Short answer: to win government cleaning contracts, register in SAM.gov and local vendor portals under NAICS 561720 (Janitorial Services), get any small business certifications you qualify for, search for custodial solicitations, attend site walks, and price carefully using square footage, frequency and the required wage rates. Janitorial work is one of the most common small business set-asides because nearly every public building needs it.
Who buys cleaning services?
Federal agencies, military bases, post offices, VA clinics, courthouses, state offices, school districts, transit agencies, airports and city facilities all contract out custodial work. Many contracts run for a base year plus option years, which means steady recurring revenue once you win.
Step 1: Register and choose codes
Complete SAM.gov registration and list NAICS 561720 (Janitorial Services). Add related codes you can perform, such as 561730 (landscaping) or 562111 (solid waste collection), only if you truly do that work. Then register with your state and local agencies.
Step 2: Get certified
Set-aside custodial contracts often go to small, 8(a), HUBZone, women-owned or veteran-owned businesses. A certification can sharply reduce your competition.
Step 3: Find the solicitations
Search SAM.gov for janitorial and custodial opportunities, check state and school district portals, and watch for sources-sought notices. Our open bids page highlights current opportunities.
Step 4: Always do the site visit
Site walks reveal what the paperwork does not: floor types, restroom counts, access restrictions and how dirty the building really is. Bidding without walking the site is how cleaning companies underprice and lose money.
Step 5: Price it correctly
Build your price from production rates (square feet per hour), task frequency, labor, supplies, equipment, supervision, insurance and overhead. Federal service contracts are generally covered by the Service Contract Act, which sets minimum wages and fringe benefits by location — your labor price must meet them.
Step 6: Write a clear technical proposal
Show your staffing plan, quality control plan, supervision, safety program and relevant past performance. A one-page capability statement helps you get noticed before the bid.
FAQ
Do I need experience to win a government cleaning contract?
Past performance helps a lot. If you are new to government work, include your commercial cleaning contracts and start with smaller facilities or subcontracts.
How are government cleaning contracts paid?
Usually monthly, after you submit an invoice, often through an electronic invoicing system. Plan cash flow for the first 30–60 days.
Want a hand with this?
GERC is a woman-owned, PhD-led government contracting firm that works with small businesses nationwide. We handle SAM.gov registration, certifications like 8(a), HUBZone, WOSB, DBE and DVBE, and bid writing — bids from $1,250 when you give us a month’s notice.