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How Do You Get Commercial Tree Service Contracts?
Short answer: A tree company wins commercial work by getting its paperwork in order first: liability insurance, workers' compensation and any state license. Then meet the buyers: HOA boards, property managers, school and church staff and city offices. Offer a free walk-through, a written proposal and a yearly plan. Lead with proof and reliability, not the lowest price.
- Commercial buyers often want a certificate of insurance before the first site visit.
- Maryland requires a state license to do tree expert work, and the license number goes in written contracts.
- Louisiana has a separate Utility Arborist License for tree work along utility rights of way.
- Minnesota's checklist says tree work 12 feet or more above ground needs workers' comp classification 0106.
- Federal contracts go through SAM.gov, while cities and counties often buy tree work by bid.
- Most buyers check your website before calling back, so show insurance, license and real photos.
A commercial tree service contract is a written agreement to care for the trees on a property that is not a single-family home, often for a year or more. The customer is a business, a board or an agency. They pay by invoice, not on the driveway, and they want the same crew back next time.
This guide is for owners of small tree companies who do mostly homes today and want steadier work. It does not promise a result. It lays out who buys, what they ask for, and what to put on your website so they pick you.
Who actually hires a tree company for commercial work?
Different buyers want different things. Learn which one you are talking to.
| Buyer | What they usually need | Who decides |
|---|---|---|
| HOA or condo board | Yearly trimming of common areas, hazard removals, storm cleanup | The board, often through a property manager |
| Property management company | Quick response for many sites, fast quotes, one invoice | The property manager or a regional manager |
| Apartment and office complexes | Parking lot trees, limbs over roofs, safe walkways | On-site manager or owner |
| Schools, churches, campuses | Hazard trees near play areas and buildings | Facilities or business manager |
| Cities, counties and parks | Street trees, park trees, storm debris | Public works or parks office, often by bid |
| Utility line clearing | Trees near power lines | Utility or its prime contractor |
Utility work is its own world. In Louisiana, for example, the state agriculture department has a separate Utility Arborist License for tree work along utility rights of way (Louisiana Department of Agriculture and Forestry: Arborists). Other states handle it differently, so check yours before you bid on line clearance. For most small companies, HOAs, property managers and local institutions are the realistic first step.
What do commercial buyers ask for?
They ask the questions a homeowner asks, and then they ask for paper.
Proof of insurance
Many commercial buyers want a certificate of insurance before the first visit. Tree work is dangerous, and a client does not want to be on the hook if something falls or someone is hurt. Even state agencies tell homeowners to ask. New Jersey's tree expert board advises consumers to confirm a company is "fully insured in case an accident happens" (NJ Board of Tree Experts). Minnesota's Department of Agriculture tells homeowners to ask for copies of liability insurance and says that if a contractor has no coverage and an accident happens on the property, the homeowner could be liable for damages the contractor incurs (Minnesota Department of Agriculture: Checklist for Hiring a Tree Care Company).
A property manager will ask for the same thing, and often more. Call your insurance agent and ask for a certificate you can send the same day. Some commercial clients also ask to be named on the certificate, so ask your agent how that works for your policy.
Workers' compensation
Minnesota's checklist says sole proprietorships are exempt from the workers' compensation requirement, and that a company trimming trees 12 feet or more above the ground must carry classification 0106 (Minnesota Department of Agriculture). Your state's rules will differ. Whatever they are, have the proof ready.
A license, registration or both
Some states license tree companies and some do not. In Maryland, a person may not do the work or business of a tree expert without a state license, and a licensed tree expert's written contract must show the license number (Maryland DNR: Licensed Tree Expert). Our Maryland page and the guide on tree service licensing and insurance show how to put this on your site.
Safety
Tree care has real hazards. OSHA says tree care hazards fall under specific OSHA standards for recordkeeping and general industry, and it publishes guides on electrical contact and on falls and falling objects (OSHA: Tree Care). A commercial client's risk manager may ask how you handle both. Have a one-page safety summary: how you work near power lines, how you set up work zones, what protective gear the crew wears. Write it in plain words and keep it true.
References and photos
Commercial buyers like to call another property manager. Keep a list of two or three clients who agreed to be a reference, with their names and numbers. Get permission before you share any of this.
How to go after commercial tree work, step by step
1. Fix your paperwork first
Before you knock on any door, gather these in one folder:
- Certificate of insurance (liability, and workers' comp if required)
- State or local license or registration, if your state asks for one
- W-9 form (a tax form many businesses ask for before they pay a new vendor)
- One-page safety summary
- A short company bio with the names of any ISA Certified Arborists on your crew (see how to show ISA certification on your site)
- Three before and after photo sets, with the owner's permission
If you cannot send these within an hour of being asked, you lose to the company that can.
2. Pick one type of client and one area
Do not try to sell to everyone. Pick one kind of buyer in one area. A solo owner in Greenville, South Carolina (an example) might choose HOA communities within 20 minutes of the yard. A bigger crew might add schools and churches. Narrow focus makes every call and every page easier.
3. Find the real decision makers
For an HOA, the buyer is usually the property manager or a board member who handles grounds. For an apartment complex, it is the on-site or regional manager. Call the office and ask, "Who handles tree and grounds vendors?" Then ask for that person by name.
Ways to find them:
- Drive neighborhoods and complexes where you can see overhanging limbs, dead trees or storm damage. Write down the management company on the sign.
- Look up the management company's website and find the regional manager.
- Ask your best residential customers if they sit on an HOA board. A board member who liked your work is the warmest lead you have.
- Check the public notices of your city or county for bids on tree work.
4. Offer a free walk-through, not a sales pitch
Ask for 30 minutes on site. Walk the property with the manager. Take notes and photos. Point out what is urgent, what can wait, and what is fine. This one visit does more than any flyer, because you look like an expert and not like a salesperson.
Do not offer free work. Offer a free look and a written proposal.
5. Send a written proposal within two days
A good proposal fits on one or two pages:
- The property and the trees covered
- The work, by priority (urgent hazards, this season, next year)
- The price for each item, or a clear way you price
- A start date and how long the job takes
- Your insurance and license details
- What happens after a storm
Keep it plain.
6. Offer a yearly plan
The prize is a recurring agreement: one visit in the fall or winter for pruning, plus priority calls after storms. Price it clearly and let the manager see what they get for the year. Some boards like this because it sets a budget line and avoids surprises.
You should not promise a response time you cannot meet. If you say "same-day storm response," make sure you can send a crew.
7. Follow up on a schedule
Property managers are busy. A call or email a few days after the walk-through, and again two weeks later, is normal. After you win, check in once a quarter. Ask what trees worry them, and send a short list of what you saw.
8. Keep the paper clean
Send invoices on time, with the property name and job date on them. Answer emails within a day. Keep it easy for the manager to say yes again.
What to put on your website for commercial buyers
Most commercial buyers will look at your website before they call back. A short page for them can help a lot. Here is what it needs.
| Page element | What to write |
|---|---|
| Commercial page | A heading like "Tree service for HOAs, property managers and businesses" |
| Who you work with | The kinds of properties you serve, in plain words |
| Proof of insurance | "Certificate of insurance available the same day on request" (only if true) |
| License line | Your license or registration, with the number, if your state has one |
| Safety | A short summary of how you work |
| Photos | Real projects, with permission, not stock images |
| Contact | A phone number and a short form for property managers |
Our checklist on what a tree service website should include covers the pages every site needs, and the hub guide on what a contractor website should include shows how this looks for other trades. A commercial page works best when it links to your service pages for removal, pruning and storm work, so a manager can see the whole list of what you do.
Also check your Google profile. Property managers search "tree service near me" like everyone else, and your reviews are the first proof they see. Our guide on review request texts for tree services shows how to ask after commercial jobs too.
Government work
Cities and counties often buy tree work by bid, and the rules differ by place. Federal contracts go through SAM.gov, where organizations register to bid on government contracts and apply for federal assistance, and where registration assigns a Unique Entity ID (SAM.gov: Entity registration). Most small tree companies start with their own city, county or school district. Ask the purchasing office how to get on the vendor list. Do not buy a "bid service" before you know what the office asks for.
Mistakes that cost small tree companies contracts
- No certificate of insurance ready. The manager moves on.
- Pricing by guess. Look up what comparable jobs cost you, then price with margin.
- Promising speed you cannot deliver. One missed storm call can end a contract.
- No written proposal. A text with a number is not a proposal.
- Showing stock photos. Commercial buyers want to see your real work.
- Chasing too many types of clients. You get no references that mean anything.
Common questions
Do I need a license to bid on commercial tree work?
It depends on your state. Some states require a tree expert or arborist license, some require registration, and many require neither. Maryland, Louisiana, Minnesota and New Jersey are examples of states with their own tree rules. Check your state agency, then show whatever applies on your website.
How much insurance do I need for commercial customers?
There is no single number. Your state may set one, and the client may ask for their own minimum in the contract. Ask your insurance agent what limits are typical for commercial tree work, and ask each client what they require before you bid.
How do I find HOAs and property managers near me?
Look at the signs on the properties you drive past, search the management company's name, and ask your current customers who sit on boards. You can also visit local property management offices and ask who handles tree vendors.
Should I lower my price to win commercial work?
Not as a first move. In our view, commercial buyers weigh insurance, safety and reliability heavily. A price cut hurts your margin and tells them nothing. Lead with proof and a clear proposal, then adjust the scope if the budget is tight.
Can a website really help me win commercial contracts?
It helps because managers check it before they call you back. It cannot replace the walk-through or the paperwork. A clear commercial page, real photos and your license and insurance details make that check easy.
See what a commercial page looks like
You can see a free demo site built for tree services.
Sources
- Louisiana Department of Agriculture and Forestry: Arborists (2026)
- Maryland Department of Natural Resources: Licensed Tree Expert (2026)
- Minnesota Department of Agriculture: Checklist for Hiring a Tree Care Company (2026)
- New Jersey State Board of Tree Experts (2026)
- OSHA: Tree Care (2026)
- SAM.gov: Entity registration (2026)
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