Episode 124

The Value of Your Vendors

In my experience, the most overlooked growth engine in commercial cleaning businesses is vendors.

When cleaning company owners ask me how to grow faster without racing to zero on price, Its often due to stress or loss. Something happened to bring the owner to this mindset. That means as a mentor, I need to slow my client down now, to help them move faster later.

I point them to a simple, underused strategy: build real relationships with your vendors. Keep in mind these are not just the folks who sell you chemicals and mop heads. When I say “vendors”, I mean every professional you pay to support your business. Those people are not just a receipt or “payable” in your checkbook. They’re business owners and people, just like you. And when you treat vendors like a network, you can create a steady pipeline of warm referrals built on reliable info. Because the vast majority of people want to do business with those they know, like, and trust.

Decades in this industry with Vendors

Who should you consider approaching first? Start with where your money goes. Pull up your bank statement and make a list:

• Jan/san distributor or supply house
• Equipment repair/maintenance
• Payroll provider
• Insurance broker
• Accountant/bookkeeper
• IT support/cybersecurity
• Website/marketing agency
• Retirement/benefits advisor
• Waste management/recycling
• Specialty services (floor care rentals, mats, uniforms)

Convenient Vendors might NOT be Productive Vendors

If you’re buying exclusively online because it’s easy or cheaper I understand. Much of our time and focus is driven by accomplishing things quickly. And almost anything marked FREE will get our attention.

If you haven’t recognized that before, I’m telling you now.

That’s a marketing tactic that’s set to pull money out of your pocket.

Is it working?

Consider those quick and easy online ordering websites and ask yourself: how many clients has that website sent your way? Probably zero.

The Value of Knowing Your Vendors

A good local or regional partner who knows you, likes you, and trusts you will think of you. When their clients complain about their current cleaner, your vendor will think of you if you’ve made your relationship with them good and solid.

Does your vendor sit on a board that needs a new facility services partner?

Vendor Relationships Beat Transactions

Years ago, I met Ray of Sparrow Digital Marketing through industry work. He helped with our website, marketing, and eventually our podcast. Over 15+ years, we didn’t just exchange invoices, we learned each other’s business, made introductions, solved problems. I’ve referred him to my consulting clients. He’s opened doors for my service company in his market. That’s what a real vendor relationship looks like.

Vendor Relationships Equal Mutual Value

To become referable, first you have to perform excellent commercial cleaning services. Referrals come when vendors trust that you’ll make them look smart for recommending you. I recommend that you:

• Be easy to reach and quick to fix. When there’s an issue, own it and resolve it.
• Remember that vendors talk; your reputation is your currency.
• Meet in person. Tour their facility. Invite them to tour yours.
• Break out of email-only mode.
• Share wins and “what we’re great at.” Teach them who your ideal client is so they can recognize a match.
• Create simple referral paths. A one-page capability sheet and an email template make it effortless for them to introduce you.
• Stay top of mind. Quarterly check-ins, a quick update, a thank-you note for any lead because those touches compound.

Switching Vendors

When to switch vendors, loyalty matters and so does momentum. If a partner’s service slips and they’re not bringing any strategic value (introductions, insights, advocacy), it’s fair to explore alternatives. I’ll sometimes pay a bit more for a partner who can open the right doors; one qualified client can pay for that difference many times over.

Vendor Referrals Change the Math

Warm introductions shift conversations away from “What’s your price?” to “Can you solve our problem and stand behind your work?” That’s where you win on reliability, responsiveness, and results.

If you own a commercial cleaning company and want hands-on coaching to turn your vendor list into a referral engine, contact me here. I don’t sell gimmicks or guesswork. When I work with commercial cleaning company owners we cover real-world issues. I’ll help you audit your current partners, build a practical relationship plan, and install simple systems that generate consistent, high-quality leads. Reach out to schedule a consultation to start growing the business that you want!

 

This Week’s Podcast transcript can be downloaded here for free.