Government Contracting for Cleaning Businesses: A Practical Guide to Winning Janitorial Contracts in 2026

Winning a government cleaning contract can transform a cleaning business.

Federal, state, and local agencies purchase billions of dollars in custodial and janitorial services every year. From office buildings and courthouses to military installations, national parks, schools, and transportation facilities, government organizations rely on private contractors to keep their facilities clean, safe, and operational.

For many cleaning companies, government contracting offers predictable revenue, multi-year agreements, and opportunities to grow beyond residential and commercial clients.

If you're wondering how to get started, this guide walks through the process.

Why Government Contracts Are Attractive for Cleaning Businesses

Unlike one-time cleaning jobs, many government contracts are recurring.

Common opportunities include:

• Daily janitorial services

• Office cleaning

• Restroom sanitation

• Floor care and carpet maintenance

• Window cleaning

• Trash and recycling services

• Post-construction cleaning

• Disinfection services

• Park and visitor center cleaning

• Medical and laboratory facility cleaning

Contracts may range from a few thousand dollars to several million dollars depending on the facility, location, and scope of work.

Who Buys Cleaning Services?

Government cleaning contracts are available across multiple levels of government.

Federal Agencies

Examples include:

• Department of Defense (DoD)

• U.S. Forest Service

• National Park Service

• Department of Veterans Affairs

• General Services Administration (GSA)

• U.S. Army Corps of Engineers

• Department of Homeland Security

• United States Postal Service

State Governments

State office buildings, universities, correctional facilities, and transportation departments regularly outsource custodial services.

Local Governments

Cities, counties, school districts, airports, libraries, police departments, and public works facilities frequently solicit janitorial contracts.

Step 1: Register Your Business

Before pursuing federal opportunities, you'll generally need to:

• Obtain a Unique Entity Identifier (UEI)

• Register in SAM.gov

• Select the appropriate NAICS codes

• Complete required representations and certifications

These registrations help contracting officers identify eligible vendors.

Step 2: Build Past Performance

Many first-time contractors assume they need previous government experience.

That's not always true.

Commercial contracts often demonstrate relevant experience.

Examples include:

• Office buildings

• Medical facilities

• Schools

• Apartment communities

• Retail stores

• Industrial facilities

Documenting measurable results—such as square footage cleaned, contract duration, staffing levels, and customer satisfaction—can strengthen future proposals.

Not Sure if Your Business Is Ready?

Many cleaning business owners aren't sure whether they qualify for government contracting.

The good news is that you don't have to figure it out alone.

The CoBuilders offers a Government Contracting Discovery Application that helps evaluate your business and identify opportunities to begin pursuing federal, state, and local contracts.

During the discovery process, we review factors such as:

• Current cleaning services

• Geographic coverage

• Commercial experience

• Team size and staffing capacity

• Past performance

• Certifications

• Growth goals

If government contracting is a good fit, we'll recommend practical next steps based on your business stage.

Complete the Government Contracting Discovery Application.

Step 3: Monitor Contract Opportunities

Government agencies publish cleaning opportunities throughout the year.

Typical solicitations include:

• Request for Quote (RFQ)

• Invitation for Bid (IFB)

• Request for Proposal (RFP)

Successful contractors monitor opportunities consistently rather than waiting for the perfect contract.

Step 4: Read the Statement of Work Carefully

The Statement of Work (SOW) explains exactly what the government expects.

Pay close attention to:

• Cleaning frequencies

• Performance standards

• Inspection requirements

• Supplies and equipment responsibilities

• Security clearances

• Staffing requirements

• Reporting requirements

• Quality assurance plans

Missing a single requirement can make an otherwise competitive proposal non-responsive.

Step 5: Price Your Proposal Carefully

Government buyers evaluate more than price alone.

Your pricing should account for:

• Labor

• Payroll taxes

• Benefits

• Supplies

• Equipment

• Travel

• Supervision

• Insurance

• Administrative costs

• Profit

Pricing too low can create performance challenges, while pricing too high may reduce competitiveness.

Step 6: Submit a Complete Proposal

Many proposals are rejected because required documents are missing.

Typical submission packages may include:

• Technical narrative

• Pricing schedule

• Past performance

• Capability statement

• Representations and certifications

• Signed amendments

• Required forms

Following the solicitation instructions exactly is just as important as offering a competitive price.

Common Mistakes New Contractors Make

Cleaning businesses entering government contracting often make avoidable mistakes.

These include:

• Waiting until the proposal deadline to begin

• Ignoring amendments

• Underpricing labor

• Submitting incomplete proposals

• Failing to address evaluation criteria

• Assuming commercial pricing applies to government work

• Not documenting past performance effectively

Developing a repeatable proposal process improves both efficiency and win rates.

How AI Can Help Cleaning Businesses Compete

Preparing government proposals requires significant time and attention to detail.

AI can help reduce administrative work by assisting with tasks such as:

• Reviewing solicitation requirements

• Drafting technical narratives

• Summarizing Statements of Work

• Creating capability statements

• Organizing proposal checklists

• Developing pricing assumptions

• Identifying compliance requirements

• Tracking proposal deadlines

While every proposal should be reviewed by your team before submission, AI can help speed up preparation and improve consistency.

How SCRUBgpt Supports Government Contractors

SCRUBgpt is an AI operating system built for service businesses, including commercial cleaning companies pursuing government work.

Specialized AI agents help support different stages of the contracting process.

Connector Carlos

Identifies commercial and government opportunities aligned with your business.

Estimator Eva

Assists with developing pricing estimates and organizing project scope.

Coach Casey

Provides guidance on proposal preparation, compliance considerations, and business strategy.

Brandie Blaze

Creates marketing materials, capability statements, and content that strengthens your company's professional presence.

Shopper Sam

Helps evaluate cleaning supplies, equipment, and purchasing decisions for contract performance.

Together, these tools help cleaning businesses spend less time on paperwork and more time preparing competitive proposals.

Ready to Explore Government Contracting?

Government contracting isn't just for large national companies.

Every year, small cleaning businesses across the United States win contracts to clean office buildings, parks, military facilities, schools, visitor centers, courthouses, and other public facilities.

The key is having the right preparation, a repeatable proposal process, and the ability to respond to opportunities with confidence.

If you're interested in expanding into government work, The CoBuilders Government Contracting Discovery Application is a great place to start.

We'll learn more about your business, evaluate your readiness, and help identify opportunities that align with your capabilities.

Start your application today: 👉 Government Contracting Discovery Application

Whether you're pursuing your first janitorial contract or planning to grow your government portfolio, taking the first step today could open the door to recurring, long-term business opportunities.

Final Thoughts

Government agencies purchase cleaning services every day.

The opportunity isn't limited to large national companies. Small businesses regularly win contracts by demonstrating reliability, competitive pricing, and the ability to meet performance requirements.

Success doesn't happen from submitting one proposal.

It comes from building a repeatable process, learning from each opportunity, and continuously improving.

Whether you're pursuing your first federal janitorial contract or expanding into state and local government work, investing in your proposal process today can create opportunities for years to come.

Frequently Asked Questions

Can a new cleaning business win government contracts?

Yes. Many agencies accept relevant commercial experience when evaluating past performance, especially for simplified acquisitions and smaller contracts.

Where can I find janitorial government contracts?

Federal opportunities are posted on SAM.gov, while state, county, city, school district, and university procurement portals regularly publish custodial solicitations.

Do I need certifications to bid on cleaning contracts?

Not always. However, certifications such as SBA programs (including WOSB, EDWOSB, HUBZone, or 8(a), if applicable) may provide access to certain set-aside opportunities.

How much do government cleaning contracts pay?

Contract values vary widely based on facility size, service frequency, labor requirements, and contract duration. Opportunities range from small local contracts to multi-year agreements worth hundreds of thousands or even millions of dollars.