How a Customer Views Your Proposal

Highlight these four essentials to stand above the competition


The global pandemic has dramatically changed the way we do business. Disinfecting your client’s facilities has become a major issue. Prospects must be confident that your organization is qualified to clean their facilities, but more importantly, that you can also provide a safe and healthy environment.

Prospects now view the contractor as the expert in cleaning, sanitizing, and disinfecting. As such, your scope of work has expanded. The type of disinfection program that you include in your proposal could very well be the deciding factor in whether you receive the contract.

Many companies have lost cleaning contracts during these difficult times, not because of the quality of work they offered, but because office buildings and other facilities were closed. What’s more, contractors are struggling to acquire and retain labor. In such a competitive space, small flaws in a proposal can have an outsized impact. How do you make sure you stay above the competition?

Essential proposal features 

When writing your proposal, be sure to highlight areas that distinguish you from other bidders. It is only when all bidders are offering the same services that price becomes the deciding factor in awarding the contract. Here are key segments to include in your proposal that can set you apart:

Technology—Are you incorporating technology—such as IoT solutions that can monitor levels of product in towel and soap dispensers—to improve your services? Are you using robotics, cleaning chemicals, and equipment that contribute to the sustainability initiatives of the potential customer? Successful companies are, and you should too. Highlight the innovative tools you use to save money and reduce waste.

Disinfection—Demonstrate that you are an expert in proper disinfection practices. Explain how your disinfection team will work with the potential customer to educate building occupants. A successful disinfection team includes frontline workers, managers, a vendor representative, and a customer representative. 

Communication—Proactively communicating with the customer is vital but showing how strong the communication is between management and the frontline staff will set you apart. Demonstrate how you use technology to deliver on this promise.

Training—The coronavirus pandemic has made a strong employee training program more important than ever to the prospect. Employee training also contributes to worker retention. Tell your potential customers what your training program looks like and how it also benefits them.

What customers want

The customer wants a true partner. Understand that it takes a lot of time and money for the prospect to put a contract out to bid. They do not want to go out to bid again a year later because they are unsatisfied with your services. Assure them you can deliver a safe, clean environment, both during the pandemic and in the future. 

Posted On April 11, 2022

Ron Segura

President of Segura Associates

Ron Segura is president of Segura Associates. His company works with all segments of the cleaning industry to help streamline their cleaning and building operations as well as promote sustainability and healthier cleaning strategies. He can be reached at

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How a Customer Views Your Proposal
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