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.