Keep it Clean 111 Grow With Your Customers

Описание: Grow With Your Customers includes setting service frequency for new locations. I love seeing cleaning company owners land a new location with a national brand. It feels like validation for both my consulting client and my business. The cleaning company owner’s work at the established site was noticed. “Thank you” is always appreciated. Even better is an invitation. For clients with multiple locations, it is very satisfying to be wanted again. That’s a big win!

Beware of the Growth Trap
I see too many owners fall into an obvious problem. They try to duplicate the exact same scope and frequency from the mature location at the brand new location. Don’t do it!

From outside the business, it’s the same operation in a new location. If one was successful, this one will be too. Remember, this new location is not yet established. Often the management team and most of the staff are new. This location doesn’t have the foot traffic yet. It lacks substantial cash flow.

The Client-Team You Grow With
The management team is still on training wheels. They are most likely overstaffed. They expect to have “team attrition”. This group of managers and front-line employees are still learning as they put processes into action. This team is figuring out their clientele. Their expectations for the quality of your cleaning work may be high. Some of them saw your work at the other site. But their budget and needs aren’t there yet.

Coaching Through Growth
This is where your judgment and your sales process, will be tested. Your goal is to grow with your customer, not oversell them on Day 1. You also need to be on guard against underpricing yourself into unprofitable work. Here’s how I guide clients through it.

Start with the end in mind. Ask the new location manager:
• What’s your target state?
• Do you want to match the other location’s standard? Great—here’s the monthly cost when you’re there.

Then ask:
• What can you afford right now? That’s your starting point.
• Build a tiered ramp plan.

Propose a phased program.
• Month 1: Essential services at lower frequency (focus on restrooms, touchpoints, entrances, waste, floors).
• Month 2–3: Add frequencies to high-visibility areas and introduce periodic tasks (detailed dusting, machine scrubs).
• Month 4+: Move toward the full program that mirrors the established site.

Set a review schedule.
• Set up a 15-minute check in at the end of each month to align service level with sales volume and foot traffic.
• If their revenue goals lag, hold the line.
• If they hit targets, step up to the next tier.
• Put this description in the proposal so it’s expected, not emotional.

Define Growth Benchmarks
Be explicit about what changes as they grow. Frequencies (daily vs. 3x/week vs. weekly)
Day porter hours vs. after-hours team
Periodic work (scrub/recoat, high dust, carpet maintenance)
Consumables management (if you handle it, tie it directly to usage)

Protect your margins as you Grow.
Don’t “do a little extra for free” to match the other location prematurely. That erodes profitability and trains the client to expect more than they’re paying for. Document the scope clearly. If you want to delight them, do it with responsiveness, communication, and consistency. Avoid performing hidden labor. That “gift” rarely provides a positive return.

Lead with data for Growth
New locations respect operators who read the room and the spreadsheet. Track callouts, issues, and soil load trends. Bring that intel to your monthly review so changes feel like a business decision, not a sales push.

Preserve trust
They chose you because they’ve seen your quality. Honor that trust by being transparent about costs, clear about outcomes, and patient with their ramp up timeframe. When you grow with your customer, you stay with your customer.

Coaching for Parallel Growth
If you own a cleaning company and want help building ramp plans, pricing tiers, and review systems that win national brands without sacrificing profit, let’s talk. I coach owners to sell smarter, scope cleaner, and grow accounts sustainably. Reach out and I’ll help you design a plan tailored to your pipeline and market. https://docsfs.com/contact/