How to Win Government Janitorial and Cleaning Contracts in California

Janitorial contracts in California are some of the steadiest government work a small cleaning company can find. Buildings need cleaning every night, so buyers sign multi-year deals and re-bid them on a schedule. A win can mean repeat income for years.

These contracts show up in a few places. State agencies post on Cal eProcure. Local buyers use OpenGov. Federal buyers such as the Army and the Forest Service post on SAM.gov. The paperwork is different in each place, but the buyer wants the same thing: clean buildings, on time, at a fair price.

You can bid on your own. If you do not want to learn each portal, you can send XL Eagle your price instead. XL Eagle writes and submits the bid as the prime. If it wins, your crew does the cleaning and you get paid. You do not need your own SAM.gov registration to work this way.

Who buys janitorial work in California

• State agencies and offices that post cleaning services on Cal eProcure.
• The U.S. Army, which buys custodial services for offices, barracks and training buildings on its California posts.
• The U.S. Forest Service, which buys cleaning for ranger stations, visitor centers and offices.
• Cities, counties, libraries and special districts that post on OpenGov.
• VA medical centers and clinics, which buy cleaning services for patient and office areas. Hospital-grade cleaning usually needs extra proof of experience.
• California State University and University of California campuses, which bid out custodial work for some buildings.

Open janitorial bids in California right now

• AFFF Removal and Disposal (OpenGov · Due November 4, 2026)
• Restroom Janitorial Services (OpenGov)
• Janitorial Services (Cal eProcure)
• After-hours Janitorial Services (Cal eProcure)
• Kitchen Exhaust Cleaning and Maintenance Services (OpenGov)
• Janitorial Services (Cal eProcure)

All open janitorial bids in California →

Licenses you need in California

California does not issue a CSLB contractor license for janitorial work. But the Labor Commissioner runs a Janitorial Registration program under the Property Service Workers Protection Act. It covers employers that hire janitors, including through contracts, subcontracts and franchises, and it costs $500 to register and $500 to renew each year. The Labor Commissioner's FAQ says it reads the law as covering private entities only, so check with the office about how it applies to your public contract. Employers must also give in-person harassment prevention training at least every two years.

Register to bid in California

State and local jobs in California are posted on these sites:

• Cal eProcure: The state's online marketplace where California agencies advertise bids in the California State Contracts Register, and where businesses apply for Small Business and DVBE certification.
• DIR Public Works Contractor Registration: The Department of Industrial Relations registry that public works contractors must be on before they bid or work on California public works jobs.
• SAM.gov: The federal site where military bases, the VA, the Forest Service and other federal buyers in California post their solicitations.
• Caltrans Bid Opportunities: Caltrans lists bid opportunities, bid results and notices of intent to award, and also points suppliers to Cal eProcure.

1. Register as a bidder on Cal eProcure. Choose Login/Register, then Register as a New Bidder, and fill in your company profile, address, user accounts and the commodity codes you want alerts for.
2. Log in with the temporary password the system emails you, then set your own password.
3. Search the California State Contracts Register on Cal eProcure for open events in your trade, and read the full package before you decide to bid.
4. If you qualify, apply for Small Business (SB) or Disabled Veteran Business Enterprise (DVBE) certification through the DGS Office of Small Business and DVBE Services. The application is submitted through Cal eProcure.
5. For construction work on public buildings and roads, get the right CSLB license and register with DIR as a public works contractor before you bid.
6. For federal jobs, register on SAM.gov and read each solicitation for the Service Contract Act or Davis-Bacon wage rules that apply. Or send your price to XL Eagle and let XL Eagle bid as the prime.

Cal eProcure bidder registration is free. DIR public works contractor registration costs $400 for one fiscal year, $800 for two or $1,200 for three.

Federal jobs in California use SAM.gov, which is free. What SAM.gov is and how to register.

Small business certifications in California

• California Small Business (SB) certification: An independently owned California business with 100 or fewer employees and average gross receipts of $19 million or less over three years can qualify, and certified SBs get a 5 percent bid preference on applicable state solicitations.
• Small Business for Public Works (SB-PW): A California business with 200 or fewer employees and average gross receipts of $46 million or less over three years can certify for public works contracts only.
• Disabled Veteran Business Enterprise (DVBE): A business at least 51 percent owned by a California-resident veteran with a service-connected disability of 10 percent or more, and run day to day by one or more disabled veterans.

Wage rules on public jobs

On California public works, workers must be paid the prevailing wage set by the Department of Industrial Relations, and DIR publishes the rates by craft and county. For federal jobs, the Davis-Bacon Act sets local prevailing wages on construction, alteration and repair contracts over $2,000, including painting and decorating, and the Service Contract Act does the same for service contracts over $2,500. The contract itself lists the wage determination you must follow.

What janitorial jobs look like in California

• Read the frequency schedule closely. Daily, weekly and monthly tasks are usually listed by room type, and your hours depend on them.
• Federal cleaning contracts are usually covered by the Service Contract Act when they are over $2,500. The contract lists the wage and fringe benefit rates you must pay your cleaners.
• Successor rules can apply. If a prior contractor had a union agreement, the Service Contract Act can require you to match those wages and benefits.
• Buyers often want a site supervisor and a plan for sick days, so a missed night does not leave a building dirty.
• Ask about security. Military bases and VA sites may need background checks or base access passes for each cleaner, which takes time.
• Green cleaning rules show up in many California specs. Check whether you must use certified low-toxicity products.

Pricing janitorial work for California public buyers

• Start with square footage and cleaning frequency, then convert it to labor hours. Buyers compare your hours to their own estimate.
• Use the wage and benefit rates in the contract, not your usual crew rate. Add payroll taxes, workers comp and insurance on top.
• Include supplies, paper goods and equipment if the contract says the contractor provides them. Many contracts split that out into its own line.
• Price turnover and training. Janitorial crews change often, and each new hire costs you time and a background check.
• Think in months and years. Option years can rise a little each time, so show a small, honest increase rather than hiding it.

Mistakes that lose these bids

• Using a cleaning-industry rule of thumb instead of the actual wage determination on a federal bid.
• Forgetting the state janitorial registration and training records until the buyer or the state asks.
• Underpricing a large building because the first month looks easy. Slow months and sick days still need to be covered.
• Missing the site visit, then guessing at room counts and floor types.

The fastest way to bid: send us your price

You can register and bid on your own using the steps above. If you would rather not, send XL Eagle your price on any janitorial job in California. We write and submit the bid as the prime contractor under our registrations. If it wins, you do the work and get paid. You do not need your own SAM.gov registration to work this way.

Pick a California janitorial job or read the national guide to government janitorial contracts.

Frequently asked questions

Do I need a contractor license to clean government buildings in California?

There is no CSLB license for janitorial work. You do need to follow the state janitorial registration and training rules if they apply to you, and the buyer may ask for insurance and references.

How much does janitorial registration cost in California?

The Labor Commissioner lists $500 for the first application and $500 for each yearly renewal. It is valid for one year. Check the current FAQ before you apply.

What is the Service Contract Act?

It is a federal law that sets minimum pay and benefits for service workers, like cleaners, on federal contracts over $2,500. The wage rates are written into the contract.

Can a small cleaning company win a big building contract?

Yes, if you show you can staff it. Buyers want a clear crew plan, a supervisor and proof of past work. Smaller buildings are a good place to start.

Sources

• DGS: Apply for Small Business and DVBE certification
• DGS: Cal eProcure portal
• DGS: How to Do Business with California Government brochure
• DIR: Public works contractor registration
• DIR: Public works and prevailing wage
• DIR: Prevailing wage determinations
• U.S. DOL: Service Contract Act
• U.S. DOL: Davis-Bacon and Related Acts
• DGS: How to Do Business with California Government (brochure)
• CPUC: Doing business with the CPUC (registration)
• DIR Labor Commissioner: Janitorial registration FAQ
• Cal Poly: Small business preference
• USAspending.gov award search