How to Bid a Commercial Cleaning Job: A Step-by-Step Walkthrough
Commercial cleaning contracts are where the real money is in the cleaning business — but many cleaners lose bids because they don't know how to price correctly or present professionally. Here's a step-by-step walkthrough from the initial walk-through to a signed contract.
Step 1: Do a thorough walk-through
Never bid without seeing the space. During the walk-through:
- Measure or estimate square footage for each area
- Count restrooms, break rooms, and high-traffic areas
- Note flooring types (carpet vs. hard floor)
- Identify special requirements (medical waste, secure areas, specialty surfaces)
- Ask about cleaning frequency (nightly, 3x/week, weekly)
- Ask who provides supplies (you or them)
Step 2: Calculate your production rate
How long will the job take your team? Industry benchmarks:
| Task | Avg. production rate |
|---|---|
| General office cleaning | 2,500–3,500 sq ft/hour |
| Restroom cleaning | 15–20 min per restroom |
| Vacuuming carpet | 3,000–4,000 sq ft/hour |
| Mopping hard floors | 1,500–2,000 sq ft/hour |
Step 3: Calculate your bid price
The formula:
Example: 10,000 sq ft office, 3x weekly:
• Labor: 3.5 hours × $35/hr = $122.50/visit
• Supplies: $12/visit
• Overhead (insurance, equipment, travel): $18/visit
• Subtotal: $152.50/visit
• Profit (35% margin): $53/visit
• Bid price: $205/visit × 12 visits/month = ~$2,460/month
Step 4: Submit a professional written proposal
Your proposal should include:
- Your company name, contact info, and logo
- Scope of work (exactly what areas, what frequency, what tasks)
- Monthly price and per-visit breakdown
- Contract term and cancellation policy
- Your certificate of insurance (attached)
- References or testimonials from other commercial clients
Step 5: Follow up
Most commercial cleaning contracts are won on the second or third contact. Submit the proposal and follow up by phone 2–3 days later. If they've chosen someone else, ask why — it's valuable market feedback that sharpens your next bid.
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Disclaimer: This guide is for informational purposes only and is not legal, tax, or insurance advice. Always verify specifics with a licensed professional in your state.