I had two opportunities present themselves last week. One started when we cleaned a house that happened to be owned by the CFO of a local private school. She was very pleased with our prompt service, since her house was going on the market, and the "amazing job we did". She sent me the contact info for the school's facilities manager, who I toured the campus with on Wednesday. The campus has 900+ windows and he accepted my offer to clean them annually with some quarterly work along the way.
The second opportunity came when the manager of a new senior apartment complex called for a quote. She said she had called a competitor a few weeks ago and they haven't shown up to provide the quote. She followed up twice and was put off until next week. I showed up the next day and provided a quote, which she accepted. The only down side to this one is they use a compliance company, but she said when I register then I will have access to their nine other properties in the city. The competitor who hasn't shown for the quote was the only one registered in their system, which is why she called them to begin with.
These are very big opportunities!