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How to Win Cleaning Contracts: A Practical Guide for Small Firms
Winning cleaning contracts is mostly about picking the right ones and answering exactly what the buyer asked. Here's how small firms can compete.
Pick contracts you can realistically win
A common rule of thumb (Assumption) is that buyers don't want one contract to be more than about a third of your annual turnover. A £300k-a-year contract may need £900k+ turnover. Smaller single-site contracts, such as one school, a surgery or a council depot, are where small firms win.
Get the basics in place
- Public and employer's liability insurance at the levels usually asked for (often £5m/£10m, so check each notice).
- Health and safety policy, COSHH assessments, method statements.
- An accreditation such as CHAS, SafeContractor or Constructionline if your buyers ask for one.
- DBS-checked staff for schools.
- Two or three references from similar sites.
Understand TUPE
When you take over a cleaning contract, the existing cleaners often transfer to you under TUPE, on their current pay and terms. Price for it. Ask the buyer for the TUPE list early.
Answer the quality questions properly
Quality is often 40–60% of the score (Assumption, so check each tender). Answer every question in order, use the buyer's words, give specific examples, and stay within word limits.
Price carefully
Work out hours per site, the Real Living Wage if required, holiday, supervision, consumables, equipment and margin. Don't underprice to win: you'll be stuck with it for years.
Ask for feedback
Under the Procurement Act 2023, buyers must give unsuccessful bidders an assessment summary for most competitive contracts. Use it.
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By Carly · Updated 2026-10-24