Client Success Story: From Price Battles to Profitable Landscaping

A landscape gardener based in Brighton came to me feeling frustrated with his business. He was constantly finding himself fighting on price just to win work, yet despite lowering his quotes he was only winning around 1 in 5 jobs.

Something clearly wasn’t right.

When we looked through several of his recent quotes and how he was approaching jobs, a few things immediately stood out.

First, he was discounting so heavily to try and win work that his profit margins had dropped to almost nothing. In fact, when we looked closely at one particular job, we discovered he had actually lost money on the project without realising it.

Second, the jobs he was winning were often the ones he didn’t really want. They tended to come from customers who were heavily focused on price, which usually meant lower profit and more headaches. In other words, he wasn’t attracting his ideal customer.

Third, winning only 1 in 5 quotes suggested there was a deeper issue. So we looked at who he was targeting, how he was positioning himself, and how he presented his quotes and prices to customers.

With some changes to his approach, things quickly started to shift.

Recently we caught up again and the difference has been huge. He is now winning around 1 in 3 quotes, while importantly keeping his prices higher and protecting his profit margins.

Even better, the type of work he is winning has changed. He’s now attracting the right kind of customers and the kind of landscaping projects he actually enjoys doing.

That change has had a powerful knock-on effect. Because he knows his prices are fair and his pipeline is healthier, he now approaches quotes with far more confidence. Instead of feeling pressured to drop his price, he’s comfortable explaining the value of what he offers.

And because he has more opportunities coming in, he’s no longer afraid to lose the wrong jobs. In fact, he can now choose which projects he wants to take on.

The result?

A more profitable business, better customers, and a business owner who is far happier and far more in control of his business.

If you’re a trade business owner facing similar challenges — constantly competing on price, winning the wrong jobs, or feeling like your quotes aren’t converting — I’d be happy to take a look with you and help find the right solutions.