For many cleaning businesses in Florida, landing a government contract is the ultimate goal. Unlike residential clients who might cancel service, the government pays reliably and signs long-term contracts.
Schools need daily cleaning. City halls need floor waxing. Parks need restroom maintenance. The opportunities are endless, but the competition can be tough. This guide focuses specifically on how janitorial and cleaning companies can break into the public sector market in Florida.
Step 1: Know Your Codes
Government agencies do not search for "cleaners." They search for codes. When you register on MyFloridaMarketPlace or local county portals, you must select the correct classification codes to get notified of new jobs.
Key NIGP Codes for Cleaning
Important: If you miss a code during registration, you will never see the email inviting you to bid.
Step 2: Mandatory Site Visits
In the cleaning industry, the "Pre-Bid Conference" or "Site Visit" is critical.
“If you do not sign the attendance sheet at the site visit, your bid will be rejected immediately.”
Most government solicitations for cleaning will require you to walk the building before submitting a price. This is often mandatory. What to look for during the visit:
Floor Type
Does the scope require stripping and waxing VCT tile? Or is it just vacuuming carpet?
Square Footage
Do not trust the paper numbers. Walk the space to estimate how many labor hours you actually need.
Storage
Is there a janitor's closet with water access?
Step 3: How to Price Your Bid
Pricing is where most new contractors fail. If you bid too high, you lose. If you bid too low, you win the contract but lose money every month.
Government contracts often ask for a "Lump Sum" monthly price, but you should calculate it based on production rates.
The Pricing Formula
Labor Hours: How many hours to clean 10,000 sq ft? Industry average: 2,500-3,500 sq ft per hour for general cleaning.
Wage + Burden: Don't just calculate hourly wage. Add payroll taxes, workers' comp insurance, and supplies.
Profit Margin: Add your desired profit on top.
Pro Tip
Review previous bid results. Public records allow you to see exactly what the current cleaning company is charging. This gives you a target price to beat.
Step 4: Supplies and Equipment
Read the contract carefully to see who provides the consumables. This significantly affects your pricing.
Agency Provides
Toilet paper, paper towels, hand soap
Contractor Provides
Chemicals, mops, vacuums, floor machines
If the contract requires you to provide toilet paper for a high-traffic school, your costs will be much higher than if you only provide the labor. Make sure you account for this in your bid.
Step 5: Finding Cleaning Bids
Janitorial bids are everywhere, but they are scattered. A school board might post on VendorLink, while the city next door uses OpenGov.
Instead of checking ten different websites every day, use an aggregator like Snepbid. We monitor all major Florida procurement portals and filter them for cleaning keywords. You get a single list of every janitorial opportunity in your area.
Conclusion
Winning your first cleaning contract takes preparation. You need to be licensed, insured, and ready to calculate your labor costs accurately.
“Once you secure that first contract, it serves as a powerful reference that helps you win the next one.”
Frequently Asked Questions
Do I need a special license to clean government buildings?
Usually, you only need a standard business tax receipt. However, if you are doing specialized work like pressure washing or window cleaning at heights, additional insurance or safety certifications may be required.
Does the lowest price always win?
For simple janitorial services, yes. The government often awards the contract to the "Lowest Responsive and Responsible Bidder." This means if you meet all the legal requirements and have the lowest price, you win.
How often does the government pay?
Florida law generally requires government agencies to pay "Net 40" (within 40 days). It is slower than residential customers, but the payment is guaranteed.
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