Quick answer: Landscaping projects are usually priced by phase: design and site preparation, plants and materials with quantities, installation labor and any irrigation or lighting, with markup on materials and a separate line for warranty or establishment care.
Pricing methods for landscaping jobs
| Method | When it fits |
|---|---|
| Itemized project pricing | Installs with known plants, hardscape and materials. |
| Phased pricing | Larger designs the customer may build over several seasons. |
| Design fee plus install | Projects that need a plan before the install can be priced. |
You can use more than one method in the same business. What matters is that the customer can see which one applies to their estimate.
What drives the price of a landscaping job
- Plant sizes and quantities.
- Soil, grading and site preparation.
- Hardscape materials and base preparation.
- Machine access to the yard.
- Irrigation, lighting and warranty terms.
What to check before you quote
- Is there a design, or does it need one first?
- How will equipment and materials reach the yard?
- What is the soil and drainage like?
- Does the customer want to phase the project?
Write the answers into the scope of work. When the price later depends on one of them, the customer can see the assumption you priced on.
Worked example: front yard planting and mulch
This is the example job in our free landscaping estimate template. The quantities and prices are illustrations to show the structure, not price recommendations; use your own costs and rates.
| Line item | Qty | Unit | Example amount |
|---|---|---|---|
| Remove existing plants and debris | 1 | job | $380 |
| Bed preparation and soil amendment | 300 | sq ft | $450 |
| Shrubs, 3-gallon | 12 | each | $660 |
| Perennials, 1-gallon | 24 | each | $432 |
| Ornamental tree, 15-gallon | 1 | each | $320 |
| Steel bed edging | 80 | linear ft | $560 |
| Hardwood mulch, installed | 6 | cubic yd | $570 |
| Drip irrigation for new beds | 1 | job | $650 |
| Example subtotal | $4,022 |
Notice that each part of the price has its own line. A customer comparing your estimate with a cheaper one can see what the other bid may have left out, and you can discuss one line instead of defending the whole total.
Build your markup on real overhead
Whatever the method, a price has to cover four things: direct costs (materials and parts), labor at a loaded rate that includes payroll costs, overhead such as vehicles, insurance, software and the office, and profit. A simple check:
- Add up your yearly overhead and divide it by the hours you can bill in a year. That is the overhead each billable hour has to carry.
- Add it to your loaded labor cost per hour to get your break-even hourly cost.
- Add your profit margin on top, and use the result for both hourly and flat-rate prices.
Margin and markup are not the same: a 50% markup on cost is a 33% margin on the price. Decide which one you are using and apply it consistently.
Send the price, then follow up
Most landscaping estimates are not lost on price alone. They are lost when the customer goes quiet and nobody checks in. Agree on a decision date when you send the estimate and follow up once on that date. Our follow-up email templates give you the wording.
Want a ready-made layout? Download the free landscaping estimate template in Excel, Word or PDF, or see how SprigDeal handles a landscaping estimate from the first quote to the signed approval.
Frequently asked questions
How do I bid a landscaping job?
Measure the site, list plants and materials with quantities, estimate labor hours by phase, add equipment and disposal, then apply markup. Itemize by phase so the customer can adjust the scope.
Should I charge for landscape design?
Many landscapers charge a design fee and credit part or all of it if the customer books the install. State the rule on the estimate.