How to Start a Commercial Janitorial Business from Scratch

Picture this: It’s 6:00 a.m. and the city is just waking up. Office lights flicker on, janitorial crews finish their rounds, and your company’s vehicle, branded, professional, and fully stocked, is pulling away from a satisfied client’s building. You’ve figured out how to start a commercial janitorial business that delivers steady income, repeat contracts, and a growing, reliable team. This isn’t just cleaning—it’s a real, thriving business.

If you’ve ever dreamed of owning a commercial janitorial business but were at a loss for where to start, this guide is your roadmap. It’ll walk you through the process, step by step, of starting a cleaning business from scratch. And by the end, you’ll know exactly what to do, what to avoid, and how to build a business that works for you. 

How to Start Your Janitorial Cleaning Business in 10 Easy Steps

1. Choose the Type of Cleaning Services – Pick Your Janitorial Niche Early

First things first, pick your niche. Not all janitorial businesses are created equally. Some focus on medical cleaning, while others focus on office cleaning. Pick whatever best fits your goals, skillset, certifications, and local demand. For example, if your area is swarming with office cleaners, you might go for something more specialized, like medical or industrial cleaning. 

While you’re at the drawing board, think of related services you could offer that your customers might want. What gaps can you fill? What services might boost your profits? Think window cleaning, carpet care, and heavy machinery pressure washing. 

Pro Tip: Sharon, President of Cleaning Business Consulting Group, suggests targeting financial industries, such as banks and wealth management firms. She says, “Those kinds of businesses typically have higher-end clientele. It’s important to them that their office space is pristine and clean, and they’ll pay a higher price.” 

2. Sketch Your Company’s Blueprint by Creating a Solid Business Plan

Once you’ve picked your niche, start ironing out the details by creating a business plan. This is your roadmap to success. It should help you stay focused, measure progress, and secure financing. Ideally, it should include:

• An executive summary
• A business overview
• Market analysis
• Services offered
• A sales & marketing strategy
• An operational plan
• A financial plan

If you find yourself boarding the struggle bus in this phase (we get it—it’s hard), give our rock-solid template for commercial cleaning business plans a try. It can help you capture all of the little details and stay on track. 

How Much Would It Cost to Start a Janitorial Cleaning Business?

Next up, figure out how much it’ll actually cost you to launch your business. This is a must-do step, especially considering that it’ll determine how much you need to borrow (unless you have the capital to start it without a loan). 

The exact cost will depend on your scale, but it might look something like this:

• Cleaning supplies and equipment: $500–$2,000
• Service vehicle: $3,000–$10,000 (used or leased)
• Business license and registration: $50–$500
• Insurance: $500–$3,000 annually
• Marketing & website: $200–$1,000
• Software tools: $49/month and up (like Housecall Pro)
• Estimated startup range: $2,500 to $10,000+

3. Choose Your Business Structure

Choose a business structure that suits your goals. This could be:

• A sole proprietorship: Easy to start, but offers no liability protection
• A Limited Liability Corporation (LLC): Limited liability companies are most popular for small cleaning businesses
• A corporation: Best suited to large companies or investors

Each one has pros and cons, so take a few minutes to browse through your options and select whatever works best. If you’re unsure, it’s a good idea to chat with your accountant (for the tax side of things) and your lawyer (for the legal side of things). 

Register Your Business and Name

Now, for the fun part: picking your brand name. Ideally, you should pick something catchy and memorable, something that people will remember long after you’ve completed the service. 

Once you figure out that perfect name, do a quick name search to verify it isn’t already taken by another company. You can do this via your state’s Secretary of State site. If your business name is different from your personal (sole proprietor) or LLC name, you’ll also need to file a DBA (Doing Business As).

Register your business with your state, and you’re ready for the next step. 

Get an EIN (Employer Identification Number)

Generally speaking, you won’t need an EIN if you’re a sole proprietor without employees. However, requirements can vary, and if you’re a larger company with employees, you will need one. You can get this number by going to the Internal Revenue Service’s (IRS) website and following the necessary steps. It’s a free process. 

You will need this number to open business bank accounts, pay taxes, and hire workers, so don’t skip this step!

4. Obtain Necessary Licenses

Requirements for licensure in the cleaning industry vary by the specialty, state, and even the city. Check with your local city hall, county clerk, or local chamber of commerce for specific requirements that may apply to your business. 

While there isn’t a universal “cleaning license,” some states or cities may require you to carry a janitorial or commercial cleaning license, especially if you handle hazardous chemicals or offer specialized services (think medical, biohazard, or hazardous waste cleaning). 

Consider Industry Certifications

Although industry certifications aren’t always necessary to land a cleaning job, they can help you win contracts, especially for specialized cleaning services. Look into certifications available for your specific niche, like the IJSCA Janitorial Custodial Certification, Medical Cleaning Certification, Biohazard Cleaning Certification, or Green Cleaning Masters Certification. 

Most of them only require 10-20 hours of study time and about an hour for test time, although it varies. 

5. Buy Business Insurance 

Business insurance is a must-have in the cleaning industry. Without it, you leave yourself, your assets, and your potential customers at risk. So, to protect your business and potential clients, you’ll want at least:

• General liability insurance
• Tools & equipment coverage
• Commercial auto insurance (if you plan to use your vehicle)
• Workers’ compensation (if you hire employees)

Accidents happen. When you have insurance, you protect your business. Plus, your coverage speaks volumes about the credibility of your business and gives peace of mind to commercial clients. It’s a win-win(-win?). 

6. Get Your Finances in Order

Now that you have an EIN, turn your focus to your finances. It’s important to get all of your ducks in a row before you get started—this way, you won’t have to track down the wayward tax duck on April 12th with the deadline hanging over your head. 

“Getting your finances in order” may include:

• Opening a business bank account to keep your business and personal finances separate
• Applying for a business credit card
• Setting up basic accounting software like QuickBooks
• Hiring a bookkeeper or accountant to make tax season one less thing to worry about

7. Set Your Cleaning Rates So You Don’t Undersell Yourself

Pricing your commercial cleaning services right is crucial to avoid undercharging or losing money. The most effective pricing strategies for commercial janitorial services balance profitability, competitiveness, and client transparency. 

The right strategy might look different from company to company, but could include:

• Flat-rate pricing: Keep it simple with a set price for specific services or a monthly retainer for ongoing service.
• Hourly pricing: Charge a set price per hour per cleaner, such as $20-$100 per hour, depending on service type and location. 
• Square footage pricing: Charge based on the size of the facility. Your rates might range from $0.07 to $0.15 per square foot for general cleaning and higher for specialty services. 

The Importance of Knowing Your Numbers

You have to know your numbers. Otherwise, you might end up undercharging clients and cutting into your own profits. So, when pricing your services, factor in your operating costs, desired profit margin, and market rates. This way, every service includes a set amount to cover those costs. 

Sharon emphasizes the importance of solidly knowing your finances before setting your prices, saying, “You can’t give profitable, meaningful estimates unless you know your numbers and know how to do it.” 

So, the takeaway? Iron out these details beforehand (even before you build out your rates). 

Pro Tip: Offer bundled service packages with this number baked in. For example, you might offer nightly office cleaning and quarterly deep carpet extractions for $650 per month to lock in consistent revenue and build long-term client relationships. 

8. Purchase Professional Cleaning Equipment to Run Efficiently

While you might already have a vacuum cleaner that could get the job done and a mop that washes, you’ll need the right equipment to ensure you clean effectively and run efficiently. So, invest in quality equipment and smart systems that help you work faster and more effectively. This doesn’t mean you have to jump in head-first and buy a full gamut of commercial-grade equipment—start with the basics and go from there. 

This might include:

• A commercial backpack vacuum
• A microfiber mop system
• A janitorial cart full of supplies like disinfectants, glass cleaners, gloves, liners, dusters, and restroom supplies
• A custom vehicle storage setup
• Janitorial business software that helps with scheduling jobs, dispatching, tracking supplies, invoicing, and keeping everything running smoothly behind the scenes

The right equipment, paired with powerful janitorial software, can help you deliver great service without burning out and, better yet, scale your business with ease. 

9. Create a Marketing Plan to Lock in Your First Client

A knockout marketing plan is a must-have for any cleaning business. While word of mouth is great, a sizable percentage of people and businesses look for the services they need online. So, when your customers start surfing the web to find cleaning services, your business needs to pop up. That starts with creating a website and locking in your SEO game to attract clients who are searching.

Build a Strong, Professional Brand

First, build out your brand. This includes creating a polished logo, branded uniforms, and vehicle wraps. Cohesive branding across the board projects credibility and trust, so keep everything aligned. If you’re not artistically inclined, work with a designer to come up with something that fits how you want to portray your business. 

Once you have your logo ready, create an impressive, user-friendly website that speaks to your experience, service range, and client testimonials. Design something nice and easy to navigate, featuring everything clients need in an easily findable spot. If they have to hunt for your online booking button or dig deep to get your service list, they might be inclined to look elsewhere. So, make it easy for website visitors to find what they’re looking for.  

Leverage Digital Marketing and SEO

While you’re working on your website, don’t forget to optimize it for SEO so you’ll appear for local and commercial cleaning keywords. This will help you pop up in search results when businesses are looking for cleaning services. If you have an out-of-the-box name that doesn’t include “cleaning services,” this is especially important. 

Next, claim and maintain your Google Business Profile (GBP). It’s a relatively easy way to improve local visibility and rake in reviews that you can feature on your website. 

To really push your company out there, run targeted Google Ads and social media ads to reach facility managers, property managers, and business owners. If you don’t have room in your marketing budget for that quite yet, make sure your SEO game is in prime condition and operating at its best. 

Use Video and Visual Content

People love seeing transformations, and cleaning transformations can be particularly impressive. Timelapses, before and afters, and similar content are popular on short-form content social media apps, so make the most of them. Use this as part of your marketing strategy, displaying those transformations on your website and social media to showcase your results and build trust. 

Platforms like Instagram Reels, TikTok, and YouTube Shorts can be great places to share content like this. If you want to share something a little longer, platforms like YouTube, Facebook, and Instagram (IGTV option) can be good choices. 

Network and Build Relationships

Networking is another great way to get your name out there. Join local business organizations, chambers of commerce, and networking groups to connect with decision-makers. 

According to Sharon, most businesses won’t search sites like Angie’s List or Thumbtack for cleaning companies the way that homeowners might. Instead, they’ll be looking for businesses through networking events and referrals. 

“Price does matter, but most businesses want to do business with reputable companies: companies that have a good reputation and have donated to community charities. Those kinds of things are important in coordination with digital marketing and all the online marketing efforts that you do,” Sharon says. Reputation matters a lot in this industry. 

10. Build Your Team of Trusted Cleaning Pros

When your cleaning business starts to gain traction and grow, you might start considering hiring help (if you haven’t already). If you’re turning down jobs, struggling to meet client demands, or spending too much time cleaning instead of managing and marketing your business, it’s likely a good time to bring on help. 

Hiring commercial cleaners will allow you to scale up, take on more contracts, and maintain service quality as your workload increases. And when you do start hiring, hire the right people. Prioritize candidates who are reliable, trustworthy, and take pride in their work.

Whether it’s one part-time cleaner or a full crew, your team represents your brand in the field. Look for candidates who check these boxes:

• Show up on time consistently
• Have a strong attention to detail
• Pass background checks
• Communicate clearly and respectfully
• Follow instructions and company protocols
• Care about doing quality work every time

Remember, investing in the right people from the start can make all the difference in your long-term success, so choose wisely. 

Systemize Everything With Janitorial Cleaning Business Software

As your client base expands, managing everything manually can start to feel like quite a chore. That’s where a comprehensive tool like Housecall Pro gives you the upper hand. It’s full of tools designed to simplify everything from scheduling to estimates and invoicing, featuring handy additions like voice solutions and review management software. And one of the best parts? It’s available in a convenient mobile app. 

Digital Tools for Commercial Cleaning Pros:

• Recurring Job Scheduling: Automate regular weekly/bi-weekly visits.
• Live GPS Tracking: Stay on top of field operations.
• Custom Estimates & Invoicing: Send quotes, accept signatures, and get paid faster.
• Build Loyalty & Get 5-Star Reviews: Increase online reputation and protect your brand image.
• Grow Like a Real Business Owner: See profit margins, job history, and top customers.
• Mobile App: Run your business from the field.

Where to Go From Here

Starting a commercial janitorial business can feel like a lot at first, but with the right plan, tools, and mindset, you can build a sustainable and profitable operation from the ground up. Every step you take, from choosing your niche and pricing your services to hiring staff and building a killer marketing strategy, lays the bricks in your foundation of long-term success. 

And, with Housecall Pro’s commercial cleaning business software by your side, you’ll save time, stay organized, and grow faster with less stress. Ready to turn your vision into a thriving janitorial business? Start your free 14-day trial today and see how it can benefit your operations.

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