How to Become a Cleaning Subcontractor

Network actively to find subcontracting opportunities for your cleaning business.

Finding clients can be a challenge for a new cleaning business. Government agencies and private corporations request bids for cleaning and custodial contract opportunities through their official procurement websites, but new companies may not have the experience to submit winning proposals. A way for your company to get the necessary experience is by subcontracting tasks that prime contractors don't have the resources to fulfill. Distinguish your business by doing outstanding work, and ask satisfied customers to write positive letters of recommendation that you can use to market your business to prime contractors.

Instructions

1. Apply for the appropriate licenses and permits to operate a cleaning business in your local area. Go to the "Search for Business Licenses and Permits" page on SBA.gov to find information about the operational requirements for your business. Visit the city or county administrative office in your area if you have questions about the applicable permits.

2. Create business cards, a brochure and a website that describes your cleaning business. Join your local Chamber of Commerce. Attend local networking functions, talk to other business owners about your company and your availability to do subcontract work. Give business owners your card and brochures to help them keep you in mind when they are looking for a subcontractor for government, or private sector jobs.

3. Recruit experienced cleaning staff to serve as project managers on subcontracting jobs. Look for employees certified and registered by the International Executive Housekeeping Association, or IEHA, through the "Job News" section on the association website. Add profiles of certified employees to your company marketing materials. If you supervise site projects personally, then you should also earn IEHA certifications yourself.

4. Join trade organizations for cleaning professionals, such as the International Sanitary Supply Association and the International Janitorial Cleaning Services Association, to keep up with the latest industry trends. Attend trade shows to interface with other cleaning companies and vendors, and for education and training opportunities. You may choose, for example, to add value to your cleaning company by earning association certificates in specialty areas such as green cleaning and hazardous chemical management.

5. Lease or purchase necessary supplies and equipment. Use supplier directory listings on professional trade websites to shop for the best prices on supplies and equipment. Your essential supplies may include buckets, mops, rubber gloves and cleaning products. You may also need to invest in bigger ticket items, such as commercial floor cleaners, and one or more vans to transport employees and materials to job sites. Ask equipment salesmen for quotes, and compare the costs and benefits of purchasing and leasing before you make a final decision.

6. Register your cleaning business as a government contractor by following the instructions on SBA.gov. Refer to the "Working with the Government" page to find out whether you qualify for special SBA certification programs to help promote your cleaning business. SBA programs include special certifications for women and veteran-owned businesses, and for businesses located in "Historically Underutilized Business Zones" in urban and rural communities. Apply for certifications you qualify for as soon as possible to work with prime contractors that need certified subcontractors.

7. Search the SBA's SUB-Net database, or click "View All Solicitations" to look for subcontracting opportunities. Call or email listed prime contractor contacts for directions on how to bid on the subcontract opportunity.

8. Click on the map on the National Association of State Procurement Officials to find your state government procurement website. Monitor the "Contracts Awarded" section on your state procurement website to find names of companies that win cleaning contracts. Call contract managers at winning companies and ask if they need subcontractors.

References

• U.S. Small Business Association; Selling to the Government: Five Tips for Becoming a Subcontractor and Getting Your Foot in the Door; Caron Beesley; October 2009
• International Executive Housekeepers Association: Education & Certification
• International Sanitary Supply Association: Benefits of Membership
• International Janitorial Cleaning Services Association: Join IJCSA
• U.S. Small Business Association: Sub-Net
• National Association of State Procurement Officials: Member Profiles

Resources

• U.S. Chamber of Commerce: Chamber Directory
• Entrepreneur Center: Business Idea Center; Commercial Cleaning