Most cleaning businesses start with one-off jobs. A client here, a referral there. But one-off jobs are unpredictable. One month is busy. The next is slow. Cleaning contracts change that. They give regular work, steady income, and reliable clients. Instead of chasing new customers every week, you show up, do the job, and get paid on time.
Canada’s commercial cleaning market is worth over $8 billion. The janitorial services industry brings in between $7.9 billion and $10 billion CAD, and according to IBISWorld, the demand is still growing. Offices, schools, clinics, retail stores, and gyms all need cleaning crews, and most prefer to hire on contract.
So how do you get cleaning contracts, especially when bigger companies are competing? At SKYREX Property Services, we made a simple step-by-step guide. You’ll learn what cleaning contracts are, which ones pay best, how to price and bid, and where to find chances your competitors might miss.
Whether you’re just starting or ready to grow, this guide helps you win cleaning contracts across Canada.
Tired of unpredictable one-off jobs and slow months? Join the SKYREX Cleaning Franchise. You’ll get a ready-made business model, marketing support, and regular contracts that keep income steady.
Table Of Contents
What Is Cleaning Contract & Why It Matters for Business
A cleaning contract is a written agreement between a cleaning company and a client. It explains what cleaning services will be done, how often they happen, how much they cost, and the rules both sides agree to follow.
Unlike a one-time cleaning job, a contract covers recurring service. For example, daily office cleaning, weekly janitorial visits, or monthly deep cleaning. This helps keep your cleaning business stable and organized. Both sides agree to continue the service for a set time.
Benefits of Cleaning Contracts
- Predictable income: Know what you’ll earn each month.
- Better scheduling: Plan cleaners and work hours ahead.
- Stronger client relationships: Regular service builds trust.
- Less marketing stress: Fewer gaps between jobs.
- Higher business value: Contract income adds stability.
What a Cleaning Contract Should Include
A good cleaning service agreement should include these details:
- Contact details for the cleaning company and the client
- Contract start date and end date
- Clear list of cleaning services included
- Cleaning schedule (days, times, and frequency)
- Address and areas that will be cleaned
- Total cost and payment schedule
- Payment method and late payment terms
- Number of cleaners assigned to the job
- Scope limits (what services are not included)
- Contract cancellation terms and notice period
- Renewal terms and possible price changes
- Safety and privacy rules
Use a professional cleaning contract template and adjust it for each residential and commercial client. In Canada, it’s best to have a lawyer review your main template before using it.
Writing a contract from scratch takes time and can lead to costly mistakes. We created a free commercial cleaning contract template for Canadian businesses. It covers scope of work, SLA terms, WHMIS, WSIB, and PIPEDA compliance. It works for office, retail, medical, and government cleaning contracts across Canada.
Types of Cleaning Contracts And How to Win Them
Not all cleaning contracts work the same way. Each client has different needs, budgets, and hiring styles. When you understand the contract type, it becomes easier to pitch your services and win the job. This is true across Ontario and Alberta, where businesses often look for different service terms. Here are the main cleaning contracts most companies compete for in Canada.
Commercial and Office Cleaning Contracts
Commercial cleaning contracts cover many business spaces. These include janitorial services, office cleaning, store cleaning, building cleaning, dealership cleaning and restaurant cleaning.
Most commercial contracts run 12-36 months. They provide steady work and stable income. Business owners look for a reliable cleaning team. They want insured cleaners, consistent service, and a professional company. To win these contracts:
- Build strong branding: clear logo, uniforms, and a clean website.
- Show experience with similar businesses or buildings.
- Offer a free walkthrough before sending a quote.
- Look for contract opportunities on platforms like MERX or Biddingo.
Residential and Short-Term Rental Cleaning Contracts
Residential contracts cover homes, condos, and apartments. Most run 3-12 months with weekly or monthly cleaning. Short-term rental cleaning is also growing fast. Many Airbnb hosts need cleaning after every guest. This creates repeat work for cleaning companies. To get these contracts:
- Offer contract discounts to one-time cleaning clients.
- Build referrals in local neighbourhoods.
- Connect with property managers and Airbnb hosts.
- Join platforms like Turno.
Government, School, and Financial Facility Cleaning Contracts
Public buildings also need regular cleaning. This includes daycare & school cleaning, municipal offices, transit buildings, and financial institute cleaning. Many of these jobs come through formal bidding systems. In Canada, businesses often find tenders on MERX or Biddingo. You can search using NAICS 561720, the code for janitorial services. Schools and banks usually require:
- Background checks
- Proof of insurance
- Workplace safety standards
Starting with smaller local contracts can help you gain experience before bidding on larger ones.
Medical and Post-Construction Cleaning Contracts
Some cleaning niches pay more but need extra training. Medical facility cleaning includes clinics, dental offices, and care homes. These spaces follow strict sanitation rules. Many clients prefer companies that follow standards from groups like the Global Biorisk Advisory Council or ISSA.
Post-construction cleaning is another high-value service. After a construction project ends, contractors need a deep clean before opening the space. Building relationships with contractors and project managers can help you secure these contracts.
What You Need Before Landing Cleaning Contracts
Before you try to win cleaning contracts, make sure the basics are ready. Commercial and government clients check these things before they sign.
Business License and Registration
In Canada, most cleaning businesses must be registered before working with companies or public organizations. At a minimum, you should have:
- A registered business name or DBA
- A Business Number (BN) from the CRA
- Any required municipal licenses or permits in your city
Without proper registration, large commercial clients may not take your company seriously. Government contracts usually require it.
Insurance Coverage You Need
Insurance is essential. It protects your company, your staff, and your clients’ property. Most commercial clients ask for proof before work begins. Common types include:
- General liability insurance: covers property damage or injuries
- Workers’ compensation insurance (WSIB): needed if you have employees
- Commercial auto insurance: if you use company vehicles
- Business Owner’s Policy (BOP): combines liability and property coverage
- Commercial umbrella insurance: adds extra protection
Keep digital copies of your insurance certificates. Add them to your proposals when needed.
Certifications That Help You Win
Certifications show your business is professional and meets cleaning standards. They also help you win contracts. Important ones for Canada include:
- GBAC STAR Certification for infection control and biohazard cleaning
- ISSA CIMS Certification shows strong management and service standards
- BSCAI Membership training and industry support
- WHMIS (Workplace Hazardous Materials Information System) Canadian safety training for cleaning chemicals
- CCOHS (Canadian Centre for Occupational Health and Safety) workplace safety compliance
- Green Seal Certification for eco friendly cleaning
- LEED Cleaning Standards optional, for green buildings
Add these certifications to your website, proposals, and Google Business Profile. Many clients search for terms like “ISSA CIMS certified cleaning company” or “WHMIS certified cleaners.”
Professional Branding
Your brand is the first thing clients notice. Make sure your cleaning business looks professional. Key branding elements:
- Logo and brand colors are consistent across the website, socials media and materials
- Branded uniforms and vehicles
- Website with services, service areas, and contact info
- Google Business Profile with photos and reviews
- BBB Accreditation shows trust and a verified reputation
- Awards and recognition, such as ISSA Innovation Award or local Canadian cleaning awards
- Branded proposal and contract templates
Strong branding, BBB rating, and awards help clients respond faster to your proposals. Many commercial clients search for “award-winning cleaning company” or “BBB accredited cleaners.”
How to Price Cleaning Contracts Without Hurting Your Profit
Pricing is where many cleaning businesses make mistakes. Price too low, and you work hard for little pay. Price too high without reason, and you lose the client. The goal is to price contracts profitably and clearly. Here are the main methods used in the cleaning industry.
Method 1: Square Footage Pricing (Best for Commercial)
Most commercial contracts are priced by square foot. You charge a rate per square foot of the area cleaned.
- Standard rate: $0.07-$0.15 per sq ft per visit.
- Depends on: Type of cleaning (basic vs. deep clean. Frequency (daily costs less per visit than weekly). Space condition and layout. Local market rates
Example: A 5,000 sq ft office at $0.10/sq ft = $500 per clean.
Method 2: Hourly Rate Pricing (Best for Flexible Scope)
If the work may change or isn’t clear, hourly pricing is safer. Standard rates: $25-$60 per hour.
- Good for initial contracts, irregular schedules, or variable spaces.
- Easy to adjust if the client adds requests mid-contract.
Method 3: Flat Rate Pricing (Best for Residential)
Residential contracts are often a flat rate per visit.
- Based on home size, rooms, and type of cleaning.
- Gives clients a clear, predictable number.
Now you know which method fits your business. Use this calculator to see your estimated monthly contract value based on Canadian market rates.
Commercial Cleaning Contract Pricing Calculator
Estimate your monthly contract value, labor cost, and profit margin built on Canadian industry benchmarks.
* Productivity rate adjusted per facility type. Based on Canadian industry benchmarks. Prices exclude applicable HST / GST / PST. For estimation purposes only.
Pricing Reference Table
Use the table below to compare all four methods side by side:
| Method | Rate | Best For | Pros | Watch Out |
|---|---|---|---|---|
| Square Footage | $0.07–$0.15 / sq ft | Office & commercial cleaning | Easy to scale | Complex layouts cost more |
| Hourly Rate | $25–$60 / hr | Flexible jobs | Easy to adjust | Clients focus on hours |
| Flat Rate | Custom | House cleaning | Simple for clients | Scope creep if unclear |
| Contract Term | Annual / Quarterly | Long-term work | Steady revenue | Plan for price increases |
How to Calculate Contract Term Pricing
- Find your per-visit price.
- Decide on cleaning frequency.
- Multiply: visits × weeks in contract.
- Example: $500 × 2 visits/week × 52 weeks = $52,000/year → $4,333/month.
Protect Your Profit Margin
- Know your cost per clean: labor, supplies, travel, overhead.
- Add 20-30% margin above cost.
- Offer small incentives (like one free add-on) instead of cutting the price.
- Include a price escalation clause for annual contracts.
If a client pushes back, don’t lower your rate. Offer a tiered package, basic at a lower price, premium at full rate. This shows value.
Where to Find Cleaning Contracts in Canada
Finding cleaning contracts is not only about marketing. It’s also about knowing where the opportunities are and acting fast. This approach helps you obtain cleaning contracts in Ontario and Alberta more consistently.
Government and Municipal Bid Portals
Public sector organizations in Canada often post tenders for janitorial and cleaning services. These contracts are usually bigger and long-term, but they require paperwork. Key places to check:
- Merx.com: One of Canada’s largest procurement networks. It lists many federal and provincial cleaning tenders.
- Provincial or municipal government websites: Search for terms like “Toronto cleaning contract tender” to find local bids.
Lead Generation Platforms
These platforms connect cleaning companies with people looking for services.
- Angi: Offers residential and some commercial leads. Paid plans give you contact details.
- Yelp for Business: Many businesses search Yelp to find local cleaning companies. A strong profile can bring inbound leads.
- Thumbtack: Good for residential jobs and small business contracts. You can reply to posted jobs in your area.
Property Manager, Realtor, and Cold Outreach
Property managers and commercial real estate agents handle many buildings. One strong relationship can lead to several cleaning contracts. Build a list of property management companies and commercial real estate firms in your area. Then reach out and offer a free walkthrough with a same-day quote.
Cold outreach also works with business owners and facility managers. Keep your message short and clear. Introduce your cleaning company and mention the spaces you clean, such as offices, retail stores, and others. Use the person’s name and mention their business to make the message feel personal. The goal is to start a conversation, not close the deal right away. Ask for a short call or offer to visit the property to discuss cleaning needs.
Subcontracting as a Starting Point
If you are new to commercial cleaning, start as a subcontractor. Work under established cleaning companies. This helps you gain experience, build your portfolio, and earn income. Search LinkedIn and local business directories for subcontract opportunities.
Industry Networks and Associations
Networking still works well in the cleaning industry.
- Local Chamber of Commerce: Meet business owners in your city.
- BSCAI events: Industry events for cleaning contractors.
- ISSA trade shows: Major cleaning industry conventions.
- LinkedIn: Connect with facility managers, property managers, and building owners.
Strong relationships often lead to long-term cleaning contracts.
How to Market Your Cleaning Business in Canada
Winning cleaning contracts takes more than cold outreach. You need a system that brings clients to you. The best Canadian cleaning companies combine organic marketing and paid ads to create steady leads. Below are proven channels that work well across Canada.
Optimize Your Google Business Profile
When a business owner searches “office cleaning services near me,” your profile can appear in local results if it is well optimized. Steps that help most:
- Fill out every field: services, hours, service areas, and description.
- Add clear photos of your team, tools, and before-after results.
- Show certifications such as GBAC and ISSA CIMS.
- Post updates like promotions, seasonal cleaning tips, or team news.
- Reply to every review.
- Add common questions in the Q&A section.
A strong profile improves local rankings and builds trust fast.
Run Google Local Services Ads (LSA)
LSAs appear at the top of Google search results in Canada. They show your business name, rating, and the Google Guaranteed badge. You only pay for verified leads. To improve results:
- List each cleaning service clearly.
- Set accurate service areas.
- Keep reviews active and positive.
For many cleaning companies, LSAs are one of the fastest ways to get local leads.
Run Google Ads for High-Intent Searches
Many businesses search directly for services like:
- “commercial cleaning services Markham”
- “office cleaning company near me”
With Google Ads, your company can appear at the top of search results when these searches happen. Best practices:
- Target commercial keywords with buying intent.
- Send traffic to city-specific landing pages.
- Add call extensions and quick quote forms.
This channel brings leads from people already looking to hire a cleaning company.
Invest in Local SEO for Long Term Leads
Local SEO helps your business appear in organic Google search and map results. Strong strategies include:
- Create service pages for each city you serve.
- Build local citations on Canadian directories.
- Publish helpful blog content about cleaning topics.
- Add structured data to service pages.
Over time, local SEO can bring steady free traffic and leads.
Build SEO Friendly Website That Converts
Your website works for you 24 hours a day. Visitors should quickly understand your services and service area. Important elements:
- Clear headline with service and city (Example: “Office Cleaning Services Cambridge”)
- A service page for each cleaning type
- A quote form or “Get a Free Quote” button on every page
- Proof: photos, client logos, reviews, awards and recognition and years in business
- Mobile friendly and fast loading pages
A clear website helps turn visitors into real leads.
Use Social Media to Show Real Work
Social media helps potential clients see your work and trust your brand. Platforms like Instagram and Facebook work well for cleaning businesses. Simple ideas:
- Post before-and-after cleaning photos.
- Share short cleaning tips or team updates.
- Add location tags for local visibility.
These posts help your business stay visible in the local market.
Run Retargeting Ads
Many people visit your website but do not contact you right away. Retargeting ads remind them about your services. You can run retargeting campaigns using:
- Google Ads
- Facebook Ads
These ads show your cleaning service again to people who have already visited your site. This often increases conversion rates.
Build Social Proof and Reviews
Reviews are one of the strongest trust signals for local service businesses. Ask every satisfied client to leave a Google review. Send them a direct link so the process is quick. You can also post client feedback and cleaning results on Instagram and Facebook. Strong reviews help future clients feel confident about hiring your company.
Create a Referral Program
Referrals bring some of the best clients because they already trust your service. Ideas for a simple referral system:
- Offer a gift card for each referral.
- Use a referral link or printed referral cards.
- Contact new referrals quickly.
According to Jobber Academy, word-of-mouth is one of the strongest ways service companies win premium clients.
Marketing Channels That Generate the Most Cleaning Contracts
For most cleaning businesses in Canada, the channels that bring the most leads are:
- Google Business Profile + Local SEO for steady organic leads
- Google Local Services Ads for high-intent local calls
- Google Ads search campaigns for fast lead generation
- Referrals and word-of-mouth for high-quality long-term clients
Using these channels together helps cleaning companies build a stable pipeline of contracts instead of relying on random outreach.
How to Bid on Cleaning Contracts: Step-by-Step
Bidding means competing to win a cleaning contract. The goal is not just a low price, you need to show the client your company is reliable and professional.
Step 1: Do a Site Walkthrough
Visit the property before quoting. Book a walkthrough with the client or facility manager. Bring a notebook, a measuring app, and questions. Check:
- Total square footage and layout
- Cleaning frequency and preferred times
- High-priority areas like washrooms, kitchens, or entry floors
- Problems with the current cleaning service
- Budget range, if shared
A proper walkthrough shows professionalism and helps you quote accurately.
Step 2: Write a Strong Proposal & Price the Job
Your proposal is your sales pitch. Keep it simple and clear. Include:
- Company overview, registration, and years in business
- Certifications and insurance (GBAC STAR, ISSA CIMS)
- Clear scope of work and cleaning schedule
- References or testimonials from Canadian clients
- Your unique value is eco friendly products or a satisfaction guarantee
- A detailed price breakdown
Example Cleaning Contract Pricing (Commercial Office):
| Service | Frequency | Rate | Monthly Total |
|---|---|---|---|
| Office Cleaning | Daily (Mon–Fri) | $0.10/sq ft × 3,500 sq ft | $1,750/week |
| Washroom Sanitization | Daily | Included | — |
| Kitchen / Break Room Cleaning | 3× per week | $120 per visit | $1,560/month |
| Interior Window Cleaning | Monthly | $280 flat | $280/month |
| Deep Cleaning | Quarterly | $1,800 flat | $150/month (averaged) |
Estimated Monthly Total: $5,240
Tip: Always customize your cleaning proposal for each client. Generic templates often miss key details and reduce your chances of winning the contract.
Step 3: Submit & Follow Up
Send your bid within 48 hours after the walkthrough. If it’s part of a formal RFP, attach all required documents. Missing files can disqualify you. If you don’t hear back in 5-7 business days, send a short, polite follow-up. Limit follow-ups to two times.
Step 4: Set Contract Terms
Protect your business. Make sure the contract clearly defines:
- Scope of work – what’s included
- Termination notice – usually 30 days
- Price adjustments – allow yearly changes for costs or CPI
- Liability limits – capped at contract value (legal advice recommended)
Clients who agree to fair terms make better long-term partners.
Open vs Closed Bids
- Open bid: Publicly posted; many companies compete
- Closed bid: Client invites a few companies; higher chance to win
Strong relationships often lead to closed bids, which are easier to secure.
What Makes a Cleaning Proposal Win?
Two cleaning companies can send proposals for the same office building. Prices might be similar. Services might look the same. But only one company wins the contract. The difference is usually not the price. It’s how the proposal builds trust and confidence.
Focus on Value, Not Just Price
A price-focused proposal starts with cost. That makes clients compare numbers and haggle. A value-focused proposal starts with results. It answers: How will this service make my business better?
Example: Our service keeps your office guest-ready every morning. Your team works in a clean, healthy space. You never have to worry about cleaning schedules.
Then, show the price as an investment, not just a cost.
Use Tiered Service Packages
Instead of giving one price, offer three options:
- Essential: Basic office cleaning at a lower cost
- Professional: Full service at your main price
- Premium: Extra services like deep cleaning, carpet care, or window cleaning
Most clients pick the middle option. The premium package also makes the standard service feel more reasonable.
Add Social Proof in the Proposal
Put testimonials inside your proposal, not just on your website. Good places to include them:
- After your company introduction
- Near the pricing section
- In the closing paragraph
Use real details: client’s first name, business type, and how long they’ve worked with you. Clear details make testimonials believable.
How to Keep Cleaning Contracts and Reduce Client Loss
Winning a contract is just the first step. Keeping it is where the real profit comes in. Losing a client costs more in time, marketing, and effort than keeping one.
Ensure Quality and Build Trust
Clients leave mostly because cleaning is inconsistent. One great visit and one poor visit can make them doubt your service. Use a detailed checklist for every visit, tailored to each property. Include a sign-off for your team.
For example, an office cleaning checklist or a house cleaning checklist ensures nothing is missed. At SKYREX Property Services, we use checklists that clients can see after each visit. This keeps your team accountable and builds trust.
Communicate and Handle Complaints Quickly
Many clients leave quietly without saying anything. Stay in touch to prevent this. After the first visit, do a quick feedback check. Send short updates monthly, hold quarterly reviews, and start renewal talks 60 days before the contract ends.
If a client raises an issue, respond the same day. Apologize, explain, and confirm the fix. Follow up after the next visit. Good complaint handling often makes clients even more loyal.
Renewal and Upsell
Start renewal talks early when trust is strong. Offer a small loyalty discount (3-5%) for early renewal, suggest new services like carpet or window cleaning, and adjust prices if costs rise. Upselling works naturally when clients trust you. For example:
“We noticed your breakout room gets a lot of traffic. Would weekly deep cleaning help?” This can add $200-$500/month to a contract.
Grow Your Cleaning Business with SKYREX
Tired of chasing random cleaning jobs? With SKYREX Cleaning Franchise, you get a steady stream of residential and commercial leads in Canada. We are an award-winning cleaning company with over 10 years of experience.
We provide proven systems to help you win contracts and full marketing support to grow your business. Focus on great service while we bring the right clients to you. Protect your contracts, keep clients happy, and build a predictable, profitable cleaning business.
Frequently Asked Questions About Cleaning Contracts
Here are the clear answers Canadian cleaning business owners in Ontario and Alberta ask most about cleaning contracts. You can also contact us anytime for personalized guidance.
What should a commercial cleaning contract include?
A good contract lists both parties’ details, start and end dates, services included, cleaning schedule, location, total cost, payment terms, termination notice (usually 30 days), and renewal rules. If clients want extra work mid-contract, add a formal amendment.
How much should I charge for cleaning contracts in Ontario or Alberta?
Commercial cleaning contracts usually cost $0.07-$0.15 per sq. ft. per visit. Hourly rates: $25-$60. Residential rates depend on property size and type of service. Include labour, supplies, and travel. Aim for 20-30% profit.
How do I get my first commercial cleaning contract in Canada?
Register your business, get liability insurance, and create a professional brand. Pick a niche, such as offices, property managers, or local businesses. Offer a free walkthrough, network locally, and use lead platforms like Thumbtack or Houzz. Personal connections often help win your first contract.
What’s the difference between open bids and closed bids?
Open bids are public. Many cleaning companies compete for them. Closed bids are private, only you and the client. Closed bids often win more because fewer competitors are involved. Building strong relationships helps you get closed bids. These relationships make it easier to secure long-term cleaning contracts.
How do I find government cleaning contracts in Canada?
Use Merx.com or BidNet for federal and provincial contracts. Check your city or municipality portal for local tenders. Have insurance and required certifications ready before bidding.
Do I need a license for a cleaning business in Ontario or Alberta?
Requirements vary by province. At minimum, register your business and get a business number. Some cleaning services need contractor licenses. Certifications like ISSA CIMS or GBAC STAR boost credibility and help win contracts.
How do I write a winning cleaning proposal?
Include your company overview, credentials, insurance, detailed scope, schedule, pricing, references, and a clear call to action. Lead with value before price. Customize each proposal, avoid generic templates.
How long should a cleaning contract be?
Most commercial contracts run 12 months. Large or government contracts may last 24-36 months. Residential contracts are shorter, 3-6 months. For new clients, start with 6 months and include a renewal option.
What happens if a client cancels a cleaning contract early?
Include a termination clause with 30 days’ written notice. You can charge a prorated fee. Review contracts with a lawyer to avoid disputes.
Can I subcontract for my cleaning contracts?
Yes, if your contract allows it. Make sure subcontractors are insured. You stay responsible for quality. Certifications that help win cleaning contracts in Canada:
GBAC STAR: infection control, essential for healthcare cleaning.
ISSA CIMS: respected by facility managers.
BSCAI membership: shows credibility in the cleaning industry.
How to grow from residential to commercial cleaning contracts in Ontario or Alberta
Start with small commercial spaces. Work with property managers. Get certified. Create a commercial services page. Use early wins as case studies for bigger contracts.
