Happy Tuesday everyone! First official topic I start so hopefully it’s a good one. So I’m wondering how everyone here approaches quoting or acquiring large commercial buildings that will most likely only get done once or twice a year. So in other words your highly profitable but high work usage project. We have been pursuing buildings like this for the past couple of months and not too much luck. Given estimates but it always seems like it’s our price / cost related which is something we are aware of. But how do you guys go about acquiring places like this? Just stick to your regular pricing? Or do you charge even more or higher rates for these larger projects? Just wondering how everyone goes about them… looking to change our luck and acquire a few more large paying annual accounts. Thanks everyone!
Contact property manager with Class A Properties. They usually handle the window cleaning for the owners. Build a good relationship with them first. Also you could go to the realtor association lunches and sponsor them. Check your local association. As for prices there are many threads on here about pricing.
Great topic — landing those large, occasional commercial cleaning jobs can be a game-changer, but yeah, they come with their own set of challenges.
Here’s what’s worked for us:
1. Flexibility in Pricing Structure
Instead of just quoting a flat rate, we sometimes offer tiered pricing — for example:
- Base rate for the essential clean
- Add-ons for specialty services (floor waxing, pressure washing, etc.)
This helps the client feel more in control and less overwhelmed by the total quote.
2. Educate on Value, Not Just Price
Most clients see the number and freeze — so we take a minute to walk them through what that number includes (labor hours, equipment, specialized chemicals, safety protocols). When they understand we’re not just “spraying and wiping,” the quote feels more justified.
3. Visual Proposals Help
We started including photos, past work examples, and checklists in our proposals. It makes it feel more professional and gives them confidence in the results.
4. Timing Matters
Some buildings have strict annual or seasonal budget windows. Try reconnecting closer to their fiscal year-end or maintenance windows — we’ve landed a few by just following up at the right time.
5. Strategic Discounts
We don’t usually lower our rates, but if it’s a new account, we might offer a one-time first-service discount or include a small free add-on to make the proposal more attractive.