Winning commercial cleaning contracts is tough. You’re up against savvy competitors, tight budgets, and demanding clients who expect flawless service. But the good news? With the right preparation and strategy, you don’t have to be the lowest bidder to land the job.

At Swept, we started as a janitorial company ourselves, so we know exactly what it takes to stand out and win big. This guide walks you through the 8 critical questions every cleaning business owner must answer before bidding — helping you submit smarter proposals, avoid costly mistakes, and grow your business with confidence.

Ready to stop guessing and start winning? Let’s dive in.

8 Key Questions Every Commercial Cleaning Business Owner Must Ask Before Bidding

1. Is Your Website Ready to Impress Prospects?

Over 63% of mid-sized janitorial companies have websites, and that number keeps growing. If you don’t have a mobile-friendly, easy-to-navigate website, you risk falling behind 81% of competitors by year’s end.

Why it matters: Most clients search on mobile devices. A clean, modern website that clearly explains your services, credentials, and service areas builds trust and boosts your chances of winning contracts.

Need help building a stronger online presence? Check out our guide on Digital Marketing for Cleaning Business to make sure your website works hard for you.

2. Do You Know What Your Competitors Are Offering?

You can’t beat what you don’t understand. Research local competitors’ services and find gaps or weaknesses you can fill to stand out.

Start by:

• Reviewing their websites and marketing materials

• Noticing what they don’t offer or where they fall short

• Identifying areas where you can provide better service or value

Knowing your competition helps you craft bids that highlight your unique strengths.

3. Can You Clearly Show Why You’re Different?

Only about half of commercial cleaning companies can easily explain what sets them apart. If you’re competing mainly on price, it’s time for a new approach.

Use tools like Swept’s janitorial software to demonstrate professionalism, speed, and reliability — your secret weapon to winning bids without undercutting your value.

4. Are You Confident in Your Pricing and Quotes?

Calculate your true costs — supplies, labor, overhead, profit margin — before quoting. Underpricing leads to losses; overpricing loses bids.

Tip: Use a commercial cleaning quoting app to deliver fast, accurate quotes that show you know your business — and impress potential clients. Check out How to Quote Commercial Cleaning for step-by-step tips.

5. Is Your Proposal Ready to Impress?

Your sales pitch continues after the walk-through. A professionally designed, customizable proposal template can tip the scales in your favor.

Download your free Cleaning Janitorial Bid Proposal Template today.

6. Do You Have Cleaners Ready to Deliver?

Winning contracts without enough staff means missed deadlines and unhappy clients. Start hiring proactively so you can deliver quality service from day one.

Need tips on onboarding and managing teams? Read How to Grow a Cleaning Business for expert advice.

7. Can You Cover Payroll Before Getting Paid?

Cash flow can block growth. Without funds to pay cleaners while waiting on client invoices, your business is at risk.

Smart options:

• Use savings or lines of credit

• Negotiate client prepayments

• Discuss loans with your bank based on signed contracts

8. Do You Have Systems to Manage a Growing Team?

Managing more staff and clients with spreadsheets and phone calls only works for so long.

Invest in janitorial management software to streamline scheduling, communication, quality checks, and reporting — so you can grow with confidence.

Closing the Deal: How to Stand Out and Win More Commercial Cleaning Contracts

Identify Your Competitor’s Weaknesses

During site visits, look for service gaps or quality issues without directly criticizing the current provider. Highlight how your company delivers higher quality, reliability, and attention to detail.

Use this subtle “penalty flag marketing” to help prospects see why switching to you is the smart choice. For a deep dive into turning walkthroughs into contracts, see How to Turn Client Walkthroughs into Cleaning Contracts.

Why You WANT to Bid Against Low-Ballers

Low bids often mean low-quality service. If a prospect’s current cleaner underbids, they’re probably leaving the client dissatisfied and vulnerable.

Show how your fair pricing delivers superior service backed by testimonials and before/after photos.

Find and Solve Their Unmet Needs

Ask about frustrations like slow response times, poor training, safety risks, or unmotivated staff. Show how your solutions improve their experience and protect their facility.

Clients don’t care how much you know until they know how much you care.

Take Control and Win More Contracts Today

Winning bigger cleaning contracts takes more than luck — it demands sharp preparation, deep insight, and unshakable confidence. Use these questions and strategies to craft standout bids, set your business apart, and accelerate your growth like never before.

Ready to stop losing contracts and start winning with ease? Discover how Swept’s powerful janitorial software helps you streamline team management, boost communication, and deliver the consistent, top-tier service that keeps clients coming back.

Get ahead. Win more. Grow faster.