Federal agencies (Army bases, VA medical centers, Forest Service ranger stations, FAA towers, border stations, federal buildings) buy custodial services every year, and many of those contracts are set aside for small businesses. Right now there are about 1,900 federal janitorial contracts (≥ $25k) whose current term ends within 12 months. Here is the practical path for a small cleaning company, from registration to the first award.
Register your business at SAM.gov. It is free and gives you a Unique Entity ID (UEI); you cannot be awarded a federal contract without an active registration. Validation can take several weeks, so start first, and renew every year. Never pay a third party to "register" you; letters that look official and ask for a fee are not from the government. Add NAICS 561720 (Janitorial Services) and any related codes you actually perform: 561740 (carpet and upholstery cleaning), 561790 (other building services such as window or pressure washing), 561210 (facilities support).
The SBA sets a size standard for each NAICS code (for 561720 it is based on average annual receipts; check the current figure in the SBA size standards table). Below it you can bid on small-business set-asides. Additional programs narrow competition further: 8(a), HUBZone, Service-Disabled Veteran-Owned (SDVOSB) and Women-Owned (WOSB/EDWOSB). Many janitorial solicitations are set aside, so a certification can be the difference between 3 competitors and 30.
In SAM.gov Contract Opportunities, filter by NAICS 561720 and product service code S201 (Housekeeping – Custodial Janitorial), your place-of-performance states and "active" notices, then save the search and turn on email notifications. Two caveats: contracting officers sometimes file cleaning work under other codes (S214 carpet laying/cleaning, S209 laundry, 561790, or a facilities code), so a narrow saved search misses some; and many notices have short response windows (often 2–4 weeks). Our free state-by-state list catches cleaning notices filed under other codes too.
Notice types matter: a Sources Sought or RFI is market research (answer it, it can shape the set-aside decision); a Presolicitation warns the bid is coming; a Solicitation or Combined Synopsis/Solicitation is the actual request for quotes or proposals.
Check the Performance Work Statement (square footage, cleaning frequencies, floor types, restrooms, special areas), the Service Contract Act wage determination for the county (it sets minimum wages and fringe benefits you must pay), the site visit date, the questions deadline and the response due date and time zone. Note the evaluation method: lowest price technically acceptable (LPTA) or best value tradeoff.
Build the price bottom-up: labor hours × wage-determination rates + fringe and health & welfare, payroll taxes, workers' comp and liability insurance, supplies and equipment, supervision, overhead and profit. Two common first-bid mistakes: under-counting labor hours and ignoring the wage determination. Either one can win you a contract you cannot staff profitably.
Every federal award is public on USAspending.gov, including the incumbent, value and the end of the current period of performance. A contract nearing its end date is usually re-solicited a few months before it ends (unless the agency exercises an option year or it is an AbilityOne contract). Knowing 3–6 months ahead lets you visit the site, line up staff and past performance and sharpen your price before competitors notice. Browse all janitorial contracts expiring in the next 12 months, or by agency: Army, VA, Forest Service, FAA, GSA Public Buildings Service.
Small purchases (single buildings, ranger stations, recruiting offices) are often the easiest first wins. Subcontracting to a large incumbent is another way to get federal past performance; the "top contractors" tables on each state page show who holds the work near you.
Your local APEX Accelerator (formerly PTAC; find yours at apexaccelerators.us) gives free one-on-one help with registration, finding bids and reviewing proposals. Small Business Development Centers (SBDCs) also help for free.
Informational only, not legal advice. Verify at SAM.gov and sba.gov. Not affiliated with the U.S. government.