How to Break into the Hardscape Industry
According to the recently released 2025 Contractor Industry Report from the Concrete Masonry & Hardscapes Association (CMHA), the top three ways hardscape contractors recruit employees are:
- Word of mouth/staff recommendations (84%)
- Internet job listing services (50%)
- Company websites (42%)
If you’re looking at this list and thinking, “Word of mouth sounds great, but I don’t know anyone in the industry,” you’re not alone.
The good news? You don’t necessarily need connections to break in. You just need the right approach.
The Research-First Approach
Frank Bourque, a landscape and hardscape business consultant and founder of the Landscape & Hardscape Business Success Summit, explains that word-of-mouth hiring isn’t just about having hardscaping insider connections.
He said you don’t need to know someone to get hired in the hardscape industry, as long as you do your homework first. Bourque’s approach centers on genuine research and personalized outreach.
Before reaching out to any company, you need to become genuinely familiar with their work, he said. This means diving deep into their website to understand their services, values, and recent projects.
Social media can be your window into their company culture. Scroll through their Instagram and Facebook to see not just their finished work, but how they present their team and approach their craft. Pay attention to their equipment and capabilities, noting what types of projects they specialize in.
The goal isn’t just to gather information for the sake of it. You’re looking for specific things you genuinely admire about each company so you can speak authentically about why you want to work there.
Make a Personal Connection
Once you’ve done your research, Bourque suggests making a personal connection through thoughtful outreach.
Try sending a personalized email. The following template is based on Bourque’s approach, but it is always better to use your own words to show that you’ve done your research! For example:
Dear [Owner/Manager Name],
I hope this message finds you well. My name is [Your Name], and I am writing to express my interest in potentially joining your team at [Company Name].
After researching your company extensively, I am impressed by the quality of work showcased on your website and social media platforms. Your recent [specific project/post] particularly caught my attention, and it’s clear that your team maintains high standards and takes pride in their craftsmanship. I was also impressed by [specific equipment/capability/value you noticed] and the professional way your team presents themselves online.
I am actively seeking to begin my career in the hardscape industry and am drawn to [Company Name] because of [specific reasons based on your research – their approach, values, types of projects, etc.].
While I may be new to hardscaping, I bring [relevant skills/experience/qualities] and am eager to learn from experienced professionals.
Would it be possible to schedule a brief meeting to discuss potential opportunities with your team? I would welcome the chance to learn more about your company and share how my background and enthusiasm could contribute to your continued success.
Thank you for your time and consideration. I look forward to hearing from you.
This approach demonstrates that you’ve taken time to understand their business. You’re not just looking for any job. You’re interested in their company in particular.
The Power of the Follow-Up Question
Perhaps the most important part of Bourque’s strategy comes when a company can’t hire you immediately. Instead of walking away disappointed, he suggests asking one crucial question: “What advice would you give to someone with my background and experience?”
This question transforms a rejection into a learning opportunity and often opens doors you didn’t expect.
The company leader might tell you exactly what skills to develop to become hireable later or they might offer you a different position that could lead to what you ultimately want. Sometimes they’ll even reconsider their initial response and find a way to bring you on board.
Why This Personalized Research-First Approach Works
This approach makes hardscaping businesses feel recognized and appreciated for their work.
“I almost guarantee that your name is going to pop up somewhere high on the list when they need to interview,” Bourque said.
With this approach, you don’t wait to be recommended. Instead, you actively shape the word of mouth about you as an aspiring hardscaper.
“For anyone trying to get in, just sell that first job. Knock on doors, pitch a small walkway or patio, even offer to do cleanup or base prep for another established hardscape contractor. Don’t wait for a golden referral – create your own momentum,” said Sam Gembel, the Owner and Founder of Atlas Outdoor. “The best hires I’ve made didn’t have a ton of experience or connections. They had grit, showed up, and proved they belonged. We can train the knowledge and build the experience.”
When you demonstrate that you’ve noticed what they do and that they seem to be doing it well, people pay attention. It shows genuine interest, initiative, and respect for their expertise.
Making Online Applications Work
While personal outreach is powerful, don’t ignore internet job listings – the second most common way hardscaping contractors hire.
When you do apply through job boards, treat each application like a mini version of the personal approach. Reference specific projects you’ve seen on their website, highlight transferable skills from other industries, and express genuine enthusiasm for learning the trade rather than just needing employment.
“A personalized message or a short video beats a cookie-cutter résumé every time,” Gembel advised.
Company websites, the third most common recruitment tool, should be your research goldmine. Use their career pages, project galleries, and company information to understand their specialties and values. Then incorporate these insights into your outreach, whether it’s through their website contact form or a direct approach.
Beyond Your First Job
As you gain experience in the hardscape industry, your reputation becomes even more important. Numerous opportunities open up. You might continue working for contracting companies, move into positions with suppliers, transition into teaching and training roles, or eventually start your own business.
Bourque emphasizes that you can “move up really quick if you are around the right people,” making that first job crucial for building the right network and learning from experienced professionals.
The key is viewing your first position as the foundation for a long-term career rather than just a paycheck. When you approach it with this mindset, you’ll naturally gravitate toward companies and people who can help you grow.
“Reputation is currency. Once someone’s in the door, that word travels fast. The best way to build a solid name in this trade is to show up early, over-communicate with clients, own your mistakes, and make the jobsite better than you found it,” Gembel said. “…Clients remember, crews talk, and opportunities follow. Good or bad, your name becomes your brand, so build and protect the heck out of it. At the end of the day, the industry still rewards those who hustle, stay humble, and get the results.”
The Industry Need is Real
The CMHA report identifies workforce shortages as one of the most significant challenges facing hardscape contractors – a consistent concern from 2017 through 2025. This means companies are actively looking for motivated individuals willing to learn the trade.
Your job is to show them you’re worth taking a chance on, even without industry experience.
The hardscape industry offers excellent opportunities for those willing to work hard and learn.
While word-of-mouth hiring might seem like a barrier, it’s actually an opportunity to stand out through genuine interest, thorough research, and professional approach. Your career in hardscaping starts with that first conversation. Make it count.
