Design/build alone won’t do it. Neither will mainly maintenance or only irrigation. But a selection of services? That’s one-stop-shopping for clients, and a profit builder and economic buffer for companies.
“You need to be able to insulate yourself from those downturns in the economy,” identified Ken Rogers, chief financial officer, HighGrove Partners, Smyrna, Ga. “We picked a ratio of design/build and maintenance, but most companies will tell you that you want to be primarily maintenance.”
For HighGrove, however, the goal is to shift their design/ build focus to 75 to 80 percent maintenance. This provides a constant cash flow, essential for future growth, and a safety net when working on large construction projects that might not pay for months, he added. Besides, an efficient maintenance operation will only enhance their design/build accounts as the company focuses on offering clients what Rogers calls a “cycle” of services. “Our ideal situation is that we get involved in the front end of the project with design, where we do the planning, construction and then maintenance,” he explained.
Besides a customer convenience, this full-circle involvement helps HighGrove build long-lasting relationships with its clients, and sometimes they will even ask the company to assess land before home construction begins, added President Bill Lincicome. “We’ll even do rezoning cases, where we take it through the process with the attorneys right into the conceptual designs, construction management and maintenance,” he said.
But providing multiple services requires many professionals – people who know their jobs well, Lincicome stressed. Add-on services are only valuable if they reflect the company’s quality standards – otherwise they might ruin a reputation.
Jim McCutcheon, the company’s chief operating officer, said the philosophy that design is “not just an add-on service” is part of what makes the company unique – and competitive. He stressed sticking to two keys when expanding company horizons. “Know your limitations and get the right people.” – Kristen Hampshire
For more information about HighGrove Partners, see Lawn & Landscape magazine's March issue.