Learn more at SmartIrrigationMonth. org.
IRRIGATION POTENTIAL
Turn irrigation into opportunity
Capture more value from every property you maintain
By Noreen Rich, CAE, MBA
Photo credit: © Adobe Stock- Evgeniya Sheydt
Walk almost any property and you’ ll spot the same issues: brown patches breaking up otherwise healthy turf, water pooling along sidewalks, plants that just aren’ t performing the way they should. Most contractors notice these problems, mention them to the client and move on. But those same issues can be more than something to flag. They can be a starting point.
The reality is that most landscape contractors are already working alongside irrigation every day and seeing firsthand how systems perform, or don’ t. Turning those observations into revenue doesn’ t require a major shift. It usually starts with being willing to step in and fix what’ s clearly not working.
It fits the work you’ re already doing
Irrigation often gets treated as its own specialty, something separate from day-today landscape work. In practice, it fits naturally into what most crews are already doing.
Maintenance teams are usually the first to notice problems: overspray hitting hardscapes, dry spots, heads that aren’ t functioning correctly. Those issues translate easily into services like system checks, seasonal adjustments, and minor repairs.
From there, the work builds on itself. A quick fix leads to a recommendation. A recommendation leads to a system improvement. Over time, those small jobs turn into a broader role in how the landscape performs.
There’ s also steady repeat work built in— spring startups, midseason adjustments and winterization— all creating regular touchpoints with the client. You don’ t need to install full systems to make irrigation worthwhile. You just need to act on the opportunities already showing up.
One of the most common misconceptions about irrigation is that it’ s difficult to break into. It doesn’ t have to be.
Start small, then build
One of the most common misconceptions about irrigation is that it’ s difficult to break into. It doesn’ t have to be.
Most contractors begin with the basics: Offer inspections when you see obvious problems. Take on simple repairs. Get comfortable troubleshooting common issues. Look for ways to improve efficiency once you’ ve covered the fundamentals.
Even small fixes can make a visible difference. Adjusting a spray pattern or replacing a broken head improves performance right away and shows the client you’ re paying attention. When issues are resolved quickly and correctly, trust builds, often leading to additional work or larger improvements.
Over time, the work shifts. Instead of reacting to problems, you’ re helping prevent them and improve how the system runs as a whole. That’ s where irrigation starts to contribute meaningful, ongoing value.
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Knowledge drives results in every job
Equipment gets a lot of attention in this industry, and for good reason. The right tools improve speed, consistency and overall job quality. Knowledge delivers the same kind of return.
When crews understand how irrigation systems operate, they spend less time troubleshooting and more time fixing problems correctly the first time. That leads to faster jobs, fewer callbacks and better use of labor across the board.
Those gains show up in multiple ways: Landscapes perform better with less water. Crews aren’ t revisiting the same issues. Jobs stay on schedule with fewer interruptions.
Even small adjustments— like dialing in a watering schedule— can improve plant health and reduce waste. That matters to clients, too. Many property owners today are paying closer attention to water use and sustainability, and they expect their landscapes to reflect that. Contractors who understand irrigation can help them avoid waste, use resources more efficiently and make smarter decisions about their systems.
In many regions, those improvements are no longer optional. Drought conditions and local water restrictions are becoming a regular part of doing business, particularly when it comes to establishing new landscapes. Contractors who understand how to work within those requirements, while still protecting plant health, are better equipped to support their clients and avoid costly mistakes.
In the end, knowledge works alongside equipment to make your operation more efficient, more dependable and more profitable.
Getting past the hesitation
It’ s common for contractors to hesitate when it comes to irrigation. It can seem technical or outside the core scope of the business. In reality, most of those concerns fade once you get started. You don’ t need to learn everything at once or take on full installations right away. Start with the basics, apply what you learn and build from there. As experience grows, so does confidence. What felt unfamiliar at first becomes part of the routine.
The opportunity is already there
The strongest opportunities in this industry often come from work that’ s already in front of you. Irrigation is a clear example.
Adding irrigation to your toolbelt doesn’ t mean starting from scratch. It’ s about capturing more value from the work you’ re already doing.
For contractors willing to take that first step, it can become a practical and consistent way to grow the business without straying far from the work you already do.
SMART IRRIGATION MONTH:
Why it matters
July is Smart Irrigation Month, highlighting how efficient water use improves landscape performance and helps control costs.
Clients are paying closer attention to water use, and even small system improvements can reduce waste while improving results. Contractors with irrigation knowledge are well positioned to help.
Learn more at SmartIrrigationMonth. org.
Noreen Rich is the member engagement and industry relations director for the Irrigation Association and has over 12 years of varied experience working with the association, its members and the industry. She can be reached at noreenrich @ irrigation. org.