Building Profitable Cleaning Businesses from the Inside Out
If you’ve ever thought, “I didn’t start a cleaning business to become an accountant,” you’re not alone. But as Sharon Cowen says in our latest episode of the Five Door Media Podcast, getting your financials right is non-negotiable if you want to survive (let alone thrive) in this industry.
With decades of experience owning and advising service companies, Sharon brings a sharp, no-nonsense perspective that’s helped hundreds of owners turn their businesses around. This episode is full of gold for any cleaning business owner tired of guessing their way through finances.
Let’s break down the big takeaways.
Stop Guessing. Start Knowing.
Many cleaning business owners operate on gut feeling rather than financial clarity. Sharon sees it all the time: people who think, “There’s money in the bank, so I must be okay.” But that logic falls apart fast.
Too many owners are afraid of the numbers. Maybe they hated math in school. Maybe they never learned how to read a profit and loss statement. The good news? You don’t have to love spreadsheets. But someone, ideally you, needs to be reviewing them.
Key Takeaway: You don’t know what you don’t know. But not knowing your numbers isn’t just risky, it’s expensive.
Pricing Emotionally? You’re Leaving Profit on the Table.
One of Sharon’s biggest concerns is how many owners set their pricing based on Facebook advice or what they think their market will pay. That’s a dangerous game.
Instead, Sharon teaches a simple, clear approach: Know your overhead and labor costs. Add in your margin. That’s your price.
If you’re selling emotionally, or based on what you would pay for cleaning services, you’re not charging enough. And when your office staff or sales team doesn’t believe in your pricing either? That’s a major red flag.
Key Reminder: Competing on price is a race to the bottom. Someone will always charge less.
Track the Right Numbers, the Right Way
You can’t fix what you don’t track. Sharon recommends starting with the “mac daddy” of all reporting: your Profit & Loss Statement. New businesses should check it weekly. Established businesses? At least monthly.
Here are a few other KPIs she urges owners to keep an eye on:
Customer churn rate
Employee turnover
Closing rate (especially comparing in-home vs. phone estimates)
Supply costs as a percentage of revenue (should be under 3%)
Labor hours vs. budgeted time
Key Reminder: When you spot an issue early, it’s fixable. When you ignore it for too long, it becomes a mountain.
Scale with Discipline, Not Emotion
Growth without structure can wreck a business just as fast as no growth at all. Sharon sees it often: companies chase new leads, new accounts, and new hires before their foundation is solid.
Signs of scaling too fast:
Missing payroll
Burned out office staff
Underperforming infrastructure
Too many receivables, not enough cash flow
Key Takeaway: The solution? Build a financial plan and stick to it. Create a budget that includes your growth goals. And remember that scaling doesn’t mean skipping the basics.
From Cleaner to CEO: Making the Mindset Shift
This one hit home. Sharon points out that a lot of cleaning business owners are great cleaners, but they haven’t yet stepped into being true business leaders.
She encourages owners to change hats: from doing the work to running the business. That means delegating cleaning, learning your numbers, building systems, and letting go of perfectionism!
Key Tip: One of her go-to books for this mindset shift? The One Minute Manager. It helps owners see that leading a team is a skill you can build.
Want to Sell Someday? Start Today.
Sharon reminds us that your business is likely your biggest asset. If you ever want to sell it (whether that’s in five years or fifteen years) you need to run it like it’s for sale now.
What buyers look for:
Clean books
Documented systems
Trained team
Good community reputation
A turnkey business sells for top dollar. A fixer-upper? Not so much.
Sharon’s Rule of Thumb: From day one, act like you’re preparing to sell.
Final Thought
This episode was packed with practical insight, but Sharon left us with one last reminder: nothing changes overnight. The path to profitability is built brick by brick.
Start with your pricing. Know your numbers. Protect your margins. And if you’re feeling stuck? Get help. You don’t have to go it alone.
Whether you're scaling, stabilizing, or selling, these financial habits can help you build a business that actually pays you well.
