By Ted Bonanno

Whether just starting or looking to elevate an existing business, becoming the go-to cleaning service in a market requires a regimented strategy. From a potential client’s perspective, the need to balance cost-efficiency with operational excellence leads them to consider outsourcing cleaning services.  Shifting from in-house cleaning teams to professional service providers, businesses can streamline operations, reduce overhead, and achieve a measurable return on investment (ROI). 

Here are 4 tips to help create a commercial cleaning business strategy for a must-hire service when submitting an RFP (request for proposal) with credibility and confidence to win the bid:

Tip #1 - Identify a niche market - One of the most effective strategies for standing out in the commercial cleaning industry is identifying and focusing on a specific niche market. By doing so, services can be tailored to meet a particular client's unique needs and preferences, setting the offerings apart from more generalized competitors. 

To identify the right niche for your business, conducting thorough market research is essential. This involves analyzing industry trends, understanding potential clients' specific challenges and preferences, and assessing the competition. Surveys, focus groups, and one-on-one interviews can provide valuable insights into what your target market values most. 

Tip #2 - Upgrade the cleaning technology - As a business carves out a niche and becomes known for specialized cleaning services, it’s just as crucial to invest in the latest technology to distinguish a business and boost operational efficiency. Incorporating eco-friendly and high-efficiency equipment into the toolkit is a very effective method to achieve this. These tools trim operational costs and resonate with the increasing demand for sustainable practices, a compelling selling point for environmentally conscious clients. 

In addition to eco-friendly equipment, innovative cleaning technologies can revolutionize service delivery. For instance, automated floor scrubbers and robotic vacuums can clean large areas quickly and with minimal human intervention, allowing a team to focus on more complex tasks. These technologies increase cleaning speed and ensure a higher level of thoroughness, which is crucial in industries such as healthcare and hospitality, where hygiene standards are paramount. 

And to take service to the next level, consider adopting real-time monitoring and reporting systems. These can help keep clients in the loop and maintain high quality control standards. This level of transparency can be a game-changer, as it keeps clients happy and helps to stand out in a crowded market.

Tip #3 Train staff for exceptional service - Armed with the right technology and a well-defined market, a commercial cleaning business is poised for success. Yet, the bedrock of any service-oriented enterprise is its people. Investing in robust onboarding programs is crucial to ensure that recruits grasp the technical aspects of their duties and embrace the company’s values and service benchmarks. 

Cultivating a culture of exceptional customer service is yet another cornerstone of staff training. Guiding the team in the art of client interactions with a blend of professionalism and empathy can work wonders for client satisfaction and loyalty. This encompasses training in effective communication, problem-solving, and conflict resolution. Regular role-playing and scenario-based training can bolster staff confidence and readiness for the complexities of real-world situations.

Tip #4 - Build a strong online presence - By providing the team with the latest technology and training, it’s equally important to establish a robust online presence that showcases expertise and attracts potential clients. A professionally designed, mobile-responsive website is a digital storefront, where visitors can learn about services, read testimonials, and quickly get in touch. Here are a few tips to strengthen your digital presence:

Ensure that the site is visually appealing and user-friendly, with clear navigation and a straightforward way for clients to request a quote or schedule a consultation. Highlighting niche expertise and any specialized services can help stand out.


Be active and present on social media. Facebook, Instagram, LinkedIn, and other platforms are perfect for sharing content that gets people talking, like before-and-after photos, glowing customer reviews, and tips for keeping a space spotless. Post regularly and create interactive content.

Also, optimize the business website and online profiles for local search. This means incorporating relevant keywords naturally into your website content, maintaining a Google Business Profile, and ensuring that your business information is current and consistent across all online directories. Local SEO can significantly improve your visibility in search engine results, making it easier for potential clients in your area to find you. 

Engage with local community and industry groups online to further establish a brand as a thought leader and reliable service provider. Join online forums and groups related to specific niches and participate in discussions by sharing valuable insights and advice. 

When operating a commercial cleaning business, standing out from the crowd is more crucial than ever. Whether just starting or looking to elevate your existing business, the strategies covered ere—from identifying your niche and upgrading your technology to training a staff and building a strong online presence—will equip a team with the tools needed to be the best partner for businesses looking to outsource their commercial cleaning needs. Be that partner!

Ted Bonanno is the Master Franchise Owner for Anago of Southwest Connecticut, part of the Anago Cleaning Systems brand supporting over 1800 franchises across the U.S. and Canada. For more information about Anago of Southwest Connecticut, visit www.AnagoCleaning.com/SWCT.


posted on 2/19/2025