Tips for Sustainable Growth of Contract Cleaning Companies

Key Takeaways:
• Sustainable growth in commercial cleaning depends on building scalable operations—not simply winning more contracts.
• Strong leadership and operational infrastructure are essential for long-term success in facility cleaning services.
• Growth through acquisitions requires disciplined integration and realistic planning.

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For building service contractors, growth is often viewed as the ultimate measure of success. More contracts. More employees. More locations. More revenue. But as many industry veterans have learned, rapid growth without the right foundation can quickly become a liability rather than an achievement.

Jim Peduto, former facilities services CEO and current Executive Advisor and Managing Partner at Knowledgeworx, recently shared practical lessons for scaling a business sustainably. While his advice applies across myriad industries, it resonates especially well in commercial cleaning, where operational excellence is every bit as important as sales success.

For example, Peduto recommends that owners expect, and even schedule, system failures. That may sound counterintuitive, but every growing building service contractor eventually outgrows the systems that once served them well. Whether it's scheduling, quality assurance, payroll, or customer communication, BSCs should plan to upgrade processes before they become operational roadblocks. Waiting until systems fail often means disappointing customers while scrambling to recover.

Meanwhile, BSCs should measure growth by more than the number of new accounts added each year. Sustainable growth comes from building the infrastructure, leadership, and financial discipline necessary to serve every customer consistently as the business expands. That’s why Peduto stresses the importance of hiring leaders for the business you intend to build, not just the one you have today. Too many contractors wait until they're overwhelmed before strengthening their leadership bench. Future growth depends on managers who can own teams, develop people, solve problems, and make sound decisions without constant oversight.

For companies pursuing acquisitions, Peduto offers a reality check: double your integration cost estimates. Merging two businesses is rarely as simple as combining customer lists and financial statements. Different cultures, operating practices, technologies, and leadership styles require time, patience, and intentional management. Successful integration should never be left to chance.

The companies that will shape the future of the building services industry won't simply be those that grow the quickest. They'll be the BSCs that build resilient organizations, invest in their people, and create businesses designed to thrive for the long haul.

Corinne Zudonyi has been in the commercial cleaning industry for over 20 years and is proud to serve as Editor-In-Chief of Contracting Profits (the official publication of BSCAI), Facility Cleaning Decisions, and Sanitary Maintenance (the North American media partner of Interclean Amsterdam) magazines, publications that serve the professional cleaning industry. Additionally, Corinne manages CleanLink.com, the leading digital resource for the commercial cleaning industry, and she uses her industry knowledge to steer educational topics for Clean Buildings at NFMT East. 
Corinne is the sole U.S. representative to serve on the international Interclean Amsterdam Innovation Jury, where she weighs in on product trends impacting commercial cleaning on a global scale. She also works closely with Healthy Green Schools & Colleges to advance healthy and sustainable cleaning in educational facilities. As a member of the CLEAN Awards Jury, through Building Service Contractors Association International, Corinne also helps recognize cleaning contractors and their companies for outstanding service to the industry. 
Corinne can commonly be found moderating industry panel discussions, presenting education, and focusing on bringing awareness and affirmation for the wonderful work that people do to keep facilities clean and building occupants safe and healthy. 
Follow Corinne on LinkedIn here.