Winning a cleaning contract—especially with local governments or commercial property managers—can transform your business. But how do you go from just another bidder to the contractor who wins the work?

Let’s break it down.

1. Know What Buyers Are Really Looking For

First things first: understand that your potential client—whether a government agency or a facility manager—is not just buying cleaning services. They’re buying:

• Reliability
• Safety
• Value for money
• Risk reduction
• Professionalism

So your pitch needs to be more than “We clean well.” It needs to say: You can trust us to keep your environment clean, safe, and presentable—every single time.

2. Build a Standout Company Profile

When preparing to tender, your company profile needs to scream “safe pair of hands.” Highlight:

• Years in operation and ownership structure
• Areas serviced and your physical presence
• Top clients and contract sizes
• Number of staff and their training credentials
• Certifications and insurances

Pro Tip: Include an origin story. It personalises your brand and builds credibility. Share why you started the business and how you’ve grown.

3. Showcase Your Strengths—With Evidence

Your response should clearly demonstrate:

• Attention to detail – Highlight practices like spot checks and quality audits
• Consistency and reliability – Explain your rostering and backup staffing procedures
• Technology – Mention tools like GPS tracking, CleanTelligent, and Canvas for real-time reporting
• Sustainability – Detail the eco-friendly products and methods you use
• Safety culture – Emphasise your training programs and safety management systems

Back it up with client testimonials, case studies, and real data (e.g. response times, inspection scores).

4. Write a Winning Methodology

Your methodology is where you prove you know how to get the job done. Include:

• Site-specific work plans (like public toilet or BBQ cleaning routines)
• Emergency response capabilities
• Risk management and WHS compliance
• How you train and supervise staff

Use real examples and visual aids if possible. A clear, thorough methodology can set you apart from competitors offering generic responses.

5. Understand the Tender Process

Local government tenders often include multiple evaluation criteria. Make sure you:

• Meet all mandatory requirements (licences, insurance, etc.)
• Address each evaluation criterion clearly—especially around experience, capability, and understanding of the scope
• Use concise and compelling language—boring responses get overlooked
• Follow the instructions to the letter—non-compliance can get you disqualified

Use tools like BidBuddy’s “Step by Step Response” workbook to guide your submission.

6. Be Strategic About Pricing

Price matters—but value matters more. Avoid being the cheapest just to win. Instead, focus on:

• Offering competitive, transparent pricing
• Explaining what’s included (and what’s not)
• Demonstrating how your methods save time, reduce risk, or cut other costs for the client

If you offer more, show why it’s worth it.

7. Follow Up

After you submit, don’t go quiet. If you lose, ask for feedback. If you win, make sure you’re set up to deliver—flawlessly.

Final Thoughts

Winning a cleaning contract isn’t about luck. It’s about preparation, clarity, and confidence. Present yourself as the low-risk, high-value option with the right systems, people, and passion to back it up.

And remember: every tender is a chance to sharpen your game. Even if you don’t win, you’re building the skills—and credibility—to win the next one.

Want help crafting a tender response that wins? Reach out—we’re here to help you every step of the way.