How To Get Commercial Cleaning Contracts
Commercial cleaning is where most cleaning businesses build real, predictable income. One office contract can be worth more than ten domestic clients combined, and once you're in, the work tends to stay.
But commercial contracts are won differently to domestic jobs. This guide walks through exactly how to find, pitch and win them — even if you've only ever done houses.
1. Decide what kind of commercial cleaning you want
Commercial covers a wide range: small offices, dental practices, gyms, retail units, schools, warehouses, medical centres. Each has different hours, pricing and equipment needs.
Start with small offices and independent practices. They're easier to reach, sign faster, and don't require huge insurance or staffing levels.
2. Build a target list of 50 local businesses
Open Google Maps, search "offices", "dentists", "clinics", "gyms" and "estate agents" within 10 miles. Write down 50 businesses you could realistically clean.
Add the business name, address, phone, and the owner/manager's name if you can find it on the website. This list is your engine for the next 90 days.
3. Walk in (yes, really)
Email gets ignored. Cold calls get blocked. Walking in with a friendly face and a one-page quote works far better than people expect.
Visit between 10am and 11:30am — quietest time. Ask for the office manager. If they're not in, leave a printed pack: who you are, what you do, your rate, your insurance, and a phone number that gets answered.
4. Have a clear, simple pricing model
Most commercial cleaning is quoted per visit, per square metre, or per hour with a guaranteed time. For small offices, a flat per-visit price is easiest because it gives the client a predictable monthly cost.
Always include what's covered: empty bins, hoover, mop hard floors, kitchen surfaces, toilets, restock consumables. Vague quotes lose deals.
5. Get the insurance and the paperwork in order
Commercial clients will ask. You need public liability insurance (£2m minimum, £5m for larger sites), employers' liability if you have staff, plus a simple service agreement.
Bring printed copies on first meetings. It signals professionalism and removes objections on the spot.
6. Pitch the outcome, not the cleaning
Office managers don't care about hoovers. They care about a tidy reception when clients walk in, clean toilets that don't get complaints, and never having to think about cleaning again.
Frame your pitch around that: "You'll never have to chase me, the bins are always empty, and your reception always looks ready for a client."
7. Use a contract — even a one-page one
A short written agreement protects both sides: scope, frequency, price, payment terms (Net 14 or Net 30), notice period. Most office managers actually prefer this — it makes them look organised to their boss.
8. Deliver perfectly for the first 90 days
First impressions decide whether the contract renews. Show up on time every visit, leave a simple checklist signed off, and send the invoice on schedule. After 90 perfect days you can ask for a referral to their sister office, or a second site.
Real-world example
A two-person team in Birmingham built up to £8,400/month recurring commercial revenue in 14 months by targeting independent dental practices only. They walked into 60 practices, signed 11, lost 1, and kept the other 10. One niche, one pitch, repeated.
How to win cleaning tenders
Cleaning tenders (often via Contracts Finder, Proactis or local council portals) reward thorough paperwork: insurance certificates, COSHH documentation, references, method statements and a clear pricing schedule. Most small cleaners lose tenders not on price but because one section is missing.
Start with low-value local authority tenders (under £25k) to build a track record before chasing the larger national ones.
How to approach businesses for cleaning contracts
The script that works best is short and outcome-focused: "Hi, I run a local cleaning company. I'd love to drop off a quick quote for your office — no obligation. Who's the best person to give it to?" Don't try to sell on the doorstep; just leave your one-page pack with the right name on it.
Follow up by email 48 hours later, then once a quarter. Most commercial cleaning contracts come from the 3rd or 4th touch, not the first.
How to get office cleaning contracts
Small independent offices (5–25 staff) are the sweet spot for new cleaning businesses. They make decisions fast, don't need procurement approval, and value a personal relationship over the lowest price. Target 20 within a 5-mile radius and visit each one in person.
How to find commercial cleaning leads
Combine Google Maps prospecting, LinkedIn outreach to office managers, and partnerships with serviced office providers (Regus, IWG, local co-working spaces). One co-working partnership can introduce you to 30+ businesses in a single building.
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People also ask
Common related searches cleaning business owners run on Google.
How do I get my first commercial cleaning contract?+
Build a list of 50 small local offices, walk in with a one-page price sheet between 10am and 11:30am, and ask for the office manager by name. Most cleaners sign their first contract within 4–6 weeks of consistent visits.
How profitable is commercial cleaning?+
Commercial cleaning is typically more profitable than domestic because contracts are larger, recurring, and require less travel between jobs. Net margins of 25–40% are achievable once you have 5+ regular sites.
Do you need a licence for commercial cleaning UK?+
No specific licence, but you must have public liability insurance (£5m for most commercial sites), employers' liability if you have staff, and ideally COSHH documentation for the chemicals you use.
How do I price an office cleaning quote?+
Quote per visit, not per hour, clients budget around a flat monthly cost. Always include bins, vacuum, mop, kitchen, toilets and consumable restock in the base price, and price each contract from your own costs rather than a generic rate card.
Frequently asked questions
Do I need experience to get commercial cleaning contracts?
No — but you need to look professional and have insurance. Start with small offices (under 2,000 sq ft) and grow from there.
What insurance do I need for commercial cleaning?
Public liability of at least £2m (£5m for larger sites), employers' liability if you have staff, and ideally treatment cover if you do specialist work.
How should I charge for commercial cleaning?
Price the job, not the hour, clients prefer a fixed per-visit cost they can budget around. Build the price from what's actually involved: time on site, consumables, travel and a sensible profit margin.
How do I find commercial cleaning leads?
Google Maps + walk-ins beats almost everything. Build a list of 50 local businesses and visit 5 per week. Within 3 months you'll have multiple contracts.
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