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Fight for your fair share

September 19, 2010
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Contract cleaners and in-house facility providers: Are you finding that the old techniques to gain your fair share of “cleaning up the world” aren’t working as well as they used to?

Perhaps it’s time to analyze your operation — and those of your competition or peers.

Whether you like it or not, building service contractors (BSCs) and in-house cleaners are competitors. Both categories of cleaning professionals want the job.

How do you justify the value of your cleaning operation?

If your justification is “I always do a good job, so my job is or should be safe”, then you may have a problem.

It’s all about marketing

Marketing isn’t just about getting a signed contract.

It’s also about ensuring that the company or facility you work for is completely satisfied with your work — all the time.

Contract cleaners often strive to sell their services on price and quality.

In-house cleaners often strive to “sell” their services on keeping costs down while keeping quality high.

No matter in which category you find yourself, think about how you can be different — in a positive way, of course.

If your operation isn’t different, in a positive way, then price and cost will always be the deciding factor.

Honest questions to determine value

Here are a few questions to begin self-analysis of your cleaning operation. If the answer isn’t a solid “Yes!” to each of them, then it is time to fight harder for your fair share.

Do you make it a point to communicate with facility decision-makers and attempt to receive feedback on your efforts?

Does the building’s support staff (reception, secretarial, clerical, etc.) give you positive feedback on your cleaning operation? (In many cases, these are the ones who will make or break your cleaning operation.)

Are you proud of how your employees represent your cleaning operation, and would you have confidence in those same employees if they were going to clean your own home?

People — other than cleaners — don’t really care about your equipment and cleaning chemicals. But, do you communicate to those in your facility that you use the best products on the market — products that promote a healthy building?

Recent Articles by Jeff Cross, Senior Editor

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