Learning how to get commercial landscaping contracts can change everything for a landscaping business. Instead of scrambling for work every spring and worrying about cash flow every winter, commercial contracts provide the steady income that keeps crews busy year-round.
Most landscaping companies stay stuck in the residential world because they think commercial work is too complicated or competitive. The reality is different. Commercial success doesn't come from being the biggest company or offering the lowest prices. It comes from understanding what property managers actually need and building relationships that create ongoing work opportunities.
Here's what actually works when it comes to commercial landscaping.
Commercial landscaping contracts are legally binding agreements between property owners or property managers and landscaping companies to maintain larger properties like office complexes, retail centers, and homeowners' associations. These contracts typically involve more formal requirements than residential contracts and generally involve larger areas and higher-value work.
Understanding the key elements of a landscaping contract is vital for success. A well-structured landscaping contract includes the scope of work, payment terms, and timeline. Payment terms should be clearly stated in commercial landscaping contracts, outlining pricing structure and payment schedule.
You'll encounter two main types of commercial landscaping contracts: fixed price and time-and-materials.
Fixed price contracts lock in your revenue but require accurate estimating
Time-and-materials contracts provide more flexibility but need careful tracking
Commercial proposals are a different animal from residential ones. Where a homeowner might accept a simple estimate, commercial clients expect detailed documentation, scope breakdowns, and compliance information. Don't expect to wing it with a one-page proposal.
Successfully obtaining commercial landscaping contracts requires establishing credibility before approaching potential clients. Commercial clients expect professionalism that many residential customers might overlook.
Registering and licensing your landscaping business is crucial for securing government contracts and commercial landscaping contracts. Most commercial property managers won't consider unlicensed contractors because it creates liability issues for their properties.
Obtaining necessary certifications and insurance, such as general liability and workers' compensation, protects both your business and clients. Commercial contracts often require specific insurance minimums and proof of coverage before work begins.
Developing a professional portfolio and website showcases your expertise and landscaping services to potential clients. Creating a professional portfolio of past work helps attract potential clients and demonstrates your capability to handle commercial projects.
Researching potential clients involves finding property managers or decision-makers for properties of interest and learning about their needs and previous service providers. This research helps you understand what they value and how to position your landscaping services.
Identifying specific commercial property types, such as office complexes, retail centers, or industrial parks, is important because they have different landscaping needs. Office buildings might prioritize curb appeal, while retail centers focus on customer safety and accessibility.
Utilizing online platforms can help increase exposure and attract new clients seeking landscaping services. However, successful commercial contractors don't rely solely on inbound leads - they actively pursue opportunities.
Attending local business events and Chamber of Commerce meetings is an effective way to meet potential clients and property managers. These networking events provide opportunities to build relationships with decision makers who control landscaping contracts.
Building relationships with property managers and owners through networking events and industry conferences can lead to new opportunities. Property managers often work with multiple properties and can become sources of ongoing contracts once they trust your work.
Use your existing residential client base for referrals - many residential clients work for companies that need landscaping services
Participate in community events to talk directly with property managers and local businesses
Attend industry conferences and Chamber of Commerce meetings
Encourage satisfied clients to leave positive reviews and provide references
Build face-to-face relationships at networking events
Cold calls and emails don't work effectively for securing these kinds of landscaping contracts
Mass marketing without personal connections
Relying solely on online advertising
Commercial decision makers check references more thoroughly than residential customers, making your reputation really important. These face-to-face interactions build the personal connections that often decide who gets contracts, since commercial clients prefer working with contractors they know or who come recommended by trusted sources.
Government landscaping contracts are agreements between landscaping businesses and government entities to maintain and beautify public properties. These contracts can provide a lucrative and stable revenue stream for landscaping businesses.
Government landscaping contracts can include services like lawn care, mowing, tree trimming, and landscape design for federal buildings, military bases, and public facilities. Payment for government contracts is often made upon completion, providing stability for landscaping businesses.
The bidding process for government contracts is complex and requires compliance with specific regulations and documentation. Understanding the federal government's contracting process and requirements is essential for securing government contracts.
The Request for Proposal (RFP) process is how landscaping businesses can secure government contracts. Key agencies involved in landscaping procurement include the General Services Administration (GSA) and the Department of Transportation (DOT).
You have to have a good grasp on each agency's requirements and procedures for this kind of thing before you'll be able to land any contracts. Government contracts usually provide reliable and timely payments, lowering the chance of non-payment that sometimes happens with private clients.
Creating a professional proposal enhances your chances of winning landscaping contracts. A well-structured landscaping proposal includes a scope of work, pricing breakdown, and compliance documentation.
Understanding the client's needs is crucial for tailoring a bid for commercial landscaping contracts. Thoroughly researching client requirements by reviewing Requests for Proposals (RFPs) and conducting personal site assessments is crucial for accurate bidding.
Calculating all expenses, including labor, materials, and overhead, while factoring in a healthy profit margin is necessary to avoid compromising profitability. Providing accurate quotes using quoting software helps ensure consistency and precision in estimates, outlining the scope of work and costs. The software you have for your business should be able to help you do this accurately. If you don't have any, start there first.
Understanding the bidding process involves being aware of deadlines, submission requirements, and evaluation criteria to remain competitive. Successful bids are often a balance between providing high-quality service and competitive prices.
Commercial landscaping is a relationship business where trust and performance create long-term partnerships. Building strong relationships with property managers, owners, and existing customers is vital for securing ongoing contracts and referrals.
Communicate proactively about schedules and weather delays
Update clients on completed work and any issues encountered
Respond quickly to client questions and concerns
Provide regular progress reports on larger projects
Follow up to ensure client satisfaction
Address any remaining concerns promptly
Ask for feedback on your performance
Request referrals from satisfied clients
Follow up with clients after submitting proposals
Stay visible during the decision-making period
Provide additional information when requested
Be patient - many commercial contracts are awarded weeks or months after initial submission
Commercial clients value reliability and consistent performance more than the lowest price. Providing high-quality service and maintaining communication helps to retain landscaping contracts over time. Property managers appreciate contractors who keep them informed rather than leaving them guessing about project status or potential issues.
Developing a strong online presence through social media platforms and a professional website is essential for attracting commercial clients. Commercial decision makers research contractors before making contact, so your online reputation affects your opportunities.
Utilizing landscaping marketing strategies like email marketing, content marketing, and local SEO can help you reach a wider audience of potential clients. However, commercial landscaping marketing works differently than residential approaches.
Offering special promotions, discounts, or bundled services can incentivize potential clients to choose your business for their landscaping projects. Commercial clients often appreciate package deals that simplify their vendor relationships.
Partnering with complementary businesses or suppliers can help you expand your landscaping services and reach new customers in the commercial sector.
Expanding your services to include grounds maintenance, lawn care, and other related services can help you attract more commercial clients seeking comprehensive solutions. Many commercial clients prefer working with contractors who can handle multiple property needs.
Key steps to obtain commercial landscaping contracts include understanding your target market, crafting detailed proposals, networking to build relationships, and delivering high-quality work to secure referrals.
Investing in new equipment, technology, and employee training can improve efficiency and quality of service delivery. Commercial clients notice when contractors use professional-grade equipment and trained crews.
Continuously monitoring and evaluating your business operations, marketing strategies, and client relationships can help you identify areas for improvement and grow your landscaping business.
We help landscaping business owners clarify their platform, grow their people, build their processes, and realize profits. Led by Marty Grunder, our team is still actively involved in the day-to-day operations of Grunder Landscaping, and we've helped hundreds of landscape professionals across the country build successful businesses.
We don't just share theories and ideas. We share tactics we used at our own landscaping company this week that we know still work. Grunder Landscaping Co. serves as our "living laboratory" - every system we recommend gets tested there first.
Our programs include ACE Peer Groups for accountability-focused business owners, GLC Field Trips where you can see our systems in action, and the GROW! Annual Conference for ambitious landscape professionals. Whether you're trying to grow your landscaping business or get better control over it, we'll get you where you want to go.
To win commercial landscaping contracts, build relationships with property managers through networking events and submit detailed proposals that include testimonials, clear pricing, and a comprehensive scope of work. Focus on providing high-quality service to existing clients, as referrals and reputation are the most effective ways to secure new commercial accounts.
Generate landscaping leads by attending local business events, Chamber of Commerce meetings, and community events to network directly with property managers and decision makers. Use your existing residential client base for referrals and maintain a professional online presence with client testimonials to attract inbound inquiries.
Secure big commercial contracts by targeting large property types like office complexes, retail centers, and government facilities that require comprehensive landscaping services. Build credibility through proper licensing, insurance, and a professional portfolio, then focus on developing long-term relationships with property management companies that oversee multiple locations.
Expand your landscaping company
by adding complementary services like grounds maintenance and lawn care to serve existing commercial clients more comprehensively. Focus on building route density in your current service area before expanding geographically, and invest in professional equipment and trained crews to handle larger commercial projects efficiently.