How to Win Janitorial Government Contracts in 2025

The government contracts janitorial services year after year—with billions of dollars in opportunities available. If you’re in the cleaning business and want long-term, recurring revenue, 2025 could be your year to land a lucrative federal, state, or local custodial contract.

This video, created by the experts at SAS-GPS, walks you through everything you need to know—from registrations and certifications to bidding strategies and performance compliance. For the full breakdown, watch our companion video:

Why Janitorial Contracts Are Worth Pursuing

Janitorial government contracts are a stable and recurring source of income. Even during disruptions like COVID-19, these contracts continued—often with enhanced importance. Many of these opportunities are also set aside for small businesses, service-disabled veteran-owned businesses (SDVOSB), women-owned businesses (WOSB), and more. If you’re properly certified, you’re already ahead of most competitors.

Step 1: Registration and Certifications

To bid on federal janitorial contracts, you’ll need:

• SAM.gov Registration – This is non-negotiable. It’s free, and you don’t need to pay someone to do it.
• UEI (Unique Entity Identifier) – This replaces the old DUNS number.
• NAICS Codes – Especially 561720 for janitorial services.
• Certifications – Including:
  • Woman-Owned Small Business (WOSB)
  • Service-Disabled Veteran-Owned Small Business (SDVOSB)
  • Minority-Owned Business
  • HUBZone
  • 8(a) for socially/economically disadvantaged businesses

Certifications allow you to compete for exclusive set-aside contracts and increase your chances of winning.

Step 2: Understand Past Performance and Teaming

If you’re new, start by subcontracting or teaming with experienced janitorial contractors to gain past performance. Federal projects usually require proven experience. SAM.gov alone won’t win you a contract—you need a track record.

Step 3: Where to Find Janitorial Opportunities

• Federal: Use SAM.gov to search, filter, and set alerts for upcoming bids.
• State & Local: Each state has its own procurement portal. Start with your local area where you have boots on the ground. Scraping tools may help monitor hundreds of city or county sites.
• USAspending.gov: Research which companies have been awarded janitorial contracts—and how much they were paid.

Step 4: Pricing with Compliance

Pricing isn’t just about underbidding. You must comply with the Service Contract Act, which outlines:

• Wage determinations based on location
• Benefits (health, sick leave, holidays)
• Proper overhead & profit margins (typically 6–10%)
• Invoicing formats and scheduling

Conduct site visits and build pricing models that adapt to monthly, square-foot, or task-based formats.

Step 5: Contract Performance & Compliance

Winning is just the beginning. To succeed:

• Keep detailed records—HR files, wage compliance, and invoices.
• Stick to scope—Never perform extra tasks without written approval.
• Meet quality control standards—Submit and follow your quality control plan.
• Use domestic materials when required under Buy American rules.
• Get great CPAR scores—These evaluations affect your ability to win future contracts.

Step 6: Build Momentum with a Growth Plan

As soon as you land your first contract, begin preparing your next bid. Contract cycles end, and relying on one deal is risky. Successful janitorial businesses maintain multiple contracts and invest continuously in business development.

Avoid the Middleman Myth

Despite what social media gurus claim, janitorial contracts—especially federal ones—do not favor middlemen. Many require you to perform at least 51% of the work. Subcontracting or teaming is acceptable, but “pass-through” setups can disqualify you or worse—lead to legal trouble.

Watch the Full Breakdown on YouTube

This blog only scratches the surface. Our in-depth YouTube discussion with the SAS-GPS team explores real-world examples, recent policy changes, pricing models, and how successful contractors scale their operations.

🎥 Watch the full video here: How to Win Janitorial Contracts in 2025 on YouTube(Insert the correct link)

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Need help?

SAS-GPS specializes in helping small businesses succeed in government contracting. From registration to proposal writing, we’ve helped clients win billions in contracts. Visit sas-gps.com or contact us to schedule a consultation.