When I first got involved in floor care with my cleaning business, I used to rent floor machines occasionally to buff or strip and wax the floors in the office buildings I took care of. Once I got the hang of it, I realized that floor care is a pretty profitable service to offer customers. Since it's specialized work, you're able to charge much more than you can for general cleaning.
So I started paying attention to floors wherever I went. One day I stopped at a convenience store and the floors were filthy. I could tell the tile was in good shape, it just wasn't being maintained. So I asked the clerk who I would talk to about the floors and she referred me to her manager. The manager agreed that the floors looked terrible, but didn't have any control over hiring a contractor, so he referred me to the corporate office, which happened to be in town.
I was able to get my foot in the door and talk to the person in charge of all the stores in the area. He started out by giving me 3 stores. The managers were thrilled with how the floors looked and told the corporate office how pleased they were. Eventually we got all the floors. We were on a weekly buffing program at each store and quarterly stripping and waxing.
Not only that, but the corporate office decided to have us clean their office, and they eventually referred us to their sister corporation. The sister corporation was an office/kitchen/warehouse that made all the food for the convenience stores.
Needless to say, this was an amazingly profitable account. It was not an easy account to care for however, because convenience stores are difficult to maintain. But the secret is to get the stores on a regular maintenance program of sweeping and mopping, using the proper chemicals.
When you see opportunities, sometimes all it takes is a simple question - "who do I talk to about your floors?"