The top ways to get cleaning contracts with the government are:
- Register as a government contractor
- Network your business
- Focus on Requests for Proposals (RFPs)
- Get special certifications
To register as a government contractor, register with the System for Award Management (SAM). This makes it easier for the government to give you access to funding opportunities. Create an account on SAM.gov and give detailed information about your business. Add your banking information, NAICS code, and TIN. Also, register with state or local procurement websites to compete for contracts in specific regions.
Network your business to general contractors or facility managers for commercial work. They hire cleaning crews to clean new office buildings and warehouses. Meet decision-makers through government procurement conferences. According to Contracting Business Magazine, 67% of government cleaning contracts are awarded to businesses that networked with procurement officers at industry events. Promote your services to government officials attending local chamber of commerce meetings.
Focus on RFPs (Request for Proposals) online to get an idea how to qualify for bidding and insurance requirements. According to Cleaning Contractor Magazine, cleaning businesses have a 34% higher success rate in winning government contracts because they regularly review at least 5 similar RFPs before submitting their proposal. Use third-party RFP databases like BidSync and the Blue Book Building. Review compliance requirements like certifications and background checks for employees. Also, identify required services such as janitorial, sanitization, or deep cleaning.
CleaningBusiness Boss recommends focusing on service delivery and human resources management to get ISSA (International Sanitary Supply Association) certification. Create a profile on your local SBA (Small Business Association) website. This determines which programs suit your cleaning services. Also, consider trying the CMI Cleaning 101 Program for additional credibility. This has restroom care certification that covers odor control, procedures, and disinfection.
In this article, we discuss the top ways to get cleaning contracts with the government. We also discuss the importance of your team’s expertise, cleaning procedures, and competitive pricing structure.
1. Register as a government contractor to license your cleaning services
To register as a government contractor, get a D-U-N-S (Data Universal Numbering System) number to do business with the U.S. federal government. Register in SAM.gov to get your CAGE (Commercial and Government Entity) code. It’s an identifier used by businesses to bid on federal government contracts. According to the Defense Logistics Agency, it takes 10-15 business days to process the CAGE code.
Get your TIN (Tax Identification Number) from the Internal Revenue Service. Then classify your business type through the NAICS (North American Industry Classification System) code. The NAICS code is used for finding information about your competitors to know how they’re performing. Below are examples of NAICS codes for cleaning companies:
- 561740 – Carpet and Upholstery Cleaning
- 561720 – Janitorial Services
- 561721 – Window Cleaning Services
- 561790 – Other Services to Buildings and Dwellings
For long-term contracts, get listed on the GSA (General Services Administration) Schedule. This makes it faster to secure federal cleaning contracts and to simplify the contract award process. Also, register with your state and local government portals. Search for “[Your state] government vendor registration”. Local governments often renew cleaning contracts annually with shorter payment cycles.
FedAccess recommends renewing your SAM.gov registration every 365 days. This makes sure your cleaning business remains eligible for government contracts. For updating registration, go to SAM.gov’s Workspaces section. Select “Update” on the three-dot menu beside your business listing. Confirm your business details and CAGE code when updating information. You can choose to add your business in public searchers to be discovered by prime contractors. Update employee count, point of contact details, and annual receipts.
2. Network your cleaning business to secure long-term contracts
Network your cleaning business to the Department of Defense and local municipalities. Attend vendor outreach sessions to interact with potential clients. According to the American Cleaning Institute, 27% of cleaning service providers are more likely to win a government contract when attending at least three vendor outreach sessions per year. Introduce yourself at local networking events. Mention services like restroom cleaning in schools or offices, industrial cleaning for factories and warehouses, and deep cleaning. To prove your expertise, give limited-time deals or free cleaning services.
Attend government procurement events to meet contracting officers. Federal agencies provide workshops to educate small business owners on bidding processes. Determine procurement offices that handle cleaning services and facility maintenance at government agencies. Present your services and expertise through an introduction email or schedule a meeting. Also, check your local Procurement Technical Assistance Center (PTAC). They give training for government contracting procedures and crafting competitive proposals.
Engage with local contractors and construction cleanups. Government contracts often need subcontractors, allowing you to list your business on a prime contractor’s bid. Avoid direct competition with other cleaning companies when subcontracting through a construction firm. Local contractors pay faster than direct government payments. This can also lead to a reliable and steady income stream.
3. Focus on Requests for Proposals (RFPs) when marketing your cleaning services
Focus on RFPs through utilizing FedBid and municipal websites. RFPs make it easier to compare rates and requirements when finding the right partner for cleaning projects. Subscribe to bid alert services to notify you when they post relevant RFPs. According to BidNet Direct, cleaning contractors respond to 42% more relevant opportunities using customized bid alerts. To filter results, use keywords like “facility maintenance”, “janitorial services”, or “disinfection services”. Before writing a proposal, carefully read the RFP scope. Assess its specific requirements, contract history, size, and location.
Kizzy Parks says to avoid opportunities with less than a two-week response. Focus on opportunities that take over two weeks to respond. Follow all formatting requirements, including font, size, and file format. Watch out for unusual requirements and terminology that show a preference for an incumbent. Also, add all clarifications in your proposal or monitor Q&A updates.
Derek James presents an RFP review checklist. Below are sections to consider before securing government cleaning contracts:
- Cover Page – Contains NAICS codes, solicitation number, and offer due date.
- Pricing CLINs (Contract Line Item Numbers) – Break down required pricing formats and services.
- Delivery Schedule – Location of work performance, period of performance, and the Contracting Officer Representative’s contact information.
- Statement of Work – Background information, personnel qualification, and clearance requirements.
4. Get special certifications for your cleaning business
Get certified as a Small Business (SB) to boost chances of winning contracts. According to the Small Business Administration, cleaning companies win 24% more government contracts using SB certification compared to non-certified competitors. Your cleaning company must be independently operated and owned. Self-certify your business on SBA’s Dynamic Small Business Search (DSBS). Your business must be 51% owned by a minority group to be eligible for the Minority Business Enterprise (MBE) Certification. This connects your cleaning services to large contractors and supplier diversity programs.
Victoria Menifee mentions that there’s increasing support for Small Disadvantaged Businesses (SDBs). The government infused an additional $2 billion into this certification program. If your business belongs to this category, prepare a strong managerial resume. Show proof of U.S. citizenship using your passport or driver’s license.
Curtis Merriweather Jr. suggests focusing on learning the government contracting landscape before applying. Your business must first generate revenue and build credibility before obtaining certifications. Don’t rely too much on set-aside opportunities. It will be hard to compete in open markets once your certification expires. Don’t lead with your certification when reaching out to your target audience. Government buyers prefer trying cleaning services based on value and service quality. Your certifications must only complement your business. Create a firm foundation in competitive pricing and service delivery before getting certifications.
What are some effective strategies for writing a winning bid proposal to get government cleaning contracts?
- Meet all certification and compliance requirements – Make sure your businesses passes all bonding qualifications. Include EPA, OSHA, and other compliance details. Highlight certifications such as Small Business (SB), Women-Owned Business (WBE), or Minority-Owned Business (VBE).
- Show your cleaning procedures – Describe your cleaning process, equipment, and techniques. Explain customer feedback systems, performance monitoring, and inspection checklists.
- Highlight your team’s expertise – Emphasize each member’s experience, qualifications, and certifications.
- Provide a detailed and competitive pricing structure – Break down costs for cleaning supplies, labor, and fees. Use cost-saving strategies like energy-efficient cleaning practices.
- Submit your bid on time – Avoid last-minute rushes that can lead to missed deadlines. Follow up to make sure your bid was successfully received.
Can I secure government contracts on a cleaning business website?
Yes, you can secure government contracts on a cleaning business website. Create service pages for deep cleaning, restroom sanitation, disinfection, and government storage facilities, and pressure washing. Include case studies and testimonials to build credibility and trust. Add a contact page containing your phone number, email, and social media platforms. Your website should link to your SAM.gov registration. A cleaning business website builder has third-party integrations to transfer information to state and local procurement portals.
