How to be an award-winning landscaper

The most impressive landscape builds aren’t just the result of good design and execution – they come from businesses set up to deliver reliable results, says Paul Southan, founder of Landscape Projects and a judge at the 2025 LOD Awards

I’ve seen many stunning landscapes in my role on the judging panel for Landscapes of Distinction (LOD) – but the ones that truly stand out aren’t just well-built; they’re well-run.

The difference lies beneath the surface: clear systems, smart pricing, professional documentation and a team that understands the importance of the customer journey and overall client experience.

So, what makes them different – and how do you get there?

The customer experience shapes the outcome

If you're not managing the customer journey with intent, you're leaving outcomes – and referrals – to chance.

One landscaper who started to manage customer journeys with intent commented: "It helped us step back and see the project through the client's eyes. Everything just runs smoother when you do."

From the first call to the final invoice, every touchpoint shapes how clients feel, refer and return.

Systems drive consistency

Award-winning businesses don’t start from scratch each time. They rely on:

• Clear quoting frameworks.

  
  

• Standardised procurement and scheduling.

  
  

• Clear processes for handling variations.

  
  

• Consistent handovers and communication.

When scopes are clear and systems are strong, teams know where every job stands.

Price to reflect the true effort

Strategic pricing isn't about charging more – it's about charging with purpose. That means:

• Knowing your true costs.

  
  

• Structuring proposals that reflect quality.

• Giving your team confidence to stand by the numbers.

  
  

Your pricing reflects your professionalism. Done right, it protects margins and supports stronger delivery.

Documentation builds trust

Strong documentation builds confidence and trust before you even set foot on site. Scope documents, proposals, exclusions and managing changes aren’t just paperwork – they shape expectations, reinforce professionalism and keep projects on track.

Presentation shapes perception

Even the most impressive builds can be overshadowed by unclear communication or underwhelming presentation.

In a world of templated emails and quick replies, meaningful conversations are often lost. Real engagement builds rapport, earns trust and gets work. Helping teams reclaim that connection is essential to building lasting client relationships.

The way you present your quotes, manage conversations and hand over a project speaks volumes about your standards.

Where landscape projects fits in

Landscape Projects is New Zealand’s first consultancy dedicated to helping landscape businesses improve pricing, strengthen systems, elevate the client experience and enhance sales communication.

We work across the business to help your team communicate better, deliver consistently and protect your reputation. Because it’s not just about the build – it’s about the business that makes it possible.

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Article by Paul Southan, Founder, Landscape Projects | Judge – 2025 Landscape of Distinction Awards.

Paul helps landscape teams sell with confidence and clarity by strengthening quotes, strategising sales, and building with precision. He works alongside landscape designers, contractors, clients and architects to align design with delivery – helping clients understand budgets early and make informed decisions.