Before submitting a proposal for cleaning a building, you must walk through the building with the prospective client. This offers you not only a chance to do a detailed site inspection, but to ask questions and get to know your prospective client and start building a relationship with that person.

Here are some important questions to ask while doing the walk-through:

1. Why are you looking for a new cleaning company? Perhaps they're required to put the cleaning out to bid once per year. Or maybe they're not happy with the current contractor. Or it could be that they need to cut costs and are looking for someone that will offer a lower price. These are important clues that will help you understand their motivation.
   
   

2. If they're having a problem with the current contractor, then ask specifically what their concerns are. Having this information will help you to let them know how you'll be able to solve their problems.
   
   

3. What is your budget? Many cleaning contractors don't feel comfortable asking this question but it is a valid one that many people are willing to share, and it will be helpful to you when deciding on a price.
   
   

4. Do you have a list of cleaning specifications? If they do, ask for a copy. If they don't, find out exactly what they're looking for and provide a list with your bid proposal.

Here are some additional questions to ask:

• What is the frequency of cleaning?

• What is your timetable? When are you looking to make a change?

• Do you know the amount of cleanable square feet?

• Do you know the amount of carpeted square feet and hard floor surface square feet? (You will need this information if bidding on floor care)

• Do you have recycling paper that needs to be handled by the cleaning company?

• Do you have an alarm system?

• Are there specific hours that the cleaning company is allowed to be in the building?

Take the guesswork out of putting together a cleaning proposal by getting the information you need to make an accurate and competitive proposal.

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Steve Hanson helps owners of small cleaning companies build a more profitable and successful cleaning business through his online community at TheJanitorialStore.com. Read inspirational cleaning success stories at http://www.cleaning-success.com, and sign up for weekly cleaning tips at http://www.TheJanitorialStore.com.