How to get landscaping contracts

Whether you're just starting out or you're expanding, securing ongoing contracts can provide the predictable income you need for long-term success. Let's take a look at some practical ways you can identify potential customers in your area, market your services, and close the deal.

Finding consistent work is a challenge that many lawn care businesses face. You might have a great week with three new clients, then struggle to fill your schedule the following month. This unpredictability makes it difficult to plan.

Contracts for landscaping services solve this problem by providing a predictable, steady income. Instead of dealing with a series of one-off jobs, contracts lock in services for months or even years at a time. This makes it easier to budget and grow your business.

Successful landscaping businesses often have a mix of residential and commercial contracts to give them a broad client base. Many homeowners need weekly or bi-weekly maintenance contracts, and many businesses have larger properties that are more lucrative. Servicing both types of clients helps your business stay busy throughout the year.

Residential landscaping contracts are agreements with individual homeowners for services like weekly lawn mowing, mulching, and leaf removal to make properties look their best. These contracts tend to be small in scope and dollar value, but they involve more frequent trips. Success with residential contracts depends largely on your customer service skills and attention to detail.

Commercial landscaping contracts typically involve businesses, homeowners’ associations (HOAs), apartment complexes, schools, or government agencies. They usually cover much larger areas and higher-value work, but they also have more formal requirements. You'll often need to submit detailed proposals, prove you have proper insurance and licensing, and sometimes compete against other landscaping companies in a formal bidding process.

Commercial contracts often include year-round services. Which this might mean you handle landscaping in the summer and snow removal in the winter, for example. This arrangement can provide steady income during traditionally slow seasons.

The first step in how to get contracts for landscaping is to make sure your business is properly registered and licensed. It isn't just a legal requirement – clients will see you as a professional instead of someone who takes care of lawns on the side.

Business registration requirements vary by location, so you’ll need to contact your state and local authorities. What you need as an independent contractor in Texas might be different from the requirements in Virginia or Colorado. As an independent contractor, you’ll need to register your business with the federal government and obtain an Employer Identification Number (EIN). You may also need to obtain a business license from your city or county.

State-specific requirements vary by location, and you might need a contractor's license to bid on work. To obtain a license, you may have to pass an exam and meet minimum experience or education requirements.

Depending on where your business operates, you might be required to obtain additional certifications. If you’re applying fertilizers, herbicides, or pesticides, you may need a pesticide applicator certification. You may also need special licenses or certifications if you install irrigation systems, trim or remove trees, or remove snow and ice.

The next step in how to get landscaping contracts is to make sure you have the right landscaping business insurance. Many potential clients—especially commercial clients—will require you to provide a certificate of insurance (COI) for general liability or workers’ compensation insurance before they hire you. It's often a requirement when making landscaping bids, and can often give you a competitive edge in winning contracts.

Commercial clients require insurance to protect themselves from liability. If you accidentally damage their property or injure someone while working on their site, your insurance will cover the repairs or medical bills up to your coverage limits.

You may also need to be bonded, especially with commercial and government contracts. A surety bond guarantees you'll complete the work as agreed. If you fail to fulfill your obligations, the bond compensates the client for their losses. Bonding isn't always required for residential contracts, but having it helps to position you as a professional that clients can trust.

Common policies for landscaping businesses include:

General liability insurance protects your business if you accidentally damage a client's property, like hitting a sprinkler head with your mower or breaking a window while trimming bushes. It also covers you if a third-party gets injured because of your work.

A business owner's policy (BOP) combines general liability and commercial property insurance into one package, which is typically more affordable than buying them separately. This package provides protection not only against third-party risks, but also covers your business property like lawn mowers.

Workers' compensation insurance is mandatory in most states if you have employees. It pays for medical bills and lost wages if your workers get injured on the job.

Commercial auto insurance covers your business-owned trucks, trailers, and equipment while you’re driving to and from jobsites. It typically includes liability, collision, and comprehensive coverage for your business vehicles. Personal auto insurance doesn't cover vehicles used for business purposes, which is why separate commercial coverage is essential.

Inland marine insurance covers your tools and equipment while they're being transported, stored off-site, or used at jobsites. It covers theft, accidental damage, and other risks. This coverage is essential when you're regularly transporting mowers, trimmers, and other expensive equipment to various locations.

The next step in how to get commercial landscaping contracts is to make sure people know about you. Marketing your landscaping business involves getting the word out about the services you offer in your community. Thankfully, you don't need a large marketing budget to start closing landscaping contracts. Some of the most effective marketing strategies are very affordable – or even free. Consistent effort is the key to keeping your schedule full all year long.

Building a good reputation is essential. Happy customers can be your best marketing tool through word-of-mouth referrals. That's why it's important to provide outstanding service to every client, no matter how small the job is.

Also, be sure to set up a Google Business Profile right away. This free online tool helps local customers find you when they search for landscapers in your area. Always ask satisfied clients to leave reviews on the platform. The more positive reviews you have, the more visible you will be in local searches.

Are you wondering, “How do I get lawn care contracts with HOAs or apartment complexes?” You’ll need to make your services known to the right decision-makers. Being persistent and professional can help you get your foot in the door.

Networking with the right people—like property managers and local businesses—can provide a steady source of referrals. Attending local business events and Chamber of Commerce meetings is another great way to get to know local business leaders.

Dropping off business cards at real estate offices, HOAs, apartment complexes, and commercial buildings personalizes your outreach and increases the chances your name will come to mind when landscaping needs arise. Also, don't overlook the power of cold calling or emailing property managers and maintenance supervisors – they may need a reliable landscaper but haven’t had time to look for one.

Online platforms can be a valuable source of leads. Most are free to use or charge a small fee, and it only takes a few minutes to register with each one. Many people check online platforms when looking for landscapers. They’ll read all about your business and check client reviews, testimonials, and case studies to see if customers were satisfied with your work.

Platforms that can help increase your online exposure include:

• Thumbtack
• TaskEasy
• HomeAdvisor
• Angi
• Yelp

Another way to reach new customers online is to advertise your services on social media platforms like Facebook Marketplace or sites like Craigslist and Nextdoor, where locals often look for service providers in your area.

These sites are quick and convenient ways for people to find help, and they’re more affordable and effective than other advertising methods, like placing yard signs in your community, which can be expensive and require special permission from landowners.

Social media advertising and local search engine optimization (SEO) are other effective ways to generate inbound leads. Social media ads can be used to zero in on those who are most likely to need your services. SEO also helps your company website show up in local search listings. If you don’t have the time or expertise to manage SEO yourself, an SEO consultant can take care of it for you.

Are you wondering, “What should I include in a landscaping contract proposal?” Homeowners typically look for the best value for their money and someone who takes good care of their property. On the other hand, commercial clients look for landscapers who are reliable, professional, and carry the proper insurance to minimize risks.

The landscaping proposals you create can make or break your landscaping business. That's why it's important to customize each one.

With proposals for residential clients, be sure to keep them simple and transparent. Many property owners are busy and prefer straightforward quotes with clear pricing to help them make quick decisions.

Itemize the services you’ll provide (e.g., mowing, edging, weeding, pruning), and list how often you’ll perform each one (e.g., weekly, bi-weekly, seasonal) so homeowners know exactly what to expect and can easily compare your quote to others.

Flat-rate pricing is easier for clients to understand and budget for. Instead of using hourly pricing, consider quoting a flat monthly fee or a per-visit fee to eliminate surprises. This helps people know exactly how much each visit will cost them.

You can also offer tiered service packages to give your clients options. You can create “basic,” “standard,” and “premium” plans so clients can choose the level of service that best fits their needs and budget. For example, one client may just need their lawn mowed weekly, while another may prefer lawn mowing, weed trimming, and leaf blowing.

Always be personable and flexible – good communication is essential. Be sure to respond quickly to questions or concerns to show you're reliable and committed to great customer service. Also, be willing to adjust your services or schedule when needed to build relationships.

When creating commercial proposals, be sure to conduct a thorough site walkthrough. Commercial lawn care can be complex, which is why it's important to inspect the entire area carefully.

Look at turf areas, landscaped beds, parking lots, sidewalks, irrigation systems, and any special features to make sure you fully understand the scope of work and can provide an accurate estimate.

Measure the work area so you can price by square feet or by zones. Commercial clients expect detailed estimates that show exactly how you calculated your costs. Break down your pricing based on acreage, estimated labor hours, materials needed, and service frequency.

Your proposals should also include all compliance documentation. Attach proof of insurance, licenses, safety procedures, service lists, schedules, and any necessary permits so clients know you’re qualified and properly insured. Pricing transparency, reliability, and attention to detail go a long way in helping your proposal stand out from the competition.

Because the weather is often difficult to predict, you’ll also need to include contingencies and seasonal changes in your proposals. Be sure to account for seasonal services like snow removal, leaf cleanup, or storm damage response. Also, include language that provides flexibility for emergency work or weather-related schedule changes.

Commercial accounts expect formal documentation that looks polished and complete. A client might eliminate you from consideration if your presentation is poor, regardless of your price or qualifications. Be sure to include a cover letter that summarizes your qualifications, a detailed service calendar, a comprehensive pricing breakdown, and clear contract terms.

Your work isn’t finished after the landscaping contracts are signed. The final step in how to get lawn care contracts is to work hard to maintain them year after year. The best way to do that is by providing high-quality service and following up with clients.

Your reputation primarily depends on sticking to your schedule, always doing a good job, and responding quickly to customers when they have questions or concerns. When weather issues or emergencies cause delays, give your clients a quick call so they’ll know what's going on and when they can expect you to return to complete the job.

If your existing clients are pleased with your work, consider offering additional services. For example, you could offer a seasonal package to take care of their yard maintenance services year-round. In addition to regular mowing, the package could also offer spring fertilization, irrigation maintenance, fall leaf removal, and winter snow removal. You could bundle these services at a slight discount compared to your pricing to make them more enticing.

It's also a good idea to be proactive about renewals by reaching out to your customers 60–90 days before contracts expire. This gives you plenty of time to address concerns and adjust.

It's easy to get insurance for your small business with Insureon. Just fill out our online application to receive quotes from trusted providers. Our expert insurance agents are available to answer any questions and help you find the most affordable small business insurance for your needs.

Most small business owners can get same-day coverage and easily download a certificate of liability insurance (CIO) as soon as they purchase a policy.