How to Solicit Construction Industry Commercial Cleaning Contracts

When it comes to commercial cleaning services, construction-site cleaning is the most lucrative. Besides, construction-site-cleaning opportunities are making the industry more dependable. However, they require a lot of hard work and often involve a lot of detail to structure the work and maintain high services standards that will assure you of more jobs. Construction cleaning involves heavy lifting, ladder work and cleaning out debris. You will need all the appropriate cleaning equipment to be able to offer good services. The industry has an extensive client base, which includes renovation companies, contractors and property developers.

Things You'll Need

• Jeans, hard hat, uniform shirt and boots plus the typical sales stuff inc business cards, calculator etc.

Instructions

1. Prepare promotional materials, such as a company website and brochures proposal detailing your company services, your experience and service capabilities. Enforce your promotion campaign by expanding your brand presence by using social media. Create a blog or podcast, and emphasize your services there. Offer professional tips and advice on what works for construction cleaning.

2. Research on all construction companies around your area from search engines and your local business directory, and establish their needs. Establish their cleaning requirements and customize your proposal to suit each of the companies. Develop your list further by networking amongst your friends and close associates. Approach the project managers of the companies you have shortlisted and introduce your company to them. Request for a meeting to further explain your company’s cleaning service portfolio and capabilities.

3. Meet your potential clients to talk about the services you offer. Prepare well for your meeting and arrive on time. Establish a relationship with the project manager for future followup. Follow up the scheduled meetings with a letter thanking the project manager for taking his time to meet with you. Emphasize on the opportunities where you think your company can add value to theirs. Close your letter by expressing interest in offering your services to them.

4. Offer the greatest services to your current clients and let your services speak for themselves. Create a list of your most satisfied clients and approach them for referrals. Talk to your clients, and learn what their expectations, are and work toward meeting them. Identify an area that makes you stand apart from your competition and market it aggressively.

5. Create a contact database of potential clients, opinion leaders in the industry and other useful people you may have met. Keep them updated on your company’s activities, and ensure they are aware if you are offering a special service or a discount.

6. Look out for request for tenders published in your local publications and respond to them. Provide all the requested information and follow the guidelines provided by the tendering company. Emphasize on the client's needs and how you will be able to meet them. If you have established a relationship with the organization, maximize on the advantages this brings (See reference 4 and 5)

References

• Chris Brogan; Seven Ways to Grow your Business; June 2006
• Sitepoint; Sell your Services Step by Step; Rachel Goldstein; February 2002
• Sitepoint; Step-by-Step Guide to a Signed Contract; Brendon Sinclair; October 2002
• Sitepoint; Suggested Guidelines for Responding to RFPs; Andrew Neitlich; July 2006
• Creativematch; Rainmaking: New Business and How to Win it -- Report From NMK; January 2003