How To Get Janitorial Accounts For Your Business
Let me be straight with you. The number one challenge for new janitorial business owners is getting accounts. Without accounts, you don't have a business. You can buy all the equipment you want, print the nicest business cards in town, and set up a beautiful website — but if you don't have buildings to clean, none of it matters.
After 40+ years in the commercial janitorial industry, I've seen people try every approach imaginable to land their first accounts. And I can tell you that there are really only three paths worth talking about: cold-calling and selling yourself, buying into a franchise, or subcontracting with an established company.
One of these is dramatically better than the other two. Let me break it down.
Option 1: Cold Calling and Selling Yourself
This is the DIY approach. You pick up the phone, walk into buildings, knock on doors, and try to convince facility managers and business owners to give you a shot. It works — eventually. But it's slow, it requires real sales skills, and you're going to face a mountain of rejection, especially when you're just starting out with no track record and no references.
Cold calling is not impossible, but for someone brand new to the industry, it can take months to land even a handful of accounts. Months where you're spending money, burning gas, and not earning anything. That's a tough way to start a business.
Option 2: Buying a Franchise
This is the option that looks attractive on paper but falls apart when you run the numbers. Janitorial franchises charge anywhere from $30,000 to over $100,000 just to get in the door. On top of that, you're paying ongoing royalties — often 8-10% of your revenue — for as long as you operate under their name.
Think about what you're actually getting for all that money. A brand name, a system, and some initial accounts. But here's the problem: you're building their equity, not yours. You're locked into their territory restrictions. You're locked into their brand. And that system they're selling you? You could learn it on your own with real-world experience.
You're paying huge money for what amounts to a name and a playbook. I've watched too many people sink their savings into a franchise only to realize they're essentially working for someone else — except they paid a premium for the privilege.
Option 3: Subcontracting (The Smart Play)
Here's the approach I recommend to anyone serious about building a janitorial business: subcontracting with an established commercial janitorial company.
The concept is simple. You partner with a company that already has the accounts, the relationships, and the reputation. They bring you the work, and you do the cleaning. That's it.
Why is this the smart play? Let me count the ways:
- Low or no startup cost. You're not writing a $50,000 check to a franchise. You need basic cleaning equipment and the willingness to work. That's your investment.
- Immediate revenue. Instead of spending months cold-calling or waiting for a franchise to assign you accounts, you can start cleaning — and earning — right away.
- You earn while you learn. This is huge. Subcontracting lets you build real experience with real accounts. You learn how commercial cleaning actually works, how to manage crews, how to handle different building types, and how to deliver consistent quality. You get paid to learn the business instead of paying someone to teach it to you.
- You keep your independence. As an independent contractor, you're running your own business. You're not an employee. You build your own crews, manage your own schedule, and grow at your own pace.
- Room to grow. Nothing stops you from adding your own accounts on top of your subcontracting work. As you build experience and reputation, you can layer in direct accounts and grow your business from a position of strength — with cash flow already in place.
What To Look For in a Subcontracting Partner
Not all subcontracting partnerships are created equal. Here's what separates a good partner from a bad one:
- Reliable account flow. They should have a steady pipeline of accounts to assign. If they can't keep you busy, the partnership isn't worth much.
- Fair pay. The rates should make sense for the work. You need to be able to cover your costs, pay your crews, and still make a profit.
- Good communication. When issues come up — and they will — you need a partner who's responsive and works with you to solve problems.
- They pay on time. This sounds basic, but it's non-negotiable. Late payments kill small businesses. Make sure your partner has a track record of paying reliably.
- No restrictive non-competes. Watch out for contracts that prevent you from growing your own business. A good partner wants you to succeed, not to keep you locked in.
If You're in the Dallas-Fort Worth Area
I'll tell you about our company because I believe in what we do. Delta Janitorial Systems has been in the commercial janitorial business for over 40 years, right here in DFW. We're actively looking for independent contractors to partner with, and we know how to build successful relationships with our ICs because we've been doing it for decades.
We have the accounts, we have the systems, and we have the experience to help you build something real. If you're in the Dallas-Fort Worth area and you're ready to start or grow a janitorial business, visit janitorialaccounts.com to learn more about working with us.
Not in DFW?
The subcontracting model works everywhere, not just in Dallas-Fort Worth. Start by searching for established commercial janitorial companies in your area that work with subcontractors. They exist in every major market. Use the criteria above to evaluate them, ask the right questions, and find a partner that's going to set you up for success.
The opportunity is out there. You just have to take the right path to get to it.