COMMERCIAL CONTRACTS
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Lawn care and snow companies win commercial contracts by contacting the people who award them, property managers, facility managers and HOA boards, before budgets are set, with proof of insurance, a clear scope of work and a price per site. Commercial work is rarely won by waiting for the phone to ring. Build a list of the properties near your existing routes, reach each decision-maker by email and phone, ask to be added to the bid list and follow up until you get an answer.
Commercial lawn and snow contracts are awarded by whoever manages the property budget: a property management company for multi-tenant buildings, a facility or operations manager for owner-occupied sites, and the board or its management company for an HOA or condo. The person you see on site is often not the person who signs. Find the name of the manager responsible for the property before you send anything.
Commercial buyers plan ahead of the season. Snow and ice contracts are mostly signed before the first snowfall, with budgets set in late summer, and grounds maintenance for the coming season is commonly put out for quotes over the winter. Reach out a season early: ask each contact when they review contracts and when the current agreement ends, and put that date in your calendar.
A property manager wants to know that you are insured, that you understand the site and that the price will not change mid-season. Send a one-page scope listing each service and how often it happens, a fixed price per site, proof of liability insurance and a named contact who answers the phone. A site map marking what is and is not included prevents most disputes.
Start with a list of commercial properties inside or next to the routes you already run, then find the manager for each one and contact them directly by email and phone. Keep the first message short: who you are, which nearby sites or streets you already service, what you are asking for (a chance to quote, or a place on the bid list) and your insurance status. Follow up; a manager who is under contract today may be taking quotes in a few months.
Go after properties that sit on or beside routes you already run and that your current equipment can handle. A small plaza, a bank branch or a townhouse complex five minutes from an existing stop is worth more than a larger site across town, because travel time is unpaid. Bid summer grounds and winter snow together where you can: one manager, one contract, year-round revenue.
Most property managers ask for a certificate of general liability insurance before awarding work, and many also ask for proof of workers' compensation coverage and commercial auto insurance. Required limits vary by property and region, so ask each manager for their requirements before you bid.
Price from your own numbers: measure the site, estimate crew hours per visit, multiply by your hourly cost including travel, equipment and overhead, then add your margin. State the price per visit, per month or per season, and list what is excluded.
Commercial contracts are larger and more predictable per stop, but they pay on invoice terms, demand documentation and can be lost in a single bid cycle. Residential routes are easier to win and pay faster. Many companies run both, with commercial sites placed along existing residential routes.
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Market Dominator ($4,500 setup plus $997/month) is for established companies with 3+ crews chasing commercial, HOA and property-management contracts. It includes everything in Full Route plus Google Local Services Ads and Google Ads setup, service-area exclusivity, a recruiting and hiring funnel and priority support.
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