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How to Run a Janitorial Company & Set Goals

by Mark Applegate

Keeping a home or business clean is taxing and time-consuming. Many people and businesses opt to hire a janitorial company to keep their locale tidy rather than tie up their own time to do so. You can make a substantial living if you operate a janitorial service and set appropriate goals.

Build a Foundation

You must build your business on a strong foundation by designing a business plan that you will use on an ongoing basis as a road map to success. List your market analysis, expansion plans and the details of how you will operate your cleaning business in this document and update it as you grow to include the new information you learn as you experience good and bad times. List the specific janitorial services you will offer and additional services you will consider as you expand. As you set yearly and three- or five-year goals, consult your business plan to be sure you are not straying away from your targets into tangential areas out of the scope of your primary plan. If you have already been in operation for a few years and are not using your business plan as your guide, remove it from your file cabinet and get started today.

Find and Master Your Niche

While you may be tempted to seek revenue from a wide variety of clients, you will quickly begin to see that you are more suited to provide cleaning services to a specific niche of homes or businesses. As you move in this direction, market your business toward your specialty. For example, if you land an account cleaning a daycare, and you develop a positive relationship with the business, market yourself to other daycare facilities in your area, using your experience to make your performance with the new daycare even better. Set goals to solicit every business within a specific category within a fixed amount of time and stick to the plan. Survey your clients about your quality of work and customer service to show that you care and to use as training opportunities for your staff. Post survey goals in your office, and update them often, to show your progress and any opportunities for improvement.

Growth Through Referrals

Referrals in a service business are typically one of the least expensive ways to acquire new customers. Train your cleaning staff to leave business cards and coupons with your existing clients to attempt to generate these valuable referrals. Garner a letter of recommendation from a good client to use for marketing to others. Derive an incentive system to reward your clients who refer you to others and never forget to send a written thank-you card when they are kind enough to do so. Set a goal to train your staff on the necessity to get referrals, and reward them for their successful efforts.

Rally Around a Cause

While your goal for your janitorial business is primarily driven by profit motive, your employees may not be motivated by this reality. As you grow, find a charity or cause with a similar mindset to rally around and donate a portion of your profit to this organization. Employees who see a bigger reward for their labors may work harder than those who only do so for a paycheck. Consider, for example, green causes since many businesses and organizations see the need in this area. Find cleaning supplies that are environmentally conscious and conserve water and other resources when possible. Market your cleaning service as one that cares about customers and the environment. Set giving goals that are parallel to your sales goals to show everyone involved how your success helps others, too.

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