How to Secure Landscaping Contracts and Grow Your Business

How To Get Landscaping Contracts

Winning landscaping contracts can be a game changer for your business. Whether you're a new landscaper looking to get your first big contract or an established business aiming to grow, securing consistent and profitable contracts is key to long-term success. Here’s a guide on how to find and win landscaping contracts to keep your business thriving year-round.

1. Identify Your Target Market

Before you can start pursuing contracts, it's essential to identify the types of clients and projects you want to focus on. Landscapers often serve different sectors, including:

• Residential properties: Homeowners needing lawn care, garden maintenance, or landscape design.
• Commercial properties: Businesses, apartment complexes, shopping malls, and office parks needing regular upkeep and landscaping upgrades.
• Government or municipal contracts: Public parks, schools, and government facilities requiring large-scale maintenance.

By honing in on your target market, you can tailor your services and marketing efforts to appeal to the right clients, increasing your chances of landing contracts.

2. Build a Strong Portfolio and Website

Having a professional portfolio that showcases your previous work is crucial when bidding for contracts. Make sure to include:

• Before-and-after photos of completed projects.
• Detailed descriptions of the services you provided.
• Client testimonials or references that speak to the quality of your work.

A well-designed, easy-to-navigate website is your online storefront and often the first place potential clients will visit. Ensure it highlights your experience, services, portfolio, and contact information. A mobile-friendly site with a simple way to request quotes or consultations can help generate leads and establish credibility.

3. Network in Your Local Community

Networking is one of the most effective ways to build relationships and secure landscaping contracts. Engage with your community and establish connections with businesses, homeowners, and local government representatives.

• Join local business associations, chambers of commerce, or professional trade groups in your area to meet potential clients and referral sources.
• Attend networking events, real estate expos, or home and garden shows to introduce yourself and hand out business cards.
• Build relationships with real estate agents, property managers, and local developers who often require landscaping services for their properties.

By consistently putting yourself out there, you’ll increase your visibility and get a chance to pitch your services when the need for a landscaper arises.

4. Offer Competitive Pricing and Packages

Pricing is a critical factor in securing contracts. It's important to research the going rates in your local market and offer competitive bids without underpricing your services. To be competitive:

• Create flexible service packages that cater to different client needs (e.g., seasonal maintenance, lawn care, full garden redesigns).
• Offer monthly or annual contracts for ongoing maintenance work, which provides steady income and keeps your services top-of-mind.
• Include value-added services such as soil testing, irrigation system maintenance, or tree care as part of your packages to stand out from competitors.

For larger contracts, transparency and detailed breakdowns of pricing can make a significant difference in winning the bid. Make sure potential clients understand exactly what they are getting for their money.

5. Participate in the Bid Process for Government and Commercial Contracts

Government and commercial contracts can provide long-term, high-paying opportunities for landscapers. Many organizations, municipalities, and schools put out requests for proposals (RFPs) or invitations to bid on landscaping contracts. Here's how to get started:

• Register on government and commercial procurement platforms where RFPs are posted. These may include local government websites, state procurement platforms, or sites like SAM.gov for federal contracts.
• Create a proposal template with your business’s credentials, experience, pricing structure, and a breakdown of services. Make sure to tailor each proposal to the specific project requirements.
• Understand the procurement process and be prepared to meet deadlines, provide necessary documentation, and sometimes attend pre-bid meetings.
• Highlight your experience with similar projects or any certifications you have, such as Sustainable Landscape Certification or Tree Care Industry Association (TCIA) accreditation.

Winning government or commercial contracts often involves competing against other landscapers, so it’s essential to present your business as reliable, efficient, and capable of handling large-scale projects.

6. Leverage Online Platforms

Many online platforms and directories cater to homeowners and businesses seeking landscaping services. By creating a profile on these platforms, you can increase your visibility and win new contracts. Some popular options include:

• Thumbtack and HomeAdvisor: These platforms connect service professionals with homeowners looking for landscaping and lawn care services.
• Angi (formerly Angie’s List): Many potential customers turn to Angi to find highly-rated professionals for large-scale projects.
• Houzz: Another visual platform where landscapers can showcase their work, especially for high-end residential projects.

Make sure to keep your profile up to date, actively seek reviews from happy clients, and respond quickly to inquiries on these platforms.

7. Cultivate Relationships with General Contractors and Developers

Landscaping is often required as part of larger construction projects, whether it’s for new housing developments, office complexes, or retail spaces. Building relationships with general contractors and property developers can open doors to large-scale landscaping contracts.

• Offer your services as a subcontractor for projects that require landscape installation.
• Stay connected with the construction community through industry events, meetings, and by building a reputation for timely, high-quality work.
• Ensure that you have the appropriate licensing, insurance, and bonding to handle larger contracts, as these are often prerequisites for working with general contractors.

8. Offer Free Consultations or Site Assessments

Sometimes the key to securing a contract is getting your foot in the door. Offering free consultations or site assessments can give potential clients a chance to meet you, see your professionalism, and understand the value of your services.

During the consultation, provide clear recommendations and solutions for the client’s landscaping needs. Demonstrating your expertise and building trust in this initial meeting can often lead to a signed contract.

9. Use Client Testimonials and Referrals

Satisfied clients can be your best marketing tool. Use positive testimonials to build trust with new prospects. Ask past clients to write reviews and offer referrals to their network. You can also implement a referral program to encourage clients to recommend your services to others, offering discounts or incentives in return.

10. Consistency and Follow-Up

Persistence pays off. After submitting a proposal or attending a consultation, always follow up to show that you’re serious about the project. Check in to ask if they have any questions or concerns about the proposal and offer any additional information.

If you don’t win a contract, don’t be discouraged. Keep building relationships, improving your services, and following up on future opportunities. Often, businesses that don’t win the initial contract get the job when the current provider fails to meet expectations or in future bidding rounds.

Conclusion

Securing landscaping contracts takes a blend of networking, marketing, and persistence. By targeting the right clients, offering competitive services, building strong relationships, and leveraging both online platforms and local connections, you can grow your business and secure a steady stream of work. Whether you're aiming for residential, commercial, or government contracts, following these strategies will help you land more landscaping projects and position your company for long-term