Most landscaping companies add services for the wrong reasons at the wrong time. They hear a customer ask about irrigation once and immediately buy $15,000 in equipment. They see a competitor offering hardscaping and panic into adding it without understanding the margins. They chase every opportunity that comes their way instead of building from strength.
Here's what really works: strategic service additions that complement what you already do well, serve your existing customer base, and can be delivered profitably with your current resources. This article covers how to make smart decisions about which services to add and when to add them.
Don't add services to fix a struggling foundation. If your core business isn't running profitably and smoothly, adding more complexity just accelerates the problems.
Ask yourself these questions before considering any service additions:
Not just generating revenue, but actually making money after all costs. If you don't know your profit margin by service type, you're not ready to add services.
If you're still the one answering every call, handling every estimate, and managing every job site, you don't have a landscaping business that's ready to scale. You have a job.
Adding services when your crews are already stretched thin or delivering inconsistent quality creates more problems than it solves.
This means scheduling works, equipment gets maintained, invoices get paid, and customers are happy. If any of these areas are chaotic, fix them before expansion.
The companies that successfully add services do it from a position of strength, not desperation. They have profitable core operations, documented processes, and capacity to take on something new.
Before adding any service, run it through these four critical questions:
The best service additions leverage your existing expertise, equipment, and customer relationships. If you're a maintenance company, seasonal cleanups make sense. If you're an installation company, adding maintenance contracts is logical. Jumping from lawn care to tree work requires completely different equipment, skills, and insurance.
Adding services that your current customers already need costs far less than finding entirely new markets. Your maintenance clients need spring cleanups, mulch installation, and enhancement work. Your design clients often want ongoing maintenance after installation. Start with services your existing customers are already buying from someone else.
Some services require significant upfront investment in landscaping equipment, training, and licensing. Calculate the real costs before committing. If a service requires $50,000 in equipment and specialized training but only generates $30,000 in annual revenue, the math doesn't work regardless of customer demand.
Smart service additions smooth out the feast-or-famine cycles that plague landscaping businesses. Snow removal generates winter revenue. Holiday lighting fills the November-December gap. Hardscape projects can extend your season when maintenance work slows.
Adding services just because customers ask for them
Expanding before your core business is stable
Not having a team member to champion the new service
Underpricing new services because you're inexperienced
Adding services outside your area of expertise
If a service doesn't pass all four criteria, wait. The opportunity cost of diverting resources to unprofitable services is higher than the cost of saying no.
Your foundation is reliable, recurring revenue from lawn care and property maintenance. The best service additions build on these existing client relationships:
Your maintenance clients need spring cleanups to prepare properties for the growing season and fall cleanups for leaf removal and winterization. You're already on their properties weekly, making these natural upsells. Equipment requirements are minimal - you already have blowers, trucks, and crews.
Enhancement services include mulch installation, flower bed maintenance, and plantings. These services generate higher margins than basic maintenance while requiring similar equipment and crew skills. Many maintenance clients will pay premium prices for seasonal color and property improvements.
Adding fertilization and pest control services creates additional revenue from existing maintenance routes. However, this requires pesticide applicator licenses in most states, so factor in training and certification costs. The upside is predictable seasonal revenue and higher per-property value.
Your strength is creating beautiful outdoor spaces through design and construction. The best additions leverage this expertise:
After investing thousands in a new landscape installation, clients want it maintained properly. Maintenance contracts create recurring revenue streams and keep you connected to clients for future projects. This is one of the highest-return service additions for installation companies.
Irrigation systems represent a natural extension of landscape installation work. Design-build clients often need irrigation for new plantings, and existing maintenance clients want to reduce manual watering. Irrigation installation commands premium pricing because it requires specialized skills.
Patios, walkways, retaining walls, and outdoor living spaces generate some of the highest profit margins in landscaping. Hardscaping projects typically require specialized expertise and equipment, so they earn more per job. These projects also tend to be less weather-dependent than planting work.
Low-voltage landscape lighting creates beautiful nighttime aesthetics and generates strong margins. Installation requires electrical knowledge but not full electrician licensing in most areas. Lighting projects complement design work and provide ongoing maintenance opportunities.
Established companies with diverse service offerings should focus on high-margin specializations:
Design services command premium pricing because they require specialized expertise. Charging for design work (rather than providing free estimates) filters out price shoppers and attracts clients who value professional expertise.
Commercial contracts provide stable year-round revenue and larger project sizes. However, commercial work requires different capabilities: longer payment terms, more complex bidding processes, higher insurance requirements, and different service expectations. Don't try to serve both residential and commercial markets equally - choose one as your primary focus.
Strategic service packaging creates upsell opportunities. Package installation services with maintenance contracts, or bundle seasonal services into annual agreements. This approach increases revenue per property while simplifying sales conversations.
Seasonal cash flow fluctuations kill unprepared companies. Smart service additions generate revenue during slower periods:
Snow removal generates winter revenue for companies in appropriate climates, but requires different equipment, pricing structures, and operational approaches. Snow work typically earns higher rates because of the emergency nature and equipment requirements. Don't assume snow removal margins match peak-season work.
Holiday lighting fills the November-December revenue gap when maintenance work slows. Initial equipment investment is relatively low, and many residential clients view this as a premium convenience service. The key is selling installations early (September-October) to maximize your installation window.
Hardscape projects can extend your season because they're less weather-dependent than planting work. Patios, walkways, and retaining walls can often be installed during cooler months when maintenance crews have capacity.
Using slower periods for equipment maintenance, shop organization, and fleet improvements keeps your team productive year-round. Some companies also offer equipment maintenance services to other landscapers during the off-season.
Critical Point: Off-season services typically require different pricing structures and operational approaches than peak-season work. Calculate costs carefully and don't assume the same profit margins.
Expanding into new markets can diversify revenue streams, but commercial and residential landscaping require fundamentally different approaches. Most successful companies choose one as their primary focus rather than trying to serve both equally well.
Larger contracts with longer payment terms (often 30-60 days)
More complex bidding processes and proposal requirements
Higher insurance requirements and safety compliance
Different service expectations (less interaction, more consistency)
More stable year-round revenue potential
Relationship-based sales cycle
Smaller individual contracts with faster payment
More personal relationships and direct homeowner interaction
Higher quality and service expectations
Significant seasonal fluctuations in demand
Different marketing requirements (online presence, referrals)
More flexible scheduling needs
The key decision: choose one market as your primary focus and the other as a secondary opportunity. Trying to serve both equally well usually means you're not excellent at either. Build density within your chosen market before expanding to the other.
Not all services generate equal profit margins. Understanding which services command premium pricing helps you focus marketing and operational efforts strategically.
Design and installation projects yield higher profit margins than basic maintenance because they require specialized expertise that commands premium pricing. Design-build services typically generate more per hour than basic maintenance work.
Hardscaping projects (patios, walkways, retaining walls) consistently rank among the most profitable services because they combine specialized skills with high material markups and strong pricing power.
Irrigation installation and service generate strong margins because they require technical knowledge that most property owners lack. Irrigation work also creates ongoing service and repair opportunities.
Packaging creates additional value and improves profitability. Successful strategies include:
Installation services bundled with first-year maintenance
Seasonal contracts that include both regular maintenance and cleanup services
Design packages that include consultation, installation, and ongoing care
This approach increases revenue per property while simplifying the sales process and improving customer retention.
Don't add services you can't equip and staff properly. Each service addition comes with real costs:
Calculate equipment costs before committing to new services. Irrigation work requires specialized tools and equipment that might cost thousands to get started properly. Hardscaping needs different equipment than maintenance work. Snow removal requires dedicated trucks and plows.
Your team needs proper training to deliver quality work consistently. Adding hardscaping without trained crews leads to callbacks, warranty issues, and reputation damage. Budget for training time and consider whether you have someone on your team who can champion the new service.
Some services require specialized licenses:
Pesticide application requires pesticide applicator licenses in most states
Irrigation work may require contractor licensing depending on your state
Tree work often requires arborist certification
Commercial contracts may require specific insurance minimums
Research licensing requirements early. Some licenses require testing, continuing education, or apprenticeship periods that delay your launch timeline.
Each new service affects your insurance requirements and costs. Adding tree work significantly increases liability exposure. Snow removal requires different coverage than summer maintenance. Contact your insurance agent before launching new services to understand coverage requirements and premium impacts.
The most cost-effective way to launch new services is selling them to existing customers first:
Your existing clients already trust you. They're far more likely to try a new service than completely new prospects. Launch new services with soft introductions to current customers before investing heavily in external marketing.
Present new services as natural extensions of existing work. If you're adding seasonal cleanups to your maintenance offering, explain how spring and fall cleanups protect their landscape investment. If you're adding hardscaping, showcase how outdoor living spaces complement their existing landscape.
Document early projects with professional photos and customer testimonials. Before-and-after images are particularly powerful for enhancement work, hardscaping, and design services. Use these to demonstrate capabilities as you market to new prospects.
Update your website and Google Business Profile to reflect new services. Create dedicated service pages that target location-specific keywords like "irrigation installation in [city]" or "hardscaping contractor near me."
Sometimes the best decision is saying no:
If your core business isn't making money, adding services just multiplies the problems. Fix profitability in your existing operations before adding complexity.
Some services require pricing that your market won't support. If you can't charge enough to cover costs and generate acceptable profit margins, don't offer the service regardless of demand.
Adding services that peak during your busiest season might create operational chaos rather than increasing profitability. Consider how new services fit with your existing workload throughout the year.
New companies often try to offer everything immediately. This usually results in inconsistent quality and confused marketing. Master your core services before diversifying.
The key to successful service additions is building from strength rather than chasing every opportunity. Start with a solid foundation in your core business, then add services that complement what you already do well, serve your existing customer base, and can be delivered profitably.
Smart diversification follows these principles:
Complement existing expertise and equipment
Serve current customers before finding new markets
Ensure profitability before launch
Stabilize seasonal revenue fluctuations
Document processes before scaling
Companies that follow this framework grow sustainably and profitably. Those that chase every opportunity usually end up overwhelmed and unprofitable.
The Grow Group helps landscaping business owners clarify their vision, grow their people, build their processes, and realize profits. Our programs include ACE Peer Groups for accountability-focused business owners, the GROW! Annual Conference, and field trips where you can see proven systems in action.
Whether you're deciding which services to add or working to get better control of your operations, we'll help you get where you want to go.
Landscape design, hardscaping, and irrigation systems typically generate the highest profit margins because they require specialized expertise that commands premium pricing. However, the "best" service to add depends on your current capabilities and customer base. Adding services that complement your existing work and serve current clients is more profitable than chasing high-margin work outside your expertise.
Adding off-season revenue streams like snow removal or holiday lighting can help stabilize cash flow, but don't assume these services will match your peak-season profit margins. Snow removal requires different equipment, pricing structures, and operational approaches. Calculate real costs and price appropriately before committing resources.
Your company is ready to add services when your core business is profitable, you have systems that work without your constant involvement, your current team is delivering consistent quality, and operations are running smoothly. If any of these areas are struggling, fix them before adding complexity.
New companies should avoid services that require significant equipment investment, specialized licensing, or expertise they don't have. Tree work, large-scale hardscaping, and commercial property management all require capabilities that most new companies haven't developed. Start with basic maintenance, master the fundamentals, then expand strategically as you build capacity and expertise.