Grow with Proven Strategies.

Growing Your Commercial Cleaning Business with Proven Strategies & Systems

Building a commercial cleaning business isn’t easy—it takes long nights, bold risks, and relentless consistency. I know this because I lived it. What started as a small janitorial company grew into one of the fastest-growing companies in the U.S., earning a spot on the Inc. 5000 list three years in a row.

That journey wasn’t fueled by luck—it was built on systems, strategies, and a mindset of scaling with intention. And that’s exactly what we talk about here on the Built After Hours podcast.

Why Systems Win Over Hustle

Most cleaning business owners start off relying on hustle. They’re working every night, cleaning buildings themselves, chasing invoices, and scrambling to hire. Hustle will get you started—but systems will keep you growing.

I focused on building repeatable systems in:

• Sales – creating a reliable pipeline of leads and a proven process for turning bids into contracts.

• Operations – implementing scheduling, inspections, and training systems that made our service consistent across multiple states.

• Finances – learning to price jobs correctly, protect profit margins, and use financial forecasting to plan for growth.

The moment I stopped relying on “grind mode” and started building scalable frameworks, my company stopped plateauing and started multiplying.

The Power of Processes That Scale

Every challenge you face in your cleaning business can be solved with a process.

• Struggling with employee turnover? Build a hiring and training system that sets people up for success.

• Losing contracts to competitors? Develop a proposal and scope-of-work system that removes client pain points before they can say no.

• Feeling stuck as the “bottleneck” in your company? Document your processes so others can take ownership and lead.

On Built After Hours, I bring in cleaning entrepreneurs, business leaders, and experts who share how they built their own systems—from sales mastery to leadership culture—and how you can apply them to your own company.

Why This Matters to You

If you’re building a commercial cleaning company, you don’t have to reinvent the wheel. The blueprint is out there—I used it to scale my own business from a few local contracts to one of the top-performing janitorial companies in the country.

Built After Hours is more than a podcast. It’s a community of cleaning entrepreneurs who understand the late nights, the early mornings, and the dream of turning a mop-and-bucket operation into a million-dollar enterprise.

If you’re ready to move past survival mode and start scaling with proven strategies and systems, you’re in the right place.

👉 Subscribe to Built After Hours and let’s grow your business together—after hours is when the real work begins.

How to Bid Effectively

How to Bid and Price Your Commercial Cleaning Services Effectively

If you’ve ever lost a cleaning contract and wondered “Did I price too high? Or too low?”—you’re not alone. Bidding and pricing are two of the hardest skills to master in the commercial cleaning industry. Get it wrong, and you either lose the job or end up working for pennies. Get it right, and you not only win contracts—you build profitable, long-term relationships that fuel growth.

I’ve spent over 18 years in this industry, and pricing correctly is one of the strategies that helped me grow into one of the fastest-growing janitorial companies in the U.S., making the Inc. 5000 list three years in a row. Here’s how you can start mastering it too.

1. Stop Guessing, Start Calculating

Too many owners walk through a building, look around, and throw out a number. That’s not a strategy—that’s gambling.

You need a repeatable system that looks at:

• Square footage – always measure or verify; don’t trust “ballpark” numbers from clients.

• Frequency – daily vs. weekly vs. monthly cleaning drastically changes labor hours.

• Tasks required – trash removal, restrooms, breakrooms, vacuuming, dusting, floor care—each has its own labor cost.

• Special requirements – manufacturing plants, medical offices, or data centers require additional compliance and time.

When you calculate instead of guess, you not only price accurately but also gain credibility with prospects who see you’ve done your homework.

2. Know Your Numbers Inside and Out

The most important thing isn’t what your competitors are charging—it’s what it costs you to clean the building.

Ask yourself:

• What’s my average labor cost per hour?

• What’s my overhead percentage? (insurance, supplies, software, admin time)

• What profit margin am I targeting? (For most cleaning companies, 15–20% net profit is healthy.)

If you don’t know your break-even point, you’re flying blind. When you bid, you’re not just selling cleaning—you’re selling a profitable service that keeps your business alive.

3. Build a Proposal That Sells, Not Just a Price Sheet

Most cleaning companies send over a one-page “price per month.” That’s not enough.

A winning proposal should:

• Break down the scope of work (what’s cleaned nightly, weekly, monthly, quarterly, annually).

• Explain your processes and systems (how you train staff, conduct inspections, ensure quality).

• Include social proof (testimonials, references, case studies).

• Clearly highlight the value (not just the cost).

When clients see you’ve thought about their pain points, they’re less likely to choose the cheapest option—and more likely to choose the best option: you.

4. Don’t Race to the Bottom

It’s tempting to undercut the competition, especially when you’re just starting out. But remember: low prices attract low-quality clients.

Instead, focus on being the company that:

• Solves problems before they arise.

• Communicates clearly and consistently.

• Delivers value that justifies your price.

The right clients will pay for reliability, professionalism, and peace of mind.

5. Use Every Bid as a Learning Opportunity

Even if you lose a bid, follow up and ask:

• “Can you share what factored into your decision?”

• “Was there something missing from our proposal?”

These insights are priceless. Every bid makes you sharper, every proposal more polished, and every loss a step closer to winning your next big account.

Final Thoughts

Bidding isn’t about throwing out the lowest number—it’s about building a repeatable system that ensures you’re profitable, competitive, and trustworthy. When you learn to bid with precision and confidence, you stop working for scraps and start building a business that lasts.

That’s what I’ve done—and it’s one of the reasons my company scaled into one of the fastest-growing in the country.

👉 On the Built After Hours podcast, I dive deeper into bidding strategies, pricing formulas, and proposal systems that work in real life. Tune in and learn how to stop guessing, start scaling, and win contracts the smart way.

Janitorial Software: Necessary.

Why Janitorial Software Is Imperative in Today’s Market

The commercial cleaning industry has changed. Clients expect real-time communication, employees need structure and accountability, and owners are juggling more contracts than ever. In today’s market, trying to run your janitorial business with pen and paper—or even just spreadsheets—will hold you back.

That’s where janitorial software comes in. It’s no longer a “nice-to-have.” It’s the backbone of any cleaning company that wants to compete and grow.

1. Clients Expect Transparency & Accountability

Today’s customers want to know what’s happening inside their facility at all times. If a restroom inspection is missed or a work order goes unanswered, they notice—and they’ll move on.

With janitorial software like Cinch Janitorial Software, you can:

• Provide detailed inspection reports directly to clients.

• Show accountability with time-stamped task completion.

• Instantly handle work orders and communication in one system.

Instead of “trust us, it’s done,” you can show proof that the work was completed on time and to standard.

2. Your Team Needs Systems to Succeed

One of the biggest challenges in the cleaning industry is managing employees across multiple locations. Schedules get messy, communication breaks down, and suddenly you’re putting out fires instead of focusing on growth.

Cinch makes it simple to:

• Schedule staff with drag-and-drop ease.

• Track time and attendance (with geo-fencing through CinchTrack).

• Train employees consistently with step-by-step mobile modules (including ¡Vamos! for Spanish-speaking staff).

When your team knows exactly what’s expected—and has the tools to execute—you reduce turnover and improve performance.

3. Bidding and Proposals Require Precision

Pricing too high means losing the contract. Pricing too low means losing money.

Cinch’s built-in calculators and proposal tools take the guesswork out of bidding, helping you:

• Calculate labor hours accurately based on square footage and tasks.

• Build professional proposals and scopes of work in minutes.

• Show clients a polished, organized system that makes you stand out from competitors.

Winning bids isn’t just about being the cheapest—it’s about showing clients you run your business like a professional operation.

4. Data Drives Smarter Decisions

If you’re not tracking your numbers, you’re guessing. And guessing is expensive.

Janitorial software gives you real-time data on:

• Profit margins by account.

• Hours worked vs. hours budgeted.

• Trends in supply costs, work orders, and client requests.

With Cinch, you can see which contracts are profitable and which are draining your resources—so you can make adjustments before it’s too late.

5. The Industry Is Evolving—Don’t Get Left Behind

National players and fast-growing companies are already using software to streamline operations and deliver better client experiences. If you’re not, you’re at risk of being outpaced.

That’s exactly why I built Cinch Janitorial Software. After 18 years of growing my own cleaning company into one of the fastest-growing in the U.S. (Inc. 5000 list, 3 years in a row), I knew what was missing from the tools on the market. Cinch was built by cleaners, for cleaners, to help business owners scale without burning out.

Final Thoughts

In today’s commercial cleaning market, software isn’t optional—it’s essential. It gives you the systems, accountability, and professionalism to not just survive, but thrive.

👉 If you’re serious about scaling your cleaning business, it’s time to make the switch. Check out Cinch Janitorial Software and see how it can transform the way you bid, manage, and grow.

Because in 2025 and beyond, the companies with the best systems will be the ones still standing.

Prospecting.

How to Prospect for Janitorial Contracts as a Newbie—and as a Veteran

Prospecting is the lifeline of your commercial cleaning business. Without new leads coming in, you’re relying on luck and referrals, and that’s a recipe for stagnation. Whether you’re brand new to the industry or a seasoned veteran, mastering prospecting is the key to steady growth.

After nearly two decades in this business, I’ve tried just about every method under the sun. The truth? The strategies you use as a new owner look a little different from the strategies you’ll use as a veteran. But the principle is the same: consistent, intentional prospecting wins contracts.

Prospecting as a New Cleaning Business Owner

When you’re new, the hardest part is simple: no one knows you exist yet. You don’t have brand recognition or case studies to lean on, so you have to hustle smarter.

Here’s how:

• Pick a niche. Target dental offices, car dealerships, or insurance companies. Don’t try to clean everything at first.

• Walk in the door. Yes, cold-calling and cold-walking still work when you’re new. A face-to-face intro leaves an impression.

• Leverage community connections. Chamber of Commerce events, networking groups, and even local Facebook business pages can be goldmines.

• Do the first few jobs yourself. It gives you firsthand experience to learn, and clients trust seeing the owner involved.

At this stage, your job is to prove yourself, one building at a time.

Prospecting as a Veteran Cleaning Business Owner

Once you’ve been around the block, the game changes. You have a track record, testimonials, and a reputation—but you also need to keep your pipeline full.

Here’s how veterans should level up:

• Build a sales team or outsource prospecting. Stop being the only one generating leads.

• Automate outreach. Use LinkedIn, cold email campaigns, and even virtual assistants to expand your reach beyond your zip code.

• Create content that attracts. Blogs, TikToks, and podcasts (like Built After Hours) position you as an authority and bring prospects to you.

• Target bigger fish. Once you’ve proven yourself, go after multi-site contracts, government bids, and facilities management groups.

Veterans often make the mistake of getting comfortable. But growth comes from consistently prospecting, even when you already have a book of business.

Prospecting Mindset: Beginner or Veteran

Whether you’re new or experienced, the mindset is the same:

• Consistency beats intensity. Prospect every week, not just when business slows down.

• Track your efforts. Use a CRM or janitorial software like Cinch to log who you’ve contacted and when to follow up.

• Don’t take rejection personally. A “no” today might be a “yes” six months from now.

• Be a problem-solver, not a salesperson. When you focus on solving client pain points, you win more often.

Final Thoughts

Prospecting never stops. As a new owner, it’s how you get your first clients. As a veteran, it’s how you keep scaling and avoid stagnation.

I built one of the fastest-growing janitorial companies in the U.S. (Inc. 5000 list, three years in a row) by always keeping prospecting at the top of my priorities—whether I was cleaning the buildings myself or managing teams across three states.

👉 On the Built After Hours podcast, I share real-world prospecting strategies, from cold-walking scripts to advanced LinkedIn lead generation tactics. Tune in and learn how to keep your pipeline full, no matter what stage you’re at.