning companies for a $2,000-per-month office contract, a detailed proposal can be the difference between winning and losing.

Jobber’s quoting tools make it easier to create professional, itemized estimates that show clients exactly what they’re paying for. Once a quote is approved, convert it into a scheduled job and use automated follow-ups to remind clients when they haven’t responded yet.

Common mistakes when bidding on cleaning contracts

Bidding on cleaning contracts is competitive, and even small mistakes can cost you the job. In some cases, they can lead to winning a contract that isn’t actually profitable. Avoid these common missteps:

• Underbidding just to win the contract: If your pricing doesn’t cover labor, supplies, and overhead, you’ll lose money over time.
• Skipping a thorough walkthrough: Pricing without seeing the space in person can lead to missed details, underestimated time, and unexpected costs.
• Sending generic proposals: Clients can tell when a bid isn’t tailored to their facility. A clear, customized proposal shows you understand their needs and sets you apart from competitors.
• Forgetting to define scope exclusions: Clearly state what’s not included in your cleaning services. Otherwise, clients may expect extra services at no additional cost.
• Not following up after submitting a bid: Many companies win contracts because they stay in touch. Send a quick follow-up after the bid’s closing deadline to stay top of mind and show your interest.
• Submitting incomplete bids: Clients may reject your proposal right away if key documents or credentials are missing. Include all required items such as general liability insurance, licenses, and certifications every time.
• Not planning for longer payment terms: Commercial clients often pay on net 30, 60, or even 90-day terms. If you don’t account for that in your cash flow, it can create gaps between completing the work and getting paid.

Best practices to land more cleaning business

Getting consistent cleaning contracts takes more than just great service. It also requires savvy marketing, clear communication, and a good reputation. We’ve rounded up a few proven ways to attract more great clients and book more work.

1. Establish a strong brand

Strong business branding helps your cleaning company stand out, build trust with potential clients, and stay top of mind in your community. 

Even if you’ve been in business for a while, having professional branding and a recognizable cleaning company name can make a big difference in how you’re perceived.

Invest in these proven ways to establish or strengthen your brand:

• Add your business name and logo to all uniforms, invoices, and marketing materials. You can even wrap your vehicle.
• Set up a simple, professional website where clients can learn about your services.
• Create social media profiles on Facebook and Instagram to share updates, reviews, and before-and-after photos.
• Use branded business cards and service proposals to leave a lasting impression and help potential clients contact you later.

The stronger and more consistent your presence is, the more likely customers are to think of you first when they need cleaning services.

2. Identify your ideal customer or market

To make sure you’re attracting the right clients, you’ll need to pinpoint who and where you want to serve. Gain clarity in this step by asking questions like:

• Do I have an ideal type of contract (residential or commercial)?
• How far am I willing to travel to serve cleaning clients?
• Do I want to secure quick, one-time jobs or lengthier contract agreements?

Once you’ve set some customer and job parameters, decide which types of cleaning services will best serve your ideal clients. 

For example, you can specialize in residential cleaning services if you live in a town with highly populated neighborhoods. Or, you could offer move-out cleaning services in places with high tenant turnover.

Lastly, think about what sets you apart from other cleaning companies. What perks and benefits will attract your ideal client? This will be the unique selling point you use in your future marketing efforts.

3. Market your cleaning services to prospective clients

Try these tips to promote your cleaning business and market your services to businesses or homeowners that need to contract cleaners:

• Encourage word of mouth referrals, and ask your immediate friends and family to help spread the word about your new business. Then, network with local real estate agents, property managers, office managers, and other business owners in your community. One of them might be a prospective customer, so get your elevator pitch ready.
• Use lead generation home service websites (such as Angi or Yelp) to gather contact information from potential leads. These sites help connect you with prospective customers actively looking for cleaners in their areas.
• Set up a Facebook Business page for your cleaning service. If you’re not comfortable launching a full-scale website, Facebook gets you in the door. Ask your network to like and follow for updates, and include contact information to help customers reach you.
• Consider running a few advertising campaigns to raise awareness for your business. There are many options available based on your comfort level and budget, including print, digital, social media, and even local radio ads.
• Ask satisfied customers for testimonials and positive reviews. You should also create a loyalty program that rewards client referrals with a discount or other incentive.

Pro Tip: Not sure how to get clients for your cleaning business? Start small by building relationships with local businesses, then work your way up to the bigger clients over time. The more value you offer, the better buzz you’ll get.