How to Bid Commercial Cleaning Jobs
A step-by-step guide to pricing janitorial contracts profitably. Stop guessing -- start bidding with confidence.
The 7-Step Bid Process
Follow this proven process from walkthrough to signed contract. Click each step to see the full breakdown.
Schedule a Walkthrough
Visit the facility in person. Never bid blind from a phone call or email. Walk every room, hallway, restroom, and entrance.
Pro Tip: Dress professionally. This is your first impression and part of the sales process.
Key Action Items
- Meet the decision-maker on site
- Visit during business hours to see actual traffic
- Bring a measuring wheel, clipboard, and camera
- Ask for a floor plan if available
- Note any existing cleaning issues or complaints
Pricing Benchmarks by Facility Type
These are per-square-foot, per-month rates based on industry averages. Your local market may vary. Use these as a starting point, not a ceiling.
| Facility Type | Low $/sqft | High $/sqft | Average | Frequency | Notes |
|---|---|---|---|---|---|
General Office | $0.05 | $0.15 | $0.08 | 5x/week | Most common contract type |
Medical / Dental | $0.10 | $0.25 | $0.15 | 5-7x/week | OSHA compliance, biohazard |
Restaurant / Food Service | $0.12 | $0.20 | $0.15 | 7x/week | Grease, health dept standards |
School / Daycare | $0.06 | $0.12 | $0.08 | 5x/week | High traffic, summer schedule |
Hotel / Hospitality | $0.08 | $0.18 | $0.12 | 7x/week | Public areas, meeting rooms |
Industrial / Warehouse | $0.03 | $0.08 | $0.05 | 3-5x/week | Large area, basic cleaning |
Example: A 10,000 sqft general office at $0.08/sqft = $800/month. At 5x/week cleaning, that is roughly $40/visit. If your janitor cleans 3,000 sqft/hour, that is about 3.3 hours of labor per visit.
Supply Cost Estimates
Budget 5-10% of your bid for cleaning supplies. Here are the core products every janitorial operation needs, with real wholesale pricing.
Pro Tip: For a 10,000 sqft office cleaned 5x/week, expect roughly $150-300/month in supplies. That includes 2-3 cases of liners, 1-2 cases of paper towels, 1-2 cases of tissue, and 1-2 gallons of concentrate per month.
Walkthrough Checklist
Print this out and bring it to every walkthrough. Missing one of these items can cost you hundreds per month in underpriced labor.
Floors
- Total square footage
- Carpet vs hard floor breakdown
- Floor type (VCT, epoxy, concrete, tile)
- Current condition (wax buildup, stains, damage)
- Special areas (gym, kitchen, lab)
Restrooms
- Number of restrooms
- Number of fixtures (toilets, urinals, sinks)
- Dispenser types (paper towel, soap, tissue)
- Current condition and odor issues
- ADA compliance needs
Windows & Glass
- Number of interior glass doors/partitions
- Number of exterior windows (inside/outside)
- Height of windows (ladder needed?)
- Frequency requested (weekly, monthly)
Special Needs
- Post-construction cleanup
- Biohazard or medical waste
- Security requirements (background checks, keys)
- Green cleaning requirements
- Specific chemical restrictions
Profit Margin Targets
Know your numbers. Here are the profit margins successful cleaning companies target for different types of work.
Residential Cleaning
Target: 30-50% net margin- Higher margins because clients are less price-sensitive
- Shorter cleaning times (1-3 hours per home)
- Less competition from large companies
- Higher turnover and scheduling challenges
- Harder to scale past 10-15 clients without a team
Commercial / Janitorial
Target: 10-25% net margin- Lower margins but higher volume and predictability
- Monthly contracts provide steady recurring revenue
- Easier to scale with employees and routes
- More competitive bidding environment
- Larger contracts can generate $2,000-10,000+/month each
Pro Tip: Track your actual costs for 90 days on a new contract before deciding if it is profitable. Many new operators think they are making money until they factor in drive time, supply reordering, and the time spent managing the account.
6 Bidding Mistakes That Kill Profits
Every seasoned cleaning company owner has made these mistakes. Learn from them so you do not have to.
Bidding without a walkthrough
Risk: You miss critical details like floor types, restroom count, and traffic patterns. Your bid will be too low or too high.
Fix: Always visit in person, no exceptions.
Forgetting to include overhead
Risk: You win the job but lose money every month because insurance, vehicle costs, and taxes eat your profit.
Fix: Add 15-25% overhead on top of direct costs.
Using per-hour pricing
Risk: The client expects faster service over time but your costs stay the same. You end up rushing and quality drops.
Fix: Always bid per-square-foot or flat monthly rate.
Not defining scope in writing
Risk: Scope creep. The client asks for more and more services without paying more. You feel trapped.
Fix: Detailed scope of work in the contract with a change order process.
Underestimating restroom time
Risk: Restrooms take 3-4x longer per sqft than open office space. Your staff runs behind schedule every night.
Fix: Budget 15-20 minutes per restroom, every visit.
Skipping the trial period
Risk: You sign a 12-month contract and realize the building is harder than expected. You are stuck.
Fix: Offer a 30-60 day trial. Good for both sides.
Ready to Stock Your Cleaning Business?
MJS carries everything you need to run a profitable cleaning operation -- chemicals, paper products, liners, equipment, and more. Wholesale pricing with free local delivery.