Most cleaning businesses that struggle aren't short of work — they're short of margin. Prices get set by copying a competitor or by gut feel, and then costs creep up every April while prices stand still. Here's a simple way to set prices you can defend.

1. Work out what one hour of cleaning really costs you

Start with the cleaner's hourly pay, then add everything that comes with it:

  • Employer costs — employer's National Insurance and pension contributions, where they apply.
  • Holiday pay — staff are entitled to paid holiday, so every hour worked carries a share of it.
  • Travel — time between jobs is working time for minimum wage purposes, and you're paying for it whether or not you charge for it.
  • Products and equipment — divide a month's spend by the hours cleaned that month.
  • Overheads — insurance, phone, software, marketing, accountant. Again, divide the monthly total by hours cleaned.

Add these up and you have your true cost per hour. It is almost always higher than owners expect.

2. Add the margin you need

Your price per hour is your true cost plus a margin that pays you, covers quiet weeks and cancellations, and leaves something to grow with. Decide the margin first, then the price — not the other way round.

For example: if one hour costs you £18 all-in and you want a 30% margin on your price, the price is £18 ÷ 0.7 ≈ £25.70 an hour. (These numbers are only an illustration — use your own.)

3. Hourly or fixed price?

  • Hourly suits regular domestic cleans, where the job varies week to week. Clients understand it and you're protected if a home takes longer.
  • Fixed price suits one-off jobs like end-of-tenancy and deep cleans, where clients want certainty. Price by property size (bedrooms and bathrooms) and add extras for ovens, fridges, windows and carpets.

Whichever you choose, quote from your true cost, not from what the job "should" take on a good day.

4. Set a minimum charge

A one-hour job across town can cost more in travel than it earns. A minimum booking (for example two or three hours) keeps small jobs worthwhile.

5. Raise prices once a year, with notice

Wages and costs rise every year, so prices should too. Pick a date, give regular clients a few weeks' written notice, and explain it simply — rising wages and costs. Most good clients expect it; the ones who leave over a small rise were rarely your most profitable.

How Gleamdesk helps

In Gleamdesk you can price services hourly, fixed or by property size, add extras, and show "from" prices on your booking page so clients see the price before they book. When it's time for a price rise, you can schedule it and notify regular clients in one go.