Tip 1: Networking and Building Connections
In the highly competitive world of commercial cleaning, it’s not just about what you know, but who you know. Networking and building a strong network of connections can be a game-changer when it comes to winning those lucrative cleaning contracts.
I’ve found that one of the best ways to get your foot in the door is by tapping into your existing network. Reach out to friends, family, neighbors, and former colleagues – anyone who might know someone in need of commercial cleaning services. You’d be surprised how many warm leads can come from these personal connections. People love to help, and they’ll often be more than happy to give you a referral or put in a good word.
But it’s not just about leveraging your personal network. Getting involved with industry trade organizations like the Worldwide Cleaning Industry Association (ISSA) or the International Janitorial Cleaning Services Association (IJCSA) can also pay dividends. These groups not only keep you up-to-date on the latest trends and best practices, but they also provide fantastic networking opportunities. I’ve made some of my most valuable business connections through these industry events and conferences.
And don’t forget the power of online networking as well. Platforms like Nextdoor can be a great way to connect with potential clients in your local community. You never know when a neighbor might be looking for a reliable commercial cleaning provider.
So, when it comes to winning those coveted cleaning contracts, remember – it’s not just about what you know, it’s about who you know. Get out there, build those relationships, and watch your business grow.
Tip 2: Mastering the Walkthrough and Bid Proposal
Alright, you’ve laid the groundwork with your networking efforts, and now you’ve got your sights set on a juicy commercial cleaning contract. But before you can seal the deal, you’ve got to tackle the walkthrough and bid proposal process.
First things first, the walkthrough. This is your chance to really understand the client’s needs and showcase your expertise. During the walkthrough, be sure to:
- Conduct a thorough site-specific risk assessment to determine the appropriate cleaning frequency and protocols.
- Outline exactly how much time you’ll spend on each task, with what supplies, and at what frequency.
- Demonstrate your understanding of the client’s unique challenges and pain points, and how you have the solutions to address them.
Believe me, this attention to detail can make all the difference in building trust and credibility with the client.
Now, when it comes to the bid proposal, you’ve got to approach it with the same level of care and thoughtfulness. Don’t just slap together a generic proposal and hope for the best. Take the time to really understand your competitors, your own strengths and weaknesses, and how you can position your company as the best fit for the job.
And here’s a pro tip: use the future tense in your conversations with the client. It helps them visualize you already providing the service and making their lives easier. As the great Jay Heinrichs says in his book “Thank You for Arguing,” “Enjoy the silence” – let the client sit with that mental image for a bit before responding.
Finally, don’t forget to leverage the power of technology. Tools like our janitorial software can help you streamline the entire process, from collecting job details on-site to accurately calculating your costs and crafting a winning proposal.
Tip 3: Differentiating Your Cleaning Company
Alright, so you’ve nailed the walkthrough and put together a killer bid proposal. But in this highly competitive industry, that’s just the beginning. How do you make your commercial cleaning company stand out from the rest?
One surefire way is to identify and highlight your unique strengths and capabilities. Take a close look at your SWOT analysis and think about what sets you apart. Do you have access to bulk purchasing power for cleaning supplies? Can you offer advanced technologies like smart cleaning apps to improve efficiency and communication?
Leverage these competitive advantages to differentiate your services and show the client why you’re the best choice.
Another helpful tactic is to stay on top of industry trends and tailor your approach accordingly. For example, in the wake of the pandemic, many clients are now laser-focused on enhanced cleaning protocols and ensuring the safety of their employees. Showcase your expertise in this area and outline the specific measures you’ll take to address their concerns.
And let’s not forget the power of strategic positioning. As business strategist Michael Porter suggests, the key is to find your niche and focus on either cost leadership, differentiation, or a targeted focus. In an industry that’s been plagued by a race to the bottom on pricing, I personally believe the differentiation approach is the way to go. Let your quality and expertise shine through.
Tip 4: Mastering the Numbers and Logistics
Alright, let’s talk numbers. Winning that commercial cleaning contract is one thing, but actually making a profit is a whole other ball game. You can’t afford to get this part wrong.
Before you even think about submitting a bid, make sure you’ve got a firm grasp on your supply and labor costs, overhead, and profit margins. Use tools like our bidding calculator to crunch the numbers and ensure you’re pricing the job properly.
And don’t forget to factor in the logistics as well. How are you going to manage an influx of new cleaners and clients? Do you have the right communication tools and processes in place to keep everything running smoothly? These are the types of details that can make or break a contract.
I know it can feel like a “chicken and egg” problem – you need the contract to hire more cleaners, but you need the cleaners to fulfill the contract. The key is to get a head start on the hiring process before you even land the deal. That way, you’re not scrambling when it comes time to service the new site.
And speaking of financing, don’t be afraid to get creative. Explore options like invoicing clients upfront, tapping into business lines of credit, or even working with your bank to secure a loan. The last thing you want is to get stuck in a situation where you can’t cover payroll.
Tip 5: The Follow-Up and Feedback Loop
Alright, you’ve done the work, submitted your bid, and now you’re waiting with bated breath for the client’s decision. But the job isn’t done just yet. The follow-up and feedback loop are crucial to winning future contracts.
First and foremost, don’t be shy about following up with the client. In fact, I recommend doing so 3-5 days after submitting your proposal. Remind them of how your services can help them achieve their goals, and position yourself as a true partner to their business.
And if you don’t end up winning the contract, don’t be discouraged. Reach out to the client and ask for feedback. Find out why they chose the other company and use those insights to improve your approach for the next opportunity.
Remember, there are plenty of other clients out there who need your help. So dust yourself off, move on to the next prospect, and keep that momentum going. The more you put yourself out there, the more doors will open.
And who knows, maybe that lost contract will turn into a valuable networking opportunity down the line. In this industry, it’s all about staying persistent, adaptable, and always looking for ways to grow and improve.
So there you have it – my top tips for winning those elusive commercial cleaning contracts. It’s a competitive field, but with the right strategy and a whole lot of hustle, I know you’ve got what it takes to come out on top. Now go out there and show ’em what you’re made of!
