Looking to hire commercial cleaners for your business? This page is a how-to guide for cleaning operators. If you want a quote for office, strata, medical or retail cleaning, head to our commercial cleaning services page.
See commercial cleaning servicesGuide · Updated 2026
How to Get Commercial Cleaning Contracts
A practical, Australia-specific playbook for winning office, medical, strata and retail cleaning contracts, from a working Illawarra commercial cleaning crew.
Free on-site walk-through · Written quote · No lock-in
The 6-step framework
We win and retain commercial cleaning contracts across Wollongong and the Illawarra using the same six steps below. It works for solo operators starting out and small crews scaling past their first 10 clients.
1. Define your niche
Pick a vertical you can win in: small offices, medical, strata, gyms, childcare or hospitality. A specific niche beats "we clean everything" every time when bidding for contracts.
2. Get your paperwork right
Public liability insurance ($10–$20M), workers' comp, police checks, SWMS, COI ready to send, ABN, and a one-page capability statement. Most building managers ask for these before they'll even meet you.
3. Prospect locally
Walk your suburb. Drop capability statements to office buildings, strata managers, real estate agencies and facility managers. Cold email decision-makers (office manager, practice manager, building manager) with a specific offer, not a generic intro.
4. Quote on-site, in writing
Never quote sight-unseen. Walk the site, measure, photograph, and send a written scope with frequency, inclusions, exclusions, hourly or per-visit rate, start date and cancellation terms. A tight scope wins on professionalism alone.
5. Pilot then convert
Offer a 4-week paid trial with a clear KPI (e.g. zero complaints, logbook signed each visit). Convert to a 6 or 12 month agreement at the end of the trial. Most commercial contracts in Australia start exactly this way.
6. Retain through systems
Same crew whenever available, a logbook on-site, a monthly review email, and a single point of contact. Retention is where commercial cleaning becomes profitable. Most contracts you lose, you lose through silence, not bad cleaning.
Need a commercial clean instead?
Looking for someone to clean your office, strata block, medical practice or retail space rather than starting your own cleaning business? Get an instant quote and we'll handle the rest.
FAQ
Common questions
How do I get my first commercial cleaning contract?+
Start with one specific niche in your local area, get insurance and a police check sorted, build a one-page capability statement, then prospect office managers, strata managers and real estate agencies directly. Offer a 4-week paid trial rather than asking for a 12-month commitment up front.
Where do you find commercial cleaning contracts in Australia?+
Most contracts come from direct outreach, not tender portals: office building managers, strata committees, real estate agencies, medical and dental practice managers, gym owners, childcare directors and local Facebook business groups. Government and large corporate work usually goes through TenderLink, AusTender and VendorPanel once you have a track record.
How much should I charge for a commercial cleaning contract?+
In Australia, $35–$85 per hour +GST is the typical range, with a per-visit price most common for offices. Price the visit, not the hour, once you've walked the site. Build in 10–15% margin for consumables and supervision.
What insurance do I need for commercial cleaning?+
Public liability (minimum $10M, $20M preferred for medical and strata), workers' compensation for any employees, and a current police check for every cleaner on-site. Most building managers will not let you start without a COI naming the building.
Do I need a contract or can I just invoice monthly?+
Even a one-page service agreement protects both sides. Cover scope, frequency, price, start date, payment terms, cancellation notice (typically 4 weeks), insurance and a confidentiality clause. Month-to-month with a 4-week notice is the most common structure for SMEs.
How long does it take to win a commercial cleaning contract?+
Anywhere from same-week (small office swapping providers) to 3 months (strata committees, medical practices, schools). Consistent weekly outreach, a tight quote and a paid trial offer is what shortens the cycle.
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Free on-site walk-through and a written scope, with no lock-in contract.