Words: Derek Oliveira, David Swindle

In the competitive janitorial industry, success is not solely about delivering high-quality cleaning services; it also hinges on building and maintaining strong professional relationships. These connections create opportunities, foster business growth and ensure long-term stability. Whether you are a building service contractor (BSC), a property manager or a vendor, strategic relationships can be transformative for your business.

Securing business opportunities 

Word-of-mouth referrals and networking are highly effective in securing contracts. Property managers and facility executives prefer working with service providers they trust, and strong relationships can position you as a top choice when opportunities arise. By cultivating connections with decision-makers, suppliers, and even competitors, you can tap into new markets and expand your client base.

Building trust and credibility 

A solid reputation in the janitorial industry is built through consistent performance and professional relationships. When potential clients see your connections with reputable companies or industry associations like ISSA, it reinforces trust in your services. A recommendation from a trusted partner is far more impactful than a cold call or digital advertisement.

Trust is also established through reliability and transparency. Clients and partners must be confident that they can depend on you to deliver quality service. Being upfront about your capabilities, pricing and potential challenges builds long-term credibility. Attending networking events, participating in industry discussions, and sharing thought leadership through articles and presentations further reinforce your authority in the janitorial sector.

Beyond client relationships, maintaining good rapport with suppliers and subcontractors ensures smooth operations and a strong reputation. When suppliers trust your business, they may offer better terms, recommend you to others and provide priority access to new products and innovations.

Strengthening vendor and supplier partnerships 

Suppliers and vendors are crucial to the efficiency and profitability of janitorial businesses. Strong relationships can lead to better pricing, priority service and early access to new products and technologies. During supply chain disruptions, trusted vendors can help secure essential supplies without major delays.

Loyalty and open communication with vendors may result in better deals and flexible payment terms, improving cash flow and financial stability. Long-term partnerships can lead to exclusive offers, allowing you to maintain competitive pricing without compromising on quality.

Strong vendor relationships also provide opportunities for product and equipment trials. Many suppliers offer free or discounted demonstrations to trusted partners, allowing you to test new solutions before making a financial commitment. These trials enhance service quality and operational efficiency while ensuring your business stays ahead of competitors.

Accessing industry insights and innovations 

The janitorial industry evolves with new cleaning technologies, sustainability practices and regulations. Strong industry connections help businesses stay informed about trends and adapt to changes. Attending networking events, joining industry associations and engaging with experts provide valuable insights and a competitive edge.

Enhancing recruitment and collaboration 

Recruiting and retaining skilled employees is a challenge in the cleaning industry. Relationships with workforce development agencies, trade schools and industry peers can help attract top talent. Trusted contacts also provide employee referrals, reducing hiring costs and turnover.

Strategic alliances with other janitorial companies can support business expansion by enabling larger contracts, regional growth and resource-sharing. Collaborations can lead to joint ventures and subcontracting opportunities, benefiting all parties involved.

Navigating challenges effectively 

The janitorial industry faces challenges such as economic downturns and regulatory changes. A strong support network provides access to mentorship, shared strategies and resources during difficult times. Whether addressing labour shortages, adapting to new cleaning standards or managing crises, industry relationships make a significant difference.

Professional connections in the janitorial industry are as valuable as expertise and service quality. Actively networking, nurturing relationships and leveraging partnerships position your business for sustained success. Whether through client referrals, supplier deals, strategic collaborations or employee recruitment, strong relationships unlock new opportunities and drive long-term growth.

To get started, attend industry events, join ISSA and engage with your peers – because in this industry, who you know is just as important as what you do.

A longer version of this article first appeared on the ISSA website.