How to Start a Commercial Cleaning Business

Many office blocks and residential towers do not maintain a full-time cleaning crew and must outsource cleaning to commercial companies. As a result, after years of steady growth the US janitorial services industry is worth nearly $80 billion. 

That growth is expected to continue, so you could start your own cleaning firm and provide a valuable service while grabbing a share of the market and making good money. Over time, you could expand, add cleaning crews and kick back while others do the dirty work!

But you’ll also need to know how to start and manage a business. Luckily, this step-by-step guide has all the information you need to launch a successful commercial cleaning business. 

Step 1: Decide if the Business Is Right for You

Pros and cons

Starting a commercial cleaning business has pros and cons to consider before deciding if it’s right for you.

Commercial cleaning industry trends

Industry size and growth

• Industry size and past growth – The US janitorial services industry was worth $78 billion in 2021 after modest growth during the last five years.((https://www.ibisworld.com/united-states/market-research-reports/janitorial-services-industry/)) 
• Growth forecast – The US janitorial services industry is expected to continue to grow modestly over the next five years. 
• Number of businesses – In 2021, 1,106,887 janitorial services businesses were operating in the US. 
• Number of people employed – In 2021, the US janitorial services industry employed 2,144,043 people. 

Trends and challenges

Trends in the commercial cleaning industry include:

• Increased demand for commercial cleaning services from the education and healthcare industries is expected to drive further market growth. 
• Amid the pandemic, many companies are requesting extra cleaning services to disinfect, increasing revenue for commercial cleaning businesses.

Challenges in the commercial cleaning industry include:

• The commercial cleaning industry has a high employee turnover rate causing challenges for commercial cleaning businesses.
• Commercial cleaning companies are seeing a rise in demand for eco-friendly cleaning products, which can be more expensive.

Demand hotspots

• Most popular states – The most popular states for janitors are Alaska, Maine, and Vermont.((https://www.zippia.com/janitor-jobs/best-states/))
• Least popular states – The least popular states for janitors are Louisiana, Alabama, and Delaware. 

What kind of people work in commercial cleaning?

• Gender – 36.9% of janitors are female, while 63.1% are male.((https://www.zippia.com/janitor-jobs/demographics/))
• Average level of education – The average janitor is high school educated.
• Average age – The average janitor in the US is 49.1 years old.

How much does it cost to start a commercial cleaning business?

Startup costs for a commercial cleaning business range from $4,000 to $10,000. Costs include a website, cleaning equipment, and a down payment on a van to transport equipment and supplies. 

You’ll need a handful of items to successfully launch your commercial cleaning business, including: 

• Vacuums
• Mops
• Buckets
• Rags
• Floor waxing machines
• Cleaning supplies
• Van or vans

Start-up Costs	Ballpark Range	Average
Setting up a business name and corporation	$150 - $200	$175
Business licenses and permits	$100 - $300	$200
Insurance	$100-$300	$200
Business cards and brochures	$200 - $300	$250
Website setup	$1,000 - $3,000	$2,000
Equipment	$1,000 - $3,000	$2,000
Van down payment	$1,500 - $3,000	$2,250
Total	$4,050 - $10,100	$7,075

How much can you earn from a commercial cleaning business?

Commercial cleaning businesses charge an average of $75 per hour. If you work with a crew of just you and one other person, your profit margin will be about 60%. 

In your first year or two, you could work 20 hours a week, bringing in $78,000 in annual revenue. This would mean $47,000 in profit, assuming that 60% margin. As you build up your clientele, you could have 150 hours of work a week. At this stage, you’d add equipment and vans and hire crews, reducing your profit margin to around 20%. With annual revenue of $585,000, you’d make a healthy profit of $117,000.

What barriers to entry are there?

The only barrier to entry for a commercial cleaning business is the amount of competition you’ll face.

Step 2: Hone Your Idea

Now that you know what’s involved in starting a commercial cleaning business, it’s a good idea to hone your concept in preparation to enter a competitive market.

Market research will give you the upper hand, even if you’re already positive that you have a perfect product or service. Conducting market research is important, because it can help you understand your customers better, who your competitors are, and your business landscape.

Why? Identify an opportunity

Research commercial cleaning businesses in your area and online to examine their services, price points, and customer reviews. You’re looking for a market gap to fill. For instance, maybe the local market is missing a commercial cleaning company that does window cleaning or floor waxing.

This could jumpstart your word-of-mouth marketing and attract clients right away. 

What? Determine your services

Your services can be just basic cleaning like dusting and vacuuming or you can include things like window cleaning, upholstery cleaning, and floor waxing. You could also expand into single-unit home cleaning. You could build two brands – a house cleaning brand and a commercial cleaning brand.

How much should you charge for commercial cleaning?

The average hourly rate for commercial cleaning is $75. You could also enter into cleaning contracts with businesses and charge a monthly fee for cleaning services. When you just have one employee, you should aim for a profit margin of about 60%. When you have full crews, your profit margin will be about 20%.

Once you know your costs, you can use this Step By Step profit margin calculator to determine your mark-up and final price points. Remember, the prices you use at launch should be subject to change if warranted by the market.

Who? Identify your target market

Your target market will mainly be businesses and property managers. You can find them on LinkedIn, Google and Yelp, and reach out. 

Where? Choose your business premises

In the early stages, you may want to run your business from home to keep costs low. But as your business grows, you’ll likely need to hire more workers for various roles and may need to rent out an office. You can find commercial space to rent in your area on sites such as Craigslist, Crexi, and Instant Offices.

When choosing a commercial space, you may want to follow these rules of thumb:

• Central location accessible via public transport
• Ventilated and spacious, with good natural light
• Flexible lease that can be extended as your business grows
• Ready-to-use space with no major renovations or repairs needed

Step 3: Brainstorm a Cleaning Company Name

Your business name is your business identity, so choose one that encapsulates your objectives, services, and mission in just a few words. You probably want a name that’s short and easy to remember, since much of your business, and your initial business in particular, will come from word-of-mouth referrals.

Here are some ideas for brainstorming your business name:

• Short, unique, and catchy names tend to stand out
• Names that are easy to say and spell tend to do better 
• Name should be relevant to your product or service offerings
• Ask around — family, friends, colleagues, social media — for suggestions
• Including keywords, such as “cleaning” or “commercial cleaning”, boosts SEO
• Name should allow for expansion, for ex: “Advanced Cleaning Solutions” over “Restaurant Cleaning Services”
• Avoid location-based names that might hinder future expansion

Once you’ve got a list of potential names, visit the website of the US Patent and Trademark Office to make sure they are available for registration and check the availability of related domain names using our Domain Name Search tool. Using “.com” or “.org” sharply increases credibility, so it’s best to focus on these. 

Finally, make your choice among the names that pass this screening and go ahead with domain registration and social media account creation. Your business name is one of the key differentiators that sets your business apart. Once you pick your company name, and start with the branding, it is hard to change the business name. Therefore, it’s important to carefully consider your choice before you start a business entity.

Step 4: Create a Commercial Cleaning Business Plan

Every business needs a plan. This will function as a guidebook to take your startup through the launch process and maintain focus on your key goals. A business plan also enables potential partners and investors to better understand your company and its vision:

• Executive Summary: A brief summary highlighting the key points of the commercial cleaning business plan, including goals, strategies, and financial projections.
• Business Overview: A concise description of the commercial cleaning business, its mission, vision, and the problem it aims to solve in the market.
• Product and Services: Details on the specific cleaning services offered, such as office cleaning, janitorial services, and specialized cleaning solutions.
• Market Analysis: An examination of the commercial cleaning industry, identifying target markets, trends, and potential growth opportunities.
• Competitive Analysis: Evaluation of competitors in the commercial cleaning sector, highlighting strengths, weaknesses, and strategies to gain a competitive edge.
• Sales and Marketing: Strategies for promoting and selling cleaning services, including target customer demographics, pricing, and marketing channels.
• Management Team: Profiles of key individuals responsible for managing and operating the commercial cleaning business, showcasing their relevant skills and experience.
• Operations Plan: An outline of day-to-day activities, equipment, and processes involved in delivering cleaning services efficiently.
• Financial Plan: A comprehensive overview of the financial aspects, including startup costs, revenue projections, and a break-even analysis for the commercial cleaning business.
• Appendix: Additional supporting documents and information, such as resumes of key team members, detailed market research data, or any other relevant supplementary material.

If you’ve never created a business plan, it can be an intimidating task. You might consider hiring a business plan specialist to create a top-notch business plan for you.

Step 5: Register Your Business

Plus, registration is exciting because it makes the entire process official. Once it’s complete, you’ll have your own business! 

Choose where to register your company

Your business location is important because it can affect taxes, legal requirements, and revenue. Most people will register their business in the state where they live, but if you’re planning to expand, you might consider looking elsewhere, as some states could offer real advantages when it comes to commercial cleaning businesses. 

If you’re willing to move, you could really maximize your business! Keep in mind, it’s relatively easy to transfer your business to another state. 

Choose your business structure

Business entities come in several varieties, each with its pros and cons. The legal structure you choose for your commercial cleaning business will shape your taxes, personal liability, and business registration requirements, so choose wisely. 

Here are the main options:

• Sole Proprietorship – The most common structure for small businesses makes no legal distinction between company and owner. All income goes to the owner, who’s also liable for any debts, losses, or liabilities incurred by the business. The owner pays taxes on business income on his or her personal tax return.
• General Partnership – Similar to a sole proprietorship, but for two or more people. Again, owners keep the profits and are liable for losses. The partners pay taxes on their share of business income on their personal tax returns.
• Limited Liability Company (LLC) – Combines the characteristics of corporations with those of sole proprietorships or partnerships. Again, the owners are not personally liable for debts.
• C Corp – Under this structure, the business is a distinct legal entity and the owner or owners are not personally liable for its debts. Owners take profits through shareholder dividends, rather than directly. The corporation pays taxes, and owners pay taxes on their dividends, which is sometimes referred to as double taxation.
• S Corp – An S-Corporation refers to the tax classification of the business but is not a business entity. An S-Corp can be either a corporation or an LLC, which just need to elect to be an S-Corp for tax status. In an S-Corp, income is passed through directly to shareholders, who pay taxes on their share of business income on their personal tax returns.

We recommend that new business owners choose LLC as it offers liability protection and pass-through taxation while being simpler to form than a corporation. You can form an LLC in as little as five minutes using an online LLC formation service. They will check that your business name is available before filing, submit your articles of organization, and answer any questions you might have.

Step 6: Register for Taxes

The final step before you’re able to pay taxes is getting an Employer Identification Number, or EIN. You can file for your EIN online or by mail or fax: visit the IRS website to learn more. Keep in mind, if you’ve chosen to be a sole proprietorship you can simply use your social security number as your EIN. 

Once you have your EIN, you’ll need to choose your tax year. Financially speaking, your business will operate in a calendar year (January–December) or a fiscal year, a 12-month period that can start in any month. This will determine your tax cycle, while your business structure will determine which taxes you’ll pay.

It is important to consult an accountant or other professional to help you with your taxes to ensure you’re completing them correctly.

Step 7: Fund your Business

Securing financing is your next step and there are plenty of ways to raise capital:

• Bank loans: This is the most common method but getting approved requires a rock-solid business plan and strong credit history.
• SBA-guaranteed loans: The Small Business Administration can act as guarantor, helping gain that elusive bank approval via an SBA-guaranteed loan.
• Government grants: A handful of financial assistance programs help fund entrepreneurs. Visit Grants.gov to learn which might work for you.
• Friends and Family: Reach out to friends and family to provide a business loan or investment in your concept. It’s a good idea to have legal advice when doing so because SEC regulations apply.
• Crowdfunding: Websites like Kickstarter and Indiegogo offer an increasingly popular low-risk option, in which donors fund your vision. Entrepreneurial crowdfunding sites like Fundable and WeFunder enable multiple investors to fund your business.
• Personal: Self-fund your business via your savings or the sale of property or other assets.

Bank and SBA loans are probably the best option, other than friends and family, for funding a commercial cleaning business. 

Step 8: Apply for Commercial Cleaning Business Licenses and Permits

Starting a commercial cleaning business requires obtaining a number of licenses and permits from local, state, and federal governments.

Federal regulations, licenses, and permits associated with starting your business include doing business as (DBA), health licenses and permits from the Occupational Safety and Health Administration (OSHA), trademarks, copyrights, patents, and other intellectual properties, as well as industry-specific licenses and permits. 

You may also need state-level and local county or city-based licenses and permits. The license requirements and how to obtain them vary, so check the websites of your state, city, and county governments or contact the appropriate person to learn more. 

You could also check this SBA guide for your state’s requirements, but we recommend using MyCorporation’s Business License Compliance Package. They will research the exact forms you need for your business and state and provide them to ensure you’re fully compliant.

If you feel overwhelmed by this step or don’t know how to begin, it might be a good idea to hire a professional to help you check all the legal boxes.

Step 9: Open a Business Bank Account

Before you start making money, you’ll need a place to keep it, and that requires opening a bank account.

Keeping your business finances separate from your personal account makes it easy to file taxes and track your company’s income, so it’s worth doing even if you’re running your commercial cleaning business as a sole proprietorship. Opening a business bank account is quite simple, and similar to opening a personal one. Most major banks offer accounts tailored for businesses — just inquire at your preferred bank to learn about their rates and features.

Banks vary in terms of offerings, so it’s a good idea to examine your options and select the best plan for you. Once you choose your bank, bring in your EIN (or Social Security Number if you decide on a sole proprietorship), articles of incorporation, and other legal documents and open your new account. 

Step 10: Get Business Insurance

Business insurance is an area that often gets overlooked yet it can be vital to your success as an entrepreneur. Insurance protects you from unexpected events that can have a devastating impact on your business.

Here are some types of insurance to consider:

• General liability: The most comprehensive type of insurance, acting as a catch-all for many business elements that require coverage. If you get just one kind of insurance, this is it. It even protects against bodily injury and property damage.
• Business Property: Provides coverage for your equipment and supplies.
• Equipment Breakdown Insurance: Covers the cost of replacing or repairing equipment that has broken due to mechanical issues.
• Worker’s compensation: Provides compensation to employees injured on the job.
• Property: Covers your physical space, whether it is a cart, storefront, or office.
• Commercial auto: Protection for your company-owned vehicle.
• Professional liability: Protects against claims from a client who says they suffered a loss due to an error or omission in your work.
• Business owner’s policy (BOP): This is an insurance plan that acts as an all-in-one insurance policy, a combination of the above insurance types.

Step 11: Prepare to Launch

As opening day nears, prepare for launch by reviewing and improving some key elements of your business. 

Essential software and tools

Being an entrepreneur often means wearing many hats, from marketing to sales to accounting, which can be overwhelming. Fortunately, many websites and digital tools are available to help simplify many business tasks. 

You may want to use industry-specific software, such as Jobber, connecteam, or Cleansmarts, to manage your scheduling, teams, workflows, and invoicing.

Accounting

• Popular web-based accounting programs for smaller businesses include Quickbooks, Freshbooks, and Xero. 
• If you’re unfamiliar with basic accounting, you may want to hire a professional, especially as you begin. The consequences for filing incorrect tax documents can be harsh, so accuracy is crucial.

Develop your website

Website development is crucial because your site is your online presence and needs to convince prospective clients of your expertise and professionalism.

You can create your own website using website builders. This route is very affordable, but figuring out how to build a website can be time-consuming. If you lack tech-savvy, you can hire a web designer or developer to create a custom website for your business.

They are unlikely to find your website, however, unless you follow Search Engine Optimization (SEO) practices. These are steps that help pages rank higher in the results of top search engines like Google. 

Marketing

For your commercial cleaning business, the marketing strategy should focus on highlighting your professionalism, reliability, and the thoroughness of your cleaning services. Emphasize your ability to provide a clean, healthy, and productive work environment for businesses of all sizes. Here are some powerful marketing strategies for your future business:

Kickstart Marketing

• Professional Branding: Your branding should communicate cleanliness, efficiency, and attention to detail, from your logo to your uniforms and equipment.
• Direct Outreach: Network with facility managers, local businesses, real estate agents, and property management companies to introduce your services and establish contracts.

Digital Presence and Online Marketing

• Professional Website and SEO: Develop a comprehensive website that details your services, certifications, and client testimonials. Implement SEO best practices to optimize your site for search terms related to commercial cleaning services.
• Social Media Engagement: Use platforms like LinkedIn for B2B networking and Facebook to showcase your work, share client testimonials, and provide cleaning tips.

Content Marketing and Engagement

• Cleaning Tips Blog: Publish articles about office maintenance, cleaning techniques, and the importance of a clean work environment for productivity and health.
• Customer Success Stories: Feature case studies from satisfied clients, highlighting how your services improved their work environment.
• Educational Videos and Infographics: Create content that demonstrates your expertise in commercial cleaning, like how-to videos or infographics about workplace cleanliness.

Experiential and In-Person Engagements

• Networking Events and Trade Shows: Participate in local business expos, trade shows, and networking events to connect with potential clients.
• Seminars and Workshops: Host or participate in seminars on workplace health and safety, focusing on the role of professional cleaning services.

Collaborations and Community

• Partnerships with Local Businesses: Establish referral programs or partnerships with complementary businesses like commercial real estate agencies or office supply companies.
• Community Involvement: Sponsor local events or charity drives, demonstrating your commitment to the local community and increasing brand visibility.

Customer Relationship and Loyalty Programs

• Referral Programs: Implement a program that offers discounts or additional services to clients who refer new business to your company.
• Loyalty Discounts for Regular Clients: Provide incentives or discounts to long-term clients to foster loyalty and retention.

Promotions and Advertising

• Targeted B2B Advertising: Utilize LinkedIn Ads and local business publications to target businesses that may require cleaning services.
• Email Campaigns: Send regular newsletters to potential and existing clients with updates about your services, new offers, and cleaning tips.

Focus on USPs

Unique selling propositions, or USPs, are the characteristics of a product or service that sets it apart from the competition. Customers today are inundated with buying options, so you’ll have a real advantage if they are able to quickly grasp how your commercial cleaning business meets their needs or wishes. It’s wise to do all you can to ensure your USPs stand out on your website and in your marketing and promotional materials, stimulating buyer desire. 

Global pizza chain Domino’s is renowned for its USP: “Hot pizza in 30 minutes or less, guaranteed.” Signature USPs for your commercial cleaning business could be:

• Top-notch cleaning for your office building
• We’ll keep your building spic and span, including floors & windows!
• Make your residential tower shine with professional cleaning 

Networking

You may not like to network or use personal connections for business gain. But your personal and professional networks likely offer considerable untapped business potential. Maybe that Facebook friend you met in college is now running a commercial cleaning business, or a LinkedIn contact of yours is connected to dozens of potential clients. Maybe your cousin or neighbor has been working in commercial cleaning for years and can offer invaluable insight and industry connections. 

The possibilities are endless, so it’s a good idea to review your personal and professional networks and reach out to those with possible links to or interest in commercial cleaning. You’ll probably generate new customers or find companies with which you could establish a partnership. 

Step 12: Build Your Team

If you’re starting out small from a home office, you may not need any employees. But as your business grows, you will likely need workers to fill various roles. Potential positions for a commercial cleaning business include:

• Cleaners – clean buildings
• General Manager – scheduling, accounting
• Marketing Lead – SEO strategies, social media

At some point, you may need to hire all of these positions or simply a few, depending on the size and needs of your business. You might also hire multiple workers for a single role or a single worker for multiple roles, again depending on need. 

Free-of-charge methods to recruit employees include posting ads on popular platforms such as LinkedIn, Facebook, or Jobs.com. You might also consider a premium recruitment option, such as advertising on Indeed, Glassdoor, or ZipRecruiter. Further, if you have the resources, you could consider hiring a recruitment agency to help you find talent. 

Step 13: Run a Commercial Cleaning Business – Start Making Money!

Offices and apartment buildings need to stay clean, and it’s commercial cleaners that provide this crucial service, creating a large and growing industry. If you have a passion for making things shine and providing great customer service, you could create a successful business and even build your own little cleaning empire! 

You’ve learned what you need to know about business, so now it’s time to roll up your sleeves and get your commercial cleaning operation up and running.