the basic skills down in two days. ■ Repeat business. In regards to sched-uling, set it and forget it. services are your first steps toward addi-tional revenue. Subcontracting Window Cleaning The biggest advantage of subcontract-ing your window cleaning is the insurance costs, depending on your state and the workers’ compensation laws. The workers’ compensation rates in most states can be very high and quite expensive. If you are just starting out, subcontracting the window cleaning can be a wise strategy to test the waters and see if your customers are interested in buying window cleaning from you. Also, the scheduling of exterior window cleaning services can be very frustrating. Scheduling this work around the 10-day weather forecast is an art form that you may not be interested in learning. Use your current management criteria when delegating this responsibility to a new subcontractor. Whenever I delegate responsibility, it is important that I start small and build. Let your new subcontractor show you that they are able to handle the smaller jobs before you give them the larger ones. Always get an updated certificate of insur-ance and make sure the subcontractor’s insurance meets the insurance require-ments that your customer has. Go get lunch with your prospective subcon-tractor; get to know them and make sure they have the same business values as you do. Your first step to getting the ball rolling and adding window cleaning services to your operations is to start selling window cleaning. Some low-cost ways to start selling win-dow cleaning services are: 1. Add it to your e-mail signature 2. Add it to your vehicle signage 3. Add it to your current marketing docu-ments and use it as an insert in your current brochure 4. Add it to your sales process, and every time you visit a prospective customer’s property, make sure to include the win-dow cleaning price with your janitorial cleaning bid. Whether you decide to start an in-house window cleaning division or you decide to subcontract your window cleaning services, taking action and selling window cleaning In-house Window Cleaning Sometimes, hiring an outside contractor is not feasible. The following are steps to establishing an in-house window cleaning department: 1. Get in touch with your local window cleaning equipment distributor. There are several around the country. I rec-ommend picking one that is physically closer to you to help keep your ship-ping costs down. 2. Put together a checklist of the basic items that your new technician will need. Then, collect a deposit from the new technician for the value of their new equipment. This helps the technician take ownership of his/her equipment. 3. Fire up your hiring process or choose a current employee that is interested in learning a new skill and taking on some additional responsibility. 4. Order your supplies, assign the equip-ment and start the training process. I would also recommend training a lead technician or manager as well. This person should be a key company employee. In the event of employee turnover, this manager will be your on-staff trainer. 5. There are training videos out there that help tremendously with the train-ing process. Offer to clean windows at a current customer for free. Do this to get your people some experience and practice on some of the tricks of the trade. CM Product Information no. 207 on page 24 Jason Vance has been in the cleaning business for 20 years. He owns and operates www.WindowBrothers.com, a commercial and residential window cleaning company in Milwaukee, Wisconsin. Jason strongly believes in the benefits of business coaching. He has a great time helping business owners learn to make a lot more money, get highly organized and, in the process, become successful entrepreneurs. Get a copy of his free report, “How to Increase Profits for your Seasonal Business in 3 Free Steps,” at www.JasonVance.biz. 38 CM/Cleaning & Maintenance Management ® • January 2012
CMM – Archives Jan 2012: 38
