In commercial cleaning, no two opportunities are the same. Some contracts look enormous, while others seem too small to be worth the time.
But as consultant Jeff Carmon of Elite BSC explained in this episode of Straight Talk!, the truth lies in how each job aligns with a company’s strategy and stage of growth.
Carmon noted that while many service companies boast that “no job is too big or too small,” the real question is whether a contract is the right fit. He pointed to the framework in the book Playing to Win, which urges businesses to ask: What is our aspiration? Where will we play? How will we win? Applying those questions to each opportunity helps contractors decide whether to pursue it.
For smaller firms eyeing big clients, Carmon cautioned against leaping too far too fast. Moving from a $2,000 account to a $15,000 account is manageable, he said, while jumping straight to a $60,000 account may overwhelm resources. Still, smaller contractors can position themselves as valuable to large clients by stressing personal attention and responsiveness.
On the flip side, companies also need to set thresholds for accounts that are too small to support their long-term goals—though exceptions can make sense if the work is convenient or part of a larger relationship. Ultimately, Carmon stressed the importance of capacity: Can you take on the new customer without letting existing ones suffer?
Looking ahead, Carmon advised contractors to prepare for bigger opportunities by strengthening processes like recruiting, training, quality control, and communication. Building the right tech stack is also essential, from applicant tracking to job costing tools and customer feedback systems.
“Bring your team together and walk through those strategic questions,” Carmon said. “Decide where you want to be in three years and start building the systems to get there. And don’t forget to identify the customers you’d like to serve—then begin those relationships now.”
Click here to learn more about the Elite BSC Leadership Conference as mentioned in the episode.
