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.
Pricing isn’t just about numbers—it’s about communicating value. When done right, your commercial cleaning pricing:
Getting it wrong can lead to late payments, high staff turnover, and financial stress. A structured approach ensures your business stays sustainable and profitable.
Before thinking about dollars, get a clear picture of the job.
A detailed inspection ensures your cleaning service quotes are accurate, competitive, and tailored to the client’s needs.
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.
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.
Overhead covers the costs of running your business beyond labor and supplies. Include:
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.
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.
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)
| Cost Component | Amount |
|---|---|
| Labor | $240 |
| Supplies | $40 |
| Overhead | $40 |
| Subtotal | $320 |
| Profit Margin | 20% |
| Final Price | $320 × 1.2 = $384 |
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.
Costs aren’t static—labor rates, supply costs, and market conditions fluctuate. Reassess commercial cleaning pricing:
Annually, or when renewing contracts
When expanding into new service areas
After major changes in client scope or building size
Regular reviews help your janitorial job pricing stay profitable and competitive.
Pro tip: Track past bids, costs, and profitability. Over time, patterns emerge that let you price smarter and avoid underbidding.
Underpricing: Leads to burnout, low profits, and inability to reinvest.
Ignoring Overhead: Every business expense counts—don’t let hidden costs eat your profit.
Not Tracking Time Accurately: Misjudging hours can erode margins and affect future cleaning service quotes.
Generic Quotes: Tailor quotes to each client’s needs to show professionalism and attention to detail.
Pricing commercial cleaning jobs is a balance between competitiveness and profitability. By carefully calculating labor, supplies, overhead, and profit—and delivering clear, professional cleaning service quotes—you set your business up for long-term growth.
For a head start, use templates and tools that streamline janitorial job pricing and help you create professional proposals that win contracts. Over time, refining your commercial cleaning pricing process saves time, increases profits, and makes bidding on jobs easier and more predictable.