Working as a subcontractor for a prime contractor can be a fast track to growth—but only if you play it smart. It’s not just about showing up and doing the work; it’s about building a partnership that actually makes your life easier and your business stronger. Here’s how to do it.

1. Make Sure You’re on the Same Page—Culture and Systems Matter

It’s easy to get caught up in contracts and schedules, but the “soft” stuff can make or break your partnership:

• Company Culture: Do they value speed over quality? Are they casual communicators, or do they like everything documented and formal? Knowing their approach up front prevents clashes later.
• Operational Systems: How do they handle schedule changes or last-minute client requests? If their workflow is chaotic and yours is ultra-organized, you’ll spend more time adapting than cleaning. Ask about their systems before you commit.

2. Negotiate Without Fear—Your Business Deserves It

Just because a prime contractor has standard terms doesn’t mean you can’t discuss changes:

• Payment Terms: Long payment cycles can hurt your cash flow. If their terms are 60–90 days, see if you can shorten it. A strong track record gives you leverage.
• Pricing Share: You can sometimes negotiate your cut, especially if you bring unique skills—like specialized floor care or eco-friendly cleaning. Show the value you add.

3. Stand Out with Specialization

Reliability is table stakes. Want to become indispensable? Focus on a niche:

• Be the Expert: Post-construction cleanup, healthcare sanitation, industrial warehouse cleaning—pick something and own it.
• Unique Value: Specialization gives you leverage. Prime contractors may rely on you for that expertise, leading to higher-margin, more stable work.

4. Solve Problems Before They Become Headaches

Communication is about more than flagging issues—it’s about solutions:

• Propose Solutions: Don’t just report, “We’re short on staff at Site A.” Instead: “We had a no-show at Site A. Team B will cover, and we’ll have a backup ready for the next shift.” That shows reliability and resourcefulness.
• Provide Insights: Spot recurring issues? Suggest fixes. For example, if certain garbage cans keep getting missed, propose a quick training or schedule tweak.
  

5. Treat Subcontracting as a Strategic Growth Tool

Think long-term about how subcontracting can help your business expand:

• Leverage Experience: Partnering with reliable subcontractors allows you to take on larger contracts, meet deadlines, and maintain quality—without overextending your core team.

• Strengthen Your Network: Use subcontractor partnerships to expand your reputation, deliver consistently for clients, and position your business for bigger opportunities.

• Plan Smart Partnerships: Identify the right subcontractors for each job, set clear expectations, and create systems that make collaboration seamless—so every project strengthens your business’s capacity and credibility.

10 Questions to Ask Before Signing a Subcontractor Agreement

Set your cleaning business up for profitable, long-term partnerships with Prime contractors.

1. Who owns the client relationship—and who communicates with them?
   
   
2. What are the exact responsibilities of my team vs. the Prime’s team?
   
   
3. How will quality inspections, reporting, and issue resolution be handled?
   
   
4. What’s the exact payment structure, and when will I get paid?
   
   
5. After labor, supplies, and overhead, will this job still leave me profitable?
   
   
6. Are there penalties or deductions for missed shifts or rework?
   
   
7. Does the contract include a non-compete clause, and what are the limits?
   
   
8. Who carries liability insurance and covers damages or accidents?
   
   
9. How does termination work if the partnership doesn’t work out?
   
   
10. What reporting tools or workforce management systems are required to track work and compliance?
    
    

To ensure work is completed accurately and contracts stay compliant, it helps if the business you’re subcontracting for uses systems that provide:

• Time Tracking & Attendance: Keeps accurate records of hours, breaks, and locations.

• Task & Job Tracking: Monitors assigned tasks and verifies completion in real time.

• Inspections & Quality Checks: Documents quality to maintain standards.

• Compliance Reporting: Tracks labor regulations, safety protocols, and contract requirements.

• Communication & Alerts: Notifies teams of schedule changes, no-shows, or urgent tasks.

Ask if the businesses you work with use software like Workbench by Swept—it makes managing tasks, reporting, and compliance much smoother.