Curriculum Detail
What We Bring to the Table Each Evening
Every session is built around a specific deliverable: a marked-up proposal, a walkthrough script, a pricing worksheet, a checklist you can hand to a client. Below is what each topic actually involves, in the order it comes up across the three nights.
Proposals That Read Like They Were Written for This Building
Most losing proposals fail for a boring reason: they could be sent to any building in the city with the address changed. We work through a proposal structure that opens with specific observations from research or a prior conversation, states pricing clearly without burying it in jargon, and closes with a transition plan rather than a generic mission statement.
You will leave this portion with a marked-up version of your own draft, and a short reference sheet on which sections tend to get skimmed versus read closely by facilities managers.
Pricing Per Square Foot Versus Per Hour
Both models are common in commercial cleaning, and each one signals something different to a buyer. Per-square-foot pricing is easy to compare across bids and tends to be expected for standard office cleaning. Per-hour pricing can make more sense for variable scopes, but it can also read as less predictable to a client who has been burned by scope creep before.
We work through a worksheet that converts between the two models for a sample building, and talk through how to present whichever model you choose so it looks like a deliberate decision rather than the only way you know how to quote.
Site Walkthroughs That Demonstrate Expertise
A walkthrough is a conversation, not an inspection. We cover the difference between questions that make you look thorough and questions that make you look unprepared, how to note details that will matter later in the proposal, and how to close a walkthrough so the client remembers something specific about you afterward.
The second half of this evening is a short mock walkthrough conducted in the room using a floor plan and a set of props, with feedback given on pacing, questions asked, and what got written down.
Quality Assurance Checklists as a Sales Tool
Most QA checklists are written purely for internal tracking, then rarely shown to the client. We rework that into a checklist format that can be shared during a monthly walkthrough with the client, framed so it doubles as a record of the value being delivered rather than just a compliance document for your own crew.
You will leave with a checklist template structure and notes on how often to review it with a client without it feeling like a formality.
Managing the Vendor Transition
Winning the contract is the easy part compared to the first thirty days after taking it over. We cover how to handle staff who may be transferring from the previous vendor, supply closets and equipment left behind, key and badge handoffs, and setting expectations with the client about what will look different in week one versus month three.
This section closes with a transition worksheet you can adapt to your next takeover, covering the items that most often get missed in the handoff.
What you take home from all three evenings
A marked-up version of your own proposal draft with notes from the group discussion.
A pricing worksheet comparing per-square-foot and per-hour models for your service area.
A quality assurance checklist template you can adapt for a specific account.
A vendor transition worksheet covering staff, supplies, keys and client communication.