How to Price Commercial Cleaning Jobs: A Step-by-Step Guide

Getting your commercial cleaning pricing right is one of the most important steps for running a profitable cleaning business. Charge too little, and you struggle to cover costs; charge too much, and you risk losing contracts to competitors. This guide walks you through how to price commercial cleaning jobs effectively—including janitorial job pricing and creating professional cleaning service quotes that win clients while protecting your margins.

Why Proper Pricing Matters

Pricing isn’t just about numbers—it’s about communicating value. When done right, your commercial cleaning pricing:

• Covers labor, supplies, and overhead without cutting into profits.
• Reflects the quality and reliability of your service.
• Lets you bid competitively while still growing your business.
• Builds client trust through clear, professional cleaning service quotes.

Getting it wrong can lead to late payments, high staff turnover, and financial stress. A structured approach ensures your business stays sustainable and profitable.

Step 1: Understand the Scope of Work

Before thinking about dollars, get a clear picture of the job.

• Inspect the Facility: Walk through the space to measure square footage, identify high-traffic areas, and note any special cleaning requirements. Take photos or make notes to ensure nothing is overlooked.
  
  
• Ask About Frequency: Daily, weekly, or monthly cleanings impact labor and supply costs differently. Some clients may want deep cleans less often, but you still need to plan for those sessions.
  
  
• Identify Special Requests: Floor waxing, window cleaning, or deep sanitization all affect janitorial job pricing. Ask specifically about carpets, high-touch surfaces, and sensitive equipment.
  
  
• Consider Access and Security: After-hours work, key card access, or multi-floor buildings may require extra staffing, coordination, or training.
  
  

A detailed inspection ensures your cleaning service quotes are accurate, competitive, and tailored to the client’s needs.

Step 2: Calculate Labor Costs

Labor is often the biggest expense in commercial cleaning pricing. Here’s how to calculate it:

• Estimate Time Required: Use past experience, industry benchmarks, or your own time trials to estimate hours per cleaning session based on square footage and task complexity.

• Include Staff Pay Rates: Factor in wages, payroll taxes, and benefits. Paying fairly keeps your cleaners happy, which improves retention and consistency (see average janitor pay by state and role).

• Factor in Travel Time: Don’t forget travel to and from the site if it’s outside your usual area.

Example: If a job requires 3 cleaners for 4 hours each at $20/hour, labor cost = 3 × 4 × $20 = $240 per visit.

Pro tip: Always build in a buffer—unexpected delays like restocking supplies or extra tasks can eat into your margins if not accounted for.

Step 3: Include Supplies and Equipment Costs

Every cleaning job requires supplies:

• Cleaning Products: Disinfectants, glass cleaners, floor wax, and specialty cleaners for different surfaces.

• Paper Products: Toilet paper, hand towels, and other consumables, if you provide them.

• Equipment Depreciation or Rental: Vacuums, floor scrubbers, carpet extractors, and even mops and buckets wear out over time. Include their cost in janitorial job pricing.

Tip: Some companies add a flat supply fee per visit, while others pass costs directly to clients. Transparent cleaning service quotes build trust and avoid surprises.

Extra tip: Track supply usage over time. Data from previous jobs can help refine commercial cleaning pricing for future quotes. You can use templates like a Cleaning Supply Inventory System and a Janitorial Equipment Maintenance Log to stay organized and ensure nothing falls through the cracks.

Step 4: Account for Overhead

Overhead covers the costs of running your business beyond labor and supplies. Include:

• Insurance and bonding
• Marketing and advertising
• Office rent and utilities
• Administrative staff salaries

A guideline is to add 10–20% of your labor and supply costs to cover overhead.

Pro tip: Don’t forget hidden costs like uniforms, training, and employee safety equipment—they all affect janitorial job pricing.

Step 5: Add Profit Margin

Profit ensures your business can grow, reinvest in equipment, and maintain quality services. Most commercial cleaning companies aim for a 15–30% profit margin, depending on the market.

Step 5a: Use This Formula

Final Price=(Labor+Supplies+Overhead)×(1+Profit Margin)

Where:

• Labor = Total labor cost for the job

• Supplies = Total cost of cleaning supplies and consumables

• Overhead = Business overhead allocation for the job

• Profit Margin = Desired profit percentage (as a decimal, e.g., 20% = 0.2)

Step 5b: Example Calculation

Step 7: Prepare Professional Cleaning Service Quotes

A professional quote can make or break a contract. Include:

• Clear description of services and frequency

• Breakdown of labor, supplies, and overhead costs

• Pricing model and total cost per visit or month

• Terms of service (payment schedule, cancellation policy)

• Optional add-on services for upselling (carpet cleaning, window washing, disinfecting services)

Pro tip: Use tools like Swept to show clients your team’s consistency and reliability. By tracking schedules, inspections, and quality checks, you can confidently explain the value behind your pricing and prove the quality of your service.