Your bid is often your first impression—and if it's too high, you won't get the callback. Pricing commercial cleaning contracts requires balancing competitiveness with profitability, and most owners underestimate labor costs or skip essential variables that should change your quote. This guide shows you exactly what to factor into every bid so you win work without leaving money on the table.
The Core Math: Labor, Supplies, and Overhead
Start with your actual hourly burden cost, not just wages. If you pay a cleaner $18/hour, you're also covering payroll taxes (8%), workers' comp insurance (typically 10–15% for cleaning), and vehicle fuel. Your real cost per labor hour is closer to $23–26 before overhead.
Next, add supply costs. Most commercial janitorial work runs $0.50–$1.50 per labor hour in consumables (floor finish, disinfectant, trash liners, microfiber cloths). Factor in your van payment, insurance, and office staff—these fixed costs should be distributed across every job, not absorbed into labor.
A solid baseline: charge $45–$75 per hour per cleaner for standard commercial spaces (office buildings, retail, warehouses). Specialty work—carpet extraction, high-rise windows, medical-grade disinfection—commands $75–$120+.
Measuring the Space Properly
Guessing square footage kills margins. Get exact measurements:
- Walk the site yourself. Photos and client descriptions miss details like narrow hallways, multiple levels, and storage areas that require time.
- Count fixtures. How many restrooms? Breakrooms? Stairwells? Each adds 15–45 minutes of work that square footage alone won't reveal.
- Ask about frequency. Daily, twice-weekly, or monthly cleaning? Turnover speed affects your labor calculation significantly.
- Identify obstacles. Heavy furniture, tight corners, or specialized floors (polished concrete vs. linoleum) change your time estimate.
A 5,000 sq ft office might take 8 hours once weekly, or 12 hours if it includes break rooms, high-traffic entrances, and restroom deep-cleaning. The difference is $360–$480 in your bid.
Adjust for Difficulty and Risk
Not all commercial jobs are created equal. Build pricing tiers:
| Job Type | Multiplier | |----------|-----------| | Standard office suite | 1x (baseline) | | Multiple floors or sprawling layout | 1.1–1.2x | | Medical, dental, lab (strict compliance) | 1.3–1.5x | | Post-construction or heavy grime | 1.4–1.8x | | After-hours weekend work | 1.2–1.4x |
A medical office at 3,000 sq ft isn't a $600 job—it's a $780–$900 job because you need specific disinfectants, longer dwell times, and documentation. If the client wants Saturday work, add 20–40% more.
The Competition Trap
Check what others in your area bid. Call three competitors and request quotes for a 3,000 sq ft office. You'll see the range quickly—usually $400–$900 monthly for standard weekly service. Don't race to the bottom; instead, clarify why your pricing exists.
Offer tiered service: a budget option (basic vacuuming and trash removal), a standard option (bathrooms, common areas, floors), and a premium option (detailed surface sanitizing, window cleaning, specialty finishes). Clients often pick the middle tier, and it justifies higher pricing than discount competitors.
Winning and Growing Your Bids
Your bid presentation matters as much as the number. Include:
- Clear scope (what's included each visit)
- Frequency options with pricing
- Start date and contract length
- Your insurance and bonding details
Listing your services on a platform like Mercoly helps you get found by commercial property managers searching for janitorial quotes in your area, win leads directly, and showcase your pricing to multiple prospects at once—saving you hours on follow-ups.
Frequently Asked Questions
Q: How often should I revisit my pricing? Review and adjust your hourly rates annually based on labor cost increases and supply inflation; quarterly if fuel or insurance spikes significantly.
Q: What's a realistic profit margin on commercial cleaning contracts? Target 30–45% gross margin (after labor and supplies); 15–25% net profit after overhead is solid for sustainable growth.
Q: Should I offer discounts for annual contracts? Yes—offer 5–10% off for signed 12-month agreements to lock in recurring revenue and reduce client churn.
Start bidding with specifics, not guesses, and you'll win more work at healthier margins.