How to get big commercial accounts

I would suggest testing that market out first by setting up 1-2 accounts at a discounted rate to see if it's something thats within your service offering. When you mix markets, you almost end up running (2) separate companies believe it or not. 
We stopped doing commercial work years ago because we were spending too much money trying to crack into a completely different market. Just a suggestion.!

Doing commercial work in my back round is better/easier. The pay may be net 30 witch isn't fun sometimes. I suggest just going in talking to who ever is in charge about what you would like to provide. Just really don't be afraid to go talk to people and building a condition with. Find out when others contracts are up and note that for when the contract is up.  Also get name and email and phone number to follow up with.

You may want to consider government contracts in your state nd local areas. I actually help my clients get set up to secure some of those contracts and depending on what area you are in, they may be more frecuent in how often those services are procured.

I would join commerial organizations with property and faciltiies managers. We joined CAI, IREM, BOMA, Apartment Association, IFMA and more. This has given us the ability to become 70% Commercial for our exterior cleaning company. I would also build out a commercial page on your website. 

Let me start off by asking "Why do you want to break into the commercial market?"

The best way to kickstart your journey in the commercial sector is to take it step by step. Look for a local restaurant, a charming mom-and-pop shop, or a gas station. These types of businesses often have excellent visibility, and you’ll want to deliver outstanding service that makes a lasting impression. If you have the client’s permission and it's in accordance with local regulations, consider putting up a small sign on their property to promote your commercial grounds maintenance services. 

Starting big, means going in big. I have seen many lawn care/maintenance companies go from easily handling 200 - 300 lawns per week and then they land a 400 unit condo property and everything goes sideways. Like what ryaantuttle​ said, it'll feel like you are running a whole other company. Commercial clients expectations are vastly different from residential ones. 

Some things to consider:

• You'll need to carry higher liability insurance - increased premiums
• In Canada you'll need to provide valid WSIB information. In the states you'll need to similar state specific workers' compensation program
• You may need another crew, equipment, vehicle, and trailer to facilitate added accounts
• Lots of commercial clients will only allow mows between certain times/days
• You will not get your receivables as quick as you like. Be prepared to wait at least 30+ days

If you are Gung-ho to get this commercial ship in orbit then you need to do some research and work:

• Price out insurance policies that allow commercial clients. Some commercial accounts here in Ontario, Canada require 6-8 million dollar liability coverage
• Shop your competition. Find out who is doing what and how good are they doing it? Knowing this bit of info will allow you to approach Property managers, store managers, and owners
• Advertise on your website your new commercial division. Emphasize the points TheWiFiGuy​ expressed
• Make meetings with Property Management Companies. You'll be surprised how easy it is to make a quick meet and great. Property managers are always on the lookout for better talent at a competitive price. Remember that their contractors make them look good

With all of that said there are advantages to having commercial clients:

• Stay in one place - Find communities that allow you to park and work for an extended period. Condominiums, gated communities, and large commercial properties are perfect examples of areas where you can achieve zero drive time. By doing so, your productivity can skyrocket
• Payday is better - Because of commercial client expectations, they payday is usually always higher
• One equals more - Once you get one commercial client and you blow them away with your quality and frictionless service ( TheWiFiGuy​ ) you'll find yourself quoting your next commercial client

If there's one guiding principle I'd love for you to embrace, it's this: "Never compromise on quality to hurry your business forward." Choosing that route may seem tempting, but it can lead you into unexpected challenges, and you might find yourself struggling when you least expect it. Remember, building a strong foundation with quality is what truly sets you up for long-term success!

Good luck!

If you are asking how to get them specifically, cold emails/cold calls to facilities titles or property managers is the most direct route to starting conversations with them. 

I find that commercial clients don’t simply want better pricing; they want better/frictionless service. If you sell yourself as reliable, easy to communicate with, proactive and can come in just a few dollars less, you’ll be an enticing consideration. 
Ask the potential client what their current provider could do better. If you can realistically improve on the pain points, clearly articulate why and how. 

In person meetings can be problematic as everyone is busy. Offering a freebie or discounted service to a client at a large complex can be the best advertising you can get. But you’ll need to have your game face on while on site. 

There are several 3rd party National companies for commercial work.  You must have WC, Comm Auto and General Liability.   DMG is one of them.  Case, and MSA.   

Bigger commercial jobs usually involve project managers especially for chains or national accounts. These folks are working regionally, not just locally.

If you're aiming for franchise customers or large organizations, LinkedIn has been the best move for us. It’s where a lot of that B2B communication and networking happens.

We leaned into that early and landed a $2.2 million, 2-year contract with a nationwide solar company, all from relationship-building and positioning on LinkedIn.

Have you tapped into that network yet?
Are you connecting with others who are already doing this kind of work?

Would love to hear how it goes, proud of you.