Why Turnover Is Lying to You: What Every Landscaping Business Owner Needs to Know
When it comes to running a landscaping business, it’s easy to assume that bigger turnover equals success. A busy diary, multiple high-value projects, and a long waiting list for new work feels like proof you’re doing everything right.
But in my experience, that assumption can be dangerously misleading. Busy doesn’t always mean profitable, and without clarity on the numbers, a thriving-looking business can actually be under-performing, stressful, and unsustainable.
In this post, I’m going to unpack why turnover isn’t the best indicator of success, what to look for instead, and how to make sure your business is genuinely thriving — not just busy.
The Illusion of Turnover
When I first scaled a high-end landscaping business, turnover was our pride and joy. We were hitting six figures, expanding our team to 15 staff, and winning awards — 38 industry awards in total. From the outside, everything looked perfect.
But underneath, the overheads were spiralling, project margins were squeezed, and our cashflow was unpredictable. It was only when we looked closely at actual profits, job costings, and cashflow forecasts that we realised our business wasn’t as healthy as it appeared.
This is a pattern I see over and over with owner-led landscaping businesses:
Jobs are under-costed, leaving little margin for unexpected issues.
Labour, materials, and time creep silently eroding profit.
Owners focus on revenue and growth but neglect the systems and numbers that underpin sustainability.
Why Numbers Matter More Than Turnover
Turnover tells you how much money is coming in — but not how much you’re keeping. Without clear visibility of margins, overheads, and cashflow, you’re making decisions in the dark.
Here are the 3 key numbers every landscaping business owner must know weekly:
True Job Margin – What did each job actually make after labour, materials, and overheads?
Monthly Overhead Break-Even – How much work do you need to cover rent, vehicles, wages, and other fixed costs?
12-Week Cashflow Forecast – Where is your money actually going, and when might you hit a shortfall?
Understanding these numbers gives you a real-time “health check” on your business, so you can make decisions based on facts, not guesswork.
Shifting the Focus: From Busy to Profitable
Instead of asking, “How do I win more work?” start asking:
“How profitable is the work I’m already winning?”
This subtle shift in perspective changes everything:
It uncovers hidden profit leaks.
It prevents burnout from overloading the diary.
It allows you to focus on high-value tasks, like planning, delegation, and strategic growth.
It makes scaling intentional, not reactive.
In my coaching practice, this is often the first breakthrough clients have: understanding that numbers + systems = control, and that control is the foundation for stress-free growth.
Takeaway
Turnover can make your business feel successful — but it can also hide underlying issues that quietly eat profit and create stress. By tracking margins, understanding overheads, and forecasting cashflow, you can start making decisions that actually move your business forward.
Remember: limitless doesn’t mean bigger — it means profitable, controlled, and sustainable.
5 FAQs About Turnover and Profit in Landscaping Businesses
1. Why isn’t high turnover always profitable?
High turnover only measures revenue coming in. Profit depends on costs, job margins, and overheads, which can quickly eat into that revenue if not managed.
2. How do I know if my jobs are actually profitable?
Start by calculating true job margins — include all labour, materials, subcontractors, overheads, and your own time. Compare the margin to your expected profitability.
3. What’s the first number I should track in my landscaping business?
Your monthly overhead break-even is a good starting point. It tells you how much revenue you need just to cover fixed costs, so you know how much “profit” you’re actually making.
4. How often should I check my cashflow?
A rolling 12-week cashflow forecast, reviewed weekly, gives you enough foresight to make informed decisions and avoid surprises.
5. How can I use these numbers to grow my business sustainably?
Once you know your margins and cashflow, you can:
Decide which projects to pursue
Price jobs correctly
Plan for hiring or expansion
Reduce stress and workload while improving profitability
Listen to the full episode here
If you want to see how profitable your business really is, message me for my The Landscaper’s Profit Pricing PDF - paula@thelandscaperscoach.co.uk