What It Takes to Win a Government Pressure Washing Contract in Florida

Government contracts represent some of the most valuable work in the commercial pressure washing industry. The contracts are larger, the relationships are longer-term, and the payment — while sometimes slow — is reliable. But qualifying for government work in Florida requires a level of preparation that most residential-focused contractors haven't built.

Our experience cleaning the Sarasota National Cemetery and Jacksonville National Cemetery taught us exactly what federal and state agencies require. Here's what it takes to compete for government exterior cleaning contracts.

Insurance Requirements

Government contracts require insurance coverage levels that exceed standard commercial minimums. Most federal facilities require a minimum of $1 million per occurrence in general liability, $2 million aggregate, and workers' compensation coverage for all employees on site. Some contracts require $5 million umbrella policies. Your insurance provider needs to be willing to issue a certificate of insurance naming the government agency as an additional insured.

If your current policy covers you for $500,000 in general liability — which is common for residential contractors — you're not even in the conversation for government work. Upgrading your coverage is step one.

Environmental Compliance

Every government facility in Florida operates under strict environmental regulations. Cleaning chemical runoff, water reclamation, and waste disposal all need to meet specific standards. You need to document every product you use, provide Safety Data Sheets, and demonstrate that your methods comply with EPA and Florida DEP requirements.

For cemetery work specifically, the chemicals used near memorial gardens, lakes, and landscaped areas undergo additional scrutiny. We use eco-friendly cleaning solutions across all government work — not because it's a nice marketing angle, but because the contracts require it.

The Bidding Process

Federal contracts above the micro-purchase threshold ($10,000) require competitive bidding through SAM.gov. State and county contracts use their own procurement portals. The process involves registering as a vendor, obtaining a DUNS number (now a UEI), and submitting detailed proposals that include scope, methodology, timeline, pricing, insurance documentation, and past performance references.

The key to winning government bids isn't being the cheapest — it's demonstrating competence and compliance. Evaluation criteria typically weight technical approach and past performance more heavily than price. A bid that shows you understand the facility, the environmental requirements, and the operational constraints will beat a lower bid from a contractor who clearly hasn't done government work before.

Small Business Advantages

Federal agencies are required to award a percentage of contracts to small businesses. If your company qualifies as a small business under SBA size standards — and most pressure washing companies do — you have an advantage in certain set-aside procurements. Veteran-owned and service-disabled veteran-owned businesses have additional set-aside opportunities.

Building the Track Record

Your first government contract is the hardest to win because you lack past performance references. Start with smaller municipal or county contracts — park facilities, community centers, county office buildings. Build a documented portfolio of government work, collect performance evaluations, and use those references to pursue larger federal contracts.

The Sarasota National Cemetery Experience

Our work at the Sarasota National Cemetery illustrates what government contract execution looks like in practice. The 250-acre facility includes the $12 million glass amphitheater with 292 individual glass panels, memorial walkways, administrative buildings, and service areas. Each surface type required a different cleaning approach — soft wash for the glass panels to prevent scratching, appropriate chemical treatment for the memorial stone surfaces, and standard pressure washing for concrete walkways and service areas.

The contract specified environmental protocols that went beyond standard commercial requirements. No cleaning runoff could enter the cemetery's lake system. Chemical products required pre-approval documentation. Work scheduling had to accommodate active burial services — no cleaning operations within a specified distance of a service in progress. Equipment noise levels had limitations during certain hours. All of these requirements were documented in the contract and enforced through regular oversight.

The relationship between contractor and facility management on government projects is fundamentally different from private commercial work. There's a contracting officer who manages the agreement, regular performance evaluations that become part of your permanent contractor record, and documentation requirements that exceed anything in the private sector. For contractors accustomed to handshake agreements with private property managers, the adjustment is significant — but the payoff in contract value and reliability is worth the administrative investment.

For contractors considering the government market, the Sarasota area offers several entry points. Sarasota County maintains public facilities — parks, community centers, administrative buildings — that require exterior cleaning. The City of Sarasota contracts separately for downtown streetscape maintenance. The school district manages over 40 facilities with exterior cleaning needs. Each of these represents a smaller-scale opportunity to build government contract experience before pursuing federal work.