Janitorial Government Contracts 2025: How to Find and Win Cleaning Contracts
Complete guide to winning janitorial and cleaning government contracts. Learn about federal, state, and local opportunities, NAICS codes, certifications, and bidding strategies.
Quick Overview: Janitorial Government Contracts
Government janitorial contracts represent a $15+ billion annual market across federal, state, and local agencies. Key opportunities include school district cleaning, federal building maintenance, and post-construction cleaning. NAICS codes 561720 (Janitorial Services) and 561210 (Facilities Support) cover most opportunities. Small business set-asides make this accessible to new contractors.
Types of Janitorial Government Contracts
Government cleaning contracts span multiple sectors, each with unique requirements and opportunities.
Federal Buildings
GSA, VA hospitals, military installations, courthouses, federal offices.
- • Multi-year contracts (base + options)
- • Security clearance often required
- • Strict compliance requirements
- • Davis-Bacon wages may apply
Contract Size: $100K - $10M+/year
School Districts
K-12 schools, administration buildings, athletic facilities.
- • Seasonal scheduling flexibility
- • Background checks required
- • Green cleaning often preferred
- • Summer deep cleaning opportunities
Contract Size: $50K - $2M+/year
Municipal Buildings
City halls, libraries, community centers, transit stations.
- • Local preference often applies
- • Prevailing wage requirements vary
- • Often combined with landscaping
- • Easier entry point for new contractors
Contract Size: $25K - $500K/year
Post-Construction Cleaning
New building completion, renovation projects, final cleaning.
- • One-time or short-term contracts
- • Higher margins than recurring
- • Often subcontracted from GC
- • Tight timelines
Contract Size: $5K - $100K per project
Specialized Cleaning Services
Healthcare
VA hospitals, clinics, medical facilities
Hazmat/Biohazard
Labs, contaminated sites, specialty cleaning
Window Cleaning
High-rise, exterior, specialized glass
NAICS Codes for Janitorial Services
The right NAICS codes help government buyers find you and determine your small business eligibility.
| NAICS Code | Description | Size Standard |
|---|---|---|
| 561720 | Janitorial Services | $22 million |
| 561210 | Facilities Support Services | $47 million |
| 561790 | Other Services to Buildings | $19 million |
| 562910 | Remediation Services | $25 million |
| 238990 | Post-Construction Cleaning | $19 million |
Size Standard Tip
With NAICS 561720 at $22 million, most janitorial companies qualify as small businesses. This makes you eligible for small business set-asides—contracts reserved exclusively for small businesses where you only compete against other small contractors.
Valuable Certifications for Janitorial Contractors
8(a) Certification
For disadvantaged business owners. Major advantage in janitorial.
- • Sole-source contracts up to $4.5M
- • 8(a) competitive set-asides
- • Mentor-Protégé opportunities
WOSB/EDWOSB
Women-Owned Small Business certification.
- • 5% federal contract goal
- • Sole-source up to $4.5M
- • Strong in facilities services
AbilityOne
Program for employing people who are blind or have significant disabilities.
- • Mandatory source for federal agencies
- • $4B+ annual program
- • Janitorial is largest category
Industry Certifications
Not required but help win competitive bids.
- • ISSA CIMS (Cleaning Industry Management Standard)
- • Green Seal Certified
- • LEED-compliant cleaning
- • OSHA 30-hour training
Where to Find Janitorial Contracts
| Source | Coverage | Best For |
|---|---|---|
| BidFinds | Federal + State + Local | One-stop search across 2,000+ sources |
| SAM.gov | Federal | GSA, VA, DoD contracts |
| State Portals | Individual State | State office buildings |
| School District Sites | Local | School cleaning contracts |
| GSA eBuy | Federal (GSA Schedule) | Task orders for Schedule holders |
Search Keywords for Janitorial Contracts
Tips for Winning Janitorial Contracts
1. Site Visit is Critical
Always attend site visits when offered. Take detailed notes on square footage, floor types, fixture counts, and special requirements. Contracts are often won or lost on accurate site assessment.
2. Build Local Relationships
For state and local contracts, meet contracting officers before bids are posted. Attend pre-bid conferences, industry days, and local small business events. Government buyers prefer vendors they know.
3. Highlight Quality & Training
Emphasize employee training, quality control processes, and industry certifications. Many evaluations weight technical approach and quality assurance alongside price.
4. Address Transition Planning
Include a clear plan for contract startup—hiring timeline, training, equipment mobilization. Smooth transition from incumbent is a major evaluation factor.
5. Start Small
Win smaller contracts first to build past performance. A track record of successful government contracts dramatically improves your chances on larger opportunities.
Pricing Your Janitorial Bid
Cost Components to Include
Prevailing Wage Alert
Federal contracts over $2,500 may require Service Contract Act (SCA) prevailing wages. These can be significantly higher than market rates. Check wage determinations before pricing—failure to pay prevailing wages can result in contract termination and debarment.
Frequently Asked Questions
How do I get started with no government experience?
Start with smaller local contracts (cities, school districts) that have less competition and simpler requirements. Build past performance, then pursue larger state and federal opportunities. Consider subcontracting to established government contractors first.
Do I need special insurance for government contracts?
Yes—government contracts typically require general liability ($1M-$2M), workers' compensation, and sometimes umbrella coverage. Federal contracts may also require fidelity bonding. Insurance requirements are specified in each solicitation.
How long are janitorial contracts typically?
Most are 1-year base with 2-4 option years (total 3-5 years). Agencies exercise options based on performance. Some indefinite delivery contracts can run longer. Month-to-month contracts are rare in government work.
What are the biggest challenges?
Labor management (high turnover industry), meeting prevailing wage requirements, compliance documentation, and competing against incumbents with established relationships. Quality control and customer satisfaction drive option year renewals.
Can I subcontract janitorial work?
Limited. Most janitorial contracts have restrictions on subcontracting core services. You can typically subcontract specialized services (window cleaning, floor refinishing) but must perform the majority of work with your own employees.
Is GSA Schedule worth it for janitorial?
It can be—GSA Schedule 561210V gives access to federal task orders through GSA eBuy. However, the application process is lengthy and Schedule-based work has thin margins. Many janitorial contractors succeed without a Schedule by bidding open market contracts.
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