A Landscaper's Guide to Winning Government Contracts

Are you looking to grow your landscaping business with stable, long-term projects? Government contracts can offer incredible opportunities for reliable work and consistent income. This guide provides the essential insights you need to navigate the world of public sector landscaping, from finding bids to submitting a winning proposal.

What Exactly Are Government Landscaping Contracts?

At its core, a government landscaping contract is a formal agreement between a landscaping company and a government agency to provide specific grounds maintenance and horticultural services. These agencies can be at the federal, state, or local level. Unlike residential jobs that might be a one-time project, these contracts are often for extended periods, such as one to five years, providing a steady stream of revenue.

The scope of work can be incredibly diverse and go far beyond simple lawn mowing. Depending on the agency and property, services may include:

  • Lawn and Turf Management: Mowing, fertilization, aeration, and weed control.
  • Tree and Shrub Care: Pruning, disease management, and removal.
  • Garden and Flower Bed Maintenance: Planting seasonal flowers, mulching, and weeding.
  • Irrigation System Management: Installation, repair, and seasonal adjustments.
  • Hardscape Maintenance: Cleaning walkways, patios, and other non-plant features.
  • Seasonal Services: Leaf removal in the fall and snow and ice removal in the winter.

These services are needed for a wide range of public properties, such as federal office buildings, military bases, public parks, state universities, municipal city halls, and even the landscaping along public highways.

Key Steps to Prepare Your Business for Government Work

Before you can bid on a contract, you need to ensure your business is properly registered and meets the government’s requirements. This foundational work is non-negotiable and sets you up for success.

1. Formalize Your Business Structure

If you are operating as a sole proprietor, consider forming a more formal business entity like an LLC or S-Corporation. This not only offers liability protection but also presents a more professional image to government agencies. Ensure you have all necessary state and local business licenses.

2. Register with the System for Award Management (SAM.gov)

To do business with the U.S. federal government, you must register in the System for Award Management, or SAM.gov. This is the official, free-to-use government portal. During registration, you will be assigned a Unique Entity ID (UEI), which has replaced the old DUNS number. This ID is your company’s official identifier for all federal contracting.

3. Identify Your NAICS Codes

The North American Industry Classification System (NAICS) is used by government agencies to classify businesses. You need to identify the codes that apply to your services. The most common code for landscaping is:

  • 561730: Landscaping Services

Other related codes might include 541320 (Landscape Architectural Services) or 561790 (Other Services to Buildings and Dwellings), depending on the specific work you do.

4. Explore Small Business Certifications

The federal government sets aside a certain percentage of its contracts for small businesses. You may qualify for special programs that give you a competitive edge. Look into certifications from the Small Business Administration (SBA), such as:

  • Small Business: The most basic designation.
  • Woman-Owned Small Business (WOSB)
  • Service-Disabled Veteran-Owned Small Business (SDVOSB)
  • 8(a) Business Development Program: For small, disadvantaged businesses.

These certifications can open doors to contracts that are specifically reserved for companies like yours.

Where to Find Government Landscaping Contracts

Once your business is properly registered, you can start searching for opportunities. Bids are posted publicly, but you need to know where to look.

  • Federal Contracts: The primary source for all federal opportunities is SAM.gov. You can use its advanced search features to filter by NAICS code (like 561730), location, and keywords like “grounds maintenance” or “landscaping.”
  • State Contracts: Each state has its own procurement website. A simple web search for “[Your State Name] procurement” or “[Your State Name] bids” will usually lead you to the official portal. These sites list contracts for state agencies, parks, and universities.
  • Local Contracts: For city and county work, you’ll need to check their individual websites. Look for a “Purchasing,” “Procurement,” or “Bids & Proposals” section on the official website for your city, county, or local school district. These smaller contracts are often a great way to get started.
  • Subcontracting: Don’t overlook the opportunity to work as a subcontractor for a larger company. Large construction or facilities management firms that win major government contracts often need to hire specialized companies for landscaping. You can find prime contractors on government award notices and reach out to them directly.

Crafting a Proposal That Stands Out

Finding a bid is only the first part. Winning it requires a detailed, professional, and competitive proposal. Government contracting is not about being the cheapest; it’s about providing the best value.

Read the Solicitation Carefully: Every detail in the Request for Proposal (RFP) or Invitation for Bid (IFB) matters. Pay close attention to the scope of work, required insurance levels, bonding requirements, and submission deadlines. Missing a single requirement can get your bid disqualified.

Highlight Your Experience and Qualifications: Clearly detail your company’s history. Provide examples of similar projects you have completed. Include information on your team’s certifications, such as arborist licenses or pesticide applicator licenses.

Provide Detailed and Transparent Pricing: Break down your costs clearly. Show the contracting officer exactly what they are paying for. This could include labor hours, material costs, and equipment fees. Your pricing should be competitive but realistic enough to cover your costs and make a profit while delivering high-quality service.

Emphasize Your Safety Record: Government agencies are extremely risk-averse. A strong safety program and a clean record can be a major selling point. Mention your safety training procedures and any relevant credentials.

Frequently Asked Questions

Do I need special insurance to win a government contract? Yes, almost certainly. Most government contracts require specific levels of General Liability, Auto Liability, and Workers’ Compensation insurance. Some larger projects may also require you to obtain a performance bond, which guarantees you will complete the work as specified.

Can a small, one-person landscaping business win a government contract? Absolutely. Many local government contracts for small parks, libraries, or municipal buildings are perfectly suited for smaller businesses. These are excellent entry points to build your experience and reputation in the public sector.

How long does it take to get paid by the government? While the government is known for being a reliable client, payments are not instant. The Prompt Payment Act generally requires federal agencies to pay invoices within 30 days of receipt. State and local timelines can vary but are usually consistent.