Why relationships are your best investment

In the landscaping business — and in life — you can’t do it alone. No one can. You might have the best equipment, crews and an unbeatable work ethic, but without good people around you? As they say in the movies, “forget about it.” Andrew Carnegie, the world’s first confirmed billionaire, built his success with a trusted inner circle of skilled partners and advisers. Like many high achievers, he surrounded himself with people who elevated his thinking and helped him execute big plans.

The older I get, the more I realize that relationships are everything. I believe honesty, reliability and trust are essential. Over the years, the long-term connections I’ve made — with clients, employees, suppliers, even competitors — have proven priceless.

In fact, I first met each of the six other Harvesters in our group at trade shows, speaking events or companies I worked with. The relationships we enjoy are truly amazing.

Let me explain why they matter so much.

Why relationships matter in business

They grow your business. When I was just starting out, I helped a new property manager get on his feet. As a result, the owner of his firm connected me with a $275,000 annual contract — an incredible opportunity in just my third year of business. Years later, the last major job I landed before selling my company — a $2 million-a-year contract — came through a referral from a commercial cleaning account manager. Opportunities like these don’t appear out of thin air; they come from building trust, one person at a time.

They pull you through tough times. I’ve been through my share of downturns. When my business hit a rough patch, it was a friend who stepped in and helped me turn things around. In tough times, it’s not your tools or trucks that save you — it’s your relationships.

They keep your team strong. People don’t leave companies — they leave bosses. Knowing this, I made a point to build strong personal relationships with my managers, and that resulted in a culture of trust. In 30 years, only one account manager ever left. Oh, and after he did, he got me a huge contract where he was the facility manager.

They build your brand and reputation. Landscaping is a small world. People talk. When you build credibility, others will vouch for you — even when you’re not in the room. That kind of goodwill is more powerful than any marketing campaign.

They increase your business value. Loyal clients, long-term employees and reliable vendors all drive value. When it comes time to sell your company, buyers don’t just look at your numbers — they look at your relationships.

How to build strong landscaping business relationships

Be dependable. Return calls. Be on time. Finish what you start. Reliability might sound simple, but it’s one of the most underrated strengths in business.

Keep your word. If you say you’ll do something, do it. And if you mess up? Own it. Integrity is measured by how you respond when things go wrong.

Be authentic. Don’t treat every interaction like a transaction. Ask about someone’s family, their weekend plans or how their team’s doing this season. People remember that and it builds friendship.

Give without keeping score. Share a lead. Lend a tool. Offer advice. I once loaned money to help a new business owner start out. Not only did he pay me back in spades — we’ve been close friends ever since.

Stay connected. Don’t wait until you need something to reach out. A simple text or get well card can go a long way. The small gestures are what build lifelong loyalty.

The bottom line: get out and meet people

Get out there. Join your local Chamber of Commerce. Get involved in groups like BOMA or IFMA. Be active in your state landscape association. Volunteer with nonprofits like Project EverGreen.

And don’t miss the big national conferences — like the Lawn & Landscape Technology Conference in Las Vegas.

You’ll learn, grow and meet people who may just change your life — like they did mine.

Relationships take time. But when you build them — and nurture them — they become your most valuable asset. Because when you invest in people, they’ll invest in you.

Finally, if you’re not the type of person who can develop relationships, hire someone who can. You won’t regret it.