Government Procurement for Exterior Building Maintenance Company
Challenge
Invictus Support Services, a California-based exterior building maintenance company specializing in window cleaning, power washing, and solar panel washing, relied almost entirely on contracts with property management companies and individual building owners. Leadership wanted to diversify revenue by competing for government contracts but had no experience with public procurement. The company had no bid infrastructure, no capability statement, and internal processes that weren't yet aligned with government standards for hiring, safety, and insurance.
Approach
CPRA Strategies started with a SWOT analysis of the company and its competitors to identify where Invictus had a real advantage in the government market and where there were gaps. That led to an internal audit of hiring and training practices, safety procedures, and certifications, areas where government contracts impose stricter standards than private-sector work. We worked with the CEO, Director of Operations, Director of Client Experiences, and HR to update policies and close those gaps.
From there, we built the procurement infrastructure: a capability statement, a bid response system, and a target list of opportunities in Arizona, California, and Nevada, markets where Invictus already had a strong customer base. We conducted outreach to local and state procurement offices, attended vendor networking events on their behalf, and managed the bid response process from identification through submission.
Result
Since 2022, Invictus has secured six government contracts valued at $4,455,622 with agencies including the San Diego International Airport, Santa Clara County, Clark County (NV), and the City and County of San Francisco. Several contracts have expanded in scope since the initial award. Santa Clara County, for example, added buildings and increased the total contract value from $800,000 to $1.5 million. The average contract length is approximately three years with multi-year extensions, giving the company predictable revenue through 2029.