David Swindle II

In a very competitive janitorial industry, success isn't just about providing the best cleaning services, it’s also about building and leveraging relationships. Strong professional connections can pave the way for new opportunities, enhance business growth, and create long-term stability. Whether you are a building service contractor (BSC), a property manager, or a vendor, strategic relationships can be a game changer in your business. Let's review what these relationships can do for you and your business. Gain more business opportunities Word-of-mouth referrals and networking can be among the most effective ways to secure new contracts. As property managers and facility executives often prefer working with cleaning service providers they trust, strong relationships can put you on a shortlist when opportunities arise. By cultivating relationships with decision-makers, suppliers, and even competitors, you can tap into new markets and increase your client base. Build trust and credibility You can build a solid reputation for yourself in the janitorial industry through consistent performance and professional relationships. When potential clients see you have strong ties with reputable companies or industry associations like ISSA, it reinforces trust in your services. A recommendation by trusted partners carries far more weight than a cold call or digital advertisement ever could. Moreover, you can establish trust through reliability and transparency. Clients and partners need to know they can consistently count on you to deliver quality service. Being upfront about your capabilities, pricing, and any potential challenges builds long-term credibility. Attending networking events, engaging in industry discussions, and contributing thought leadership through articles and presentations can reinforce your position as a trusted authority in the janitorial sector. Beyond client relationships, fostering a positive rapport with suppliers and subcontractors ensures smoother operations and a good reputation in the industry. When suppliers trust your business, they are more likely to offer better terms, recommend you to others, and provide priority access to new products and innovations. Enhance vendor and supplier partnerships Suppliers and vendors play a vital role in the efficiency and profitability of janitorial businesses. Establishing strong relationships with them can lead to better pricing, priority service, and access to new products and technologies before your competitors. During periods of supply chain disruptions, having a good rapport with your vendors can help ensure you receive the necessary supplies without significant delays. By maintaining open communication and demonstrating loyalty to your key vendors, you may be able to negotiate better deals and flexible payment terms. This can significantly improve your cash flow and overall financial stability. Long-term partnerships with suppliers often lead to exclusive deals, which in turn can allow you to offer competitive pricing to your clients without having to compromise on quality. Strong supplier relationships can also be beneficial when introducing new services or scaling your operations. If a supplier trusts your business growth and commitment, they may be more willing to extend credit or provide logistical support to help facilitate expansion. Engaging with suppliers as strategic partners rather than just transactional vendors creates a win-win situation that supports business sustainability and innovation. One of the most valuable benefits of strong vendor relationships is the opportunity for product and equipment demonstrations and trials. Many suppliers are eager to showcase their latest innovations and will offer free or discounted trials to trusted partners. This allows you to test new cleaning solutions, equipment, and technology before making a financial commitment. These trials can improve service quality, enhance operational efficiency, and ensure you stay ahead of competitors using outdated methods. Additionally, participating in vendor-led training and demonstrations can help your staff stay knowledgeable about the latest advancements in the industry, ensuring they use products and equipment effectively. Access industry insights and innovations The janitorial industry constantly evolves with new cleaning technologies, sustainability practices, and health regulations. Being well-connected within the industry lets you stay ahead of trends and quickly adapt to changes. Attending networking events, joining industry associations, and fostering relationships with experts can provide valuable insights that help you maintain a competitive edge. Strengthen employee recruitment and retention Finding and retaining skilled employees is one of the biggest challenges in the cleaning industry. Relationships with local workforce development agencies, trade schools, and industry peers can help you attract top talent. Having a network of trusted contacts can also provide referrals for reliable employees, reducing hiring costs and turnover rates. Create collaboration and strategic alliances Sometimes, partnering with others is the best way to grow your business. Establishing alliances with other janitorial companies can help you take on larger contracts, expand into new regions, or even share resources during periods of peak demand. Collaborative relationships can also lead to joint ventures and subcontracting opportunities, providing mutual benefits. Navigate challenges more effectively The cleaning industry faces challenges ranging from economic downturns to regulatory changes. A strong support network allows you to exchange strategies with peers, seek mentorship from experienced professionals, and access resources that can help your business during difficult times. Whether it's overcoming labor shortages, adjusting to new cleaning standards, or handling unexpected crises, having a network of industry allies can make all the difference. Relationships are just as valuable as expertise and service quality in the janitorial industry. By actively networking, nurturing professional connections, and leveraging industry partnerships, you can position your business for long-term success. Whether through client referrals, supplier discounts, strategic collaborations, or employee recruitment, relationships can be the key to unlocking new opportunities and sustaining business growth. What is the next step? Consider attending industry events, joining ISSA, and engaging with your peers—because in this industry, who you know can be just as important as what you do.

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David Swindle II

Associate Director, ISSA Consulting

Articles by David Swindle II

The Power of Relationships in the Janitorial Industry

Business and Management

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