Part of: Cleaning Business Growth
Most cleaning businesses win their first commercial contracts from nearby private buyers, such as small offices, clinics and property managers, then add government bids once they have references, insurance and bonding. For public work, the SBA says you need a Unique Entity ID from SAM.gov and a matching NAICS code, and janitorial services use code 561720 under the federal size standards.
This guide is part of our Cleaning Business Growth hub. It covers where contracts come from and the steps to compete for them.
Where do commercial cleaning contracts come from?
There are two main routes, and they move at very different speeds:
| Route | Who buys | What to have ready |
|---|---|---|
| Small offices, clinics and shops | The owner or office manager | A walkthrough, a written quote and proof of insurance |
| Property managers | One manager for several buildings | Reliable coverage, fast replies and a certificate of insurance |
| State, county, city and school bids | A purchasing office | Vendor registration, bid forms, insurance and sometimes bonds |
| Federal contracts | Agencies posting on SAM.gov | SAM.gov registration, a NAICS code and past work to point to |
It usually makes sense to start with the first two, because the buyer is local and one person often makes the decision.
How do I win private commercial clients?
- Pick a building type. Choose offices, clinics or shops close to the homes you already clean so travel stays short.
- Find the person who decides. Ask at the front desk who handles cleaning, or look up the property manager for the building.
- Offer a walkthrough. Note the square footage, floor types, restrooms, trash and how often they want service.
- Send a written proposal within a day or two. List the scope, schedule, price, supplies and your insurance.
- Follow up. A short, polite check in after a week keeps your quote in front of the buyer. Ask when their current contract ends.
Our guide to getting cleaning clients covers outreach and reviews, and our house cleaning pricing guide shows how to build a price from your costs.
What should a commercial cleaning proposal include?
Keep it short enough to read in a few minutes, and make every number easy to find:
- The building, the areas you will clean and the tasks in each area
- How often you will clean and at what times, including after hours
- The monthly price, what it includes and what costs extra
- Who supplies paper goods, liners and cleaning products
- Your insurance, any bond, and how the client can reach you
- How either side can end the agreement
How do I bid on government cleaning contracts?
The SBA lays out the basic requirements for federal work. Local bids follow a similar pattern.
- Register in SAM.gov. You get your Unique Entity ID when you register in SAM.gov. GSA says registration and renewal are free, and paid help from private firms is optional.
- Pick your NAICS codes. Janitorial services use 561720. Federal rules set the small business limit at $22.0 million in average yearly receipts. Carpet and upholstery cleaning uses 561740, with an $8.5 million limit.
- Fill out your profile well. The SBA says agencies search SAM.gov for businesses, and your profile works like a résumé.
- Research past contracts. The SBA points to USASpending.gov and agency procurement forecasts to see who buys cleaning and how much they spend.
- Check local bid pages. Your state, county, city and school district each post bids and may have their own vendor registration.
- Get free help. APEX Accelerators offer guidance to businesses new to federal, state and local government contracting.
Read every bid document closely, attend any site visit and turn in every form by the deadline.
How long does government contracting take?
Longer than most owners expect. The SBA warns that some businesses spend between $80,000 and $130,000 to earn their first contract, and it could take up to two years to see a return. It suggests keeping your private clients while you build up to public work. Start small, such as one building or one school, and grow from there.
Do commercial contracts need bonds and insurance?
Often, yes. The SBA says many public and private contracts require surety bonds, such as bid, performance and payment bonds. It guarantees these bonds for qualified small businesses on contracts up to $9 million, or $14 million for federal work.
Expect commercial buyers to ask for a certificate of insurance before you start. Our cleaning business insurance guide explains general liability, workers' comp and auto coverage.
How Momyntum helps
Commercial buyers check your website before they reply to a proposal. List the building types you clean, your service area and your insurance there. Get your free website check to see what to fix first, or start a 14-day trial of Momyntum for help with your website, Google and AI search, and outreach.
Sources
Questions
How do I find commercial cleaning contracts near me?
Start with offices, clinics, shops and property managers close to the routes you already drive. For public work, search SAM.gov for federal opportunities and check your state, county, city and school district purchasing pages for local bids.
What NAICS code is used for commercial cleaning?
Janitorial services use NAICS code 561720. Under the SBA size standards in federal rules, a janitorial business counts as small with average yearly receipts up to $22.0 million. Carpet and upholstery cleaning uses 561740, with an $8.5 million limit.
Does it cost money to register in SAM.gov?
No. GSA says SAM.gov registration and renewal are free. Some private companies charge to help, but GSA says those services are optional and not part of the government.
How long does it take to win a government cleaning contract?
It can take a long time. The SBA warns that some businesses spend between $80,000 and $130,000 to earn their first contract, and that it could take up to two years to see a return. It suggests keeping your private clients while you learn.
By Momyntum Team. Updated November 1, 2026. For: House cleaning.
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