Tag: breaking into the industry

Beyond the Classroom: Why One Professor Takes His Students to Compete at Hardscape North America

Brigham Young University’s landscaping program works to shape the next generation of outdoor design professionals. These students have the opportunity to not just learn in the classroom, but to also gain experience on a national stage.

Greg V. Jolley, PLA, ASLA, Professor of Plant and Landscape Systems, often brings a team of students to the annual National Competition at Hardscape North America, where they test their skills against some of the best in the country.

But for Jolley, the competition isn’t just about trophies. It’s about giving students real-world confidence, hands-on experience, and the chance to see themselves as future leaders in the industry.

From Theory to Practice

Jolley’s own path to teaching started after five years of professional practice at a landscape architecture firm in Jackson, Wyoming. When an opening came up at his alma mater in 2003, he jumped at the chance to return. For him, this was a return not just to BYU, but to the same campus where his father had been a professor.

“To be able to go back and have the opportunity to teach in the same place he did, and to be able to teach the topic I loved, it was a no-brainer,” Jolley said.

That real-world experience has proven invaluable in the classroom. Four-year universities excel at teaching theory, Jolley noted, but hands-on skills can be harder to incorporate into the curriculum.

That’s where competitions like Hardscape North America come in.

Hands-On Learning, Real-World Results

BYU has been involved in landscape competitions since the late 1990s, and Jolley has been part of that effort since he arrived back on campus. To bridge the gap between classroom learning and practical skills, he formalized a partnership with BYU’s grounds department in 2003, requiring all students to work there for at least one semester.

“Most students would end up working for more than just one semester,” Jolley said. “They may end up working for two years, three years. If they get into that program early enough, sometimes even gain four years of experience.”

Competitions build on that hands-on foundation by offering a deep dive into specific skills.

“In the case of hardscape installation, just in the preparation leading up to a competition, they can gain hours upon hours of experience,” Jolley said. “It gives them a little bit more depth in the subject than we could otherwise provide as professors or in an academic setting.”

When Jolley asks students about their competition experience, one word comes up repeatedly: invaluable.

“Just to be able to observe professionals doing the work and being able to talk with them and get feedback from them. You have such skilled laborers installing these hardscapes, and just being able to watch them for a couple of rounds of the competition is invaluable,” he said. “I think it generates more ideas in their mind of ways that they can go about their work.”

More Than Just Hard Skills

Jolley also emphasizes that competitions teach soft skills, critical skills that every professional needs.

“We oftentimes think of the install as being just hard skills and that’s it,” he said. “But the soft skills of communication—how do you communicate with one another? How do you problem solve? You might be in the middle of the competition and you have to pivot or adjust what your original strategy was.”

Jolley also encourages his students to stay connected with professional associations, to educate others, and to support their fellow practitioners.

“We want our students to have as they go out into the world a desire to continue to learn and continue to serve in whatever communities that they’re in,” he said.

It’s a philosophy reflected in BYU’s motto: “Enter to learn, go forth to serve.”

“We try and emphasize that to our students that go out into the industry,” Jolley said. And it’s a principle he embodied in his own career trajectory from student to practitioner to educator.

Whether students end up installing patios, designing outdoor spaces, or another industry entirely, the skills and connections they gain at competitions like Hardscape North America become part of a foundation that lasts a lifetime.

Entrepreneur vs. Employee: Which Path is Right for Aspiring Hardscapers?

Every hardscaper faces a big decision at the start of their career: should you begin by building your own business or gain experience by first working for someone else?

Both routes have their pros and cons. Running your own company means independence, but also risk; working as an employee offers stability and mentorship, but less freedom.

If you’re an aspiring hardscaper wondering where to begin, advice from a few industry professionals can help you find the path that fits your personality, goals, and lifestyle.

Learning Then Leading

Dan Hughes, President of Segmental Systems Inc., spent nine years working for a landscape company before eventually purchasing an established hardscape business. That time as an employee was an education.

“I constantly observed how things were done, good and bad, and compared it all to other companies in the area,” Hughes said. “I learned all the basics of landscaping, sprinklers, different construction methods, and even some landscape maintenance.”

More importantly, he gained crucial management experience.

“The longer I was there, the more experience I got running/managing crews, dealing with customers, knowing what we needed for supplies for the day, planning for the next several days, equipment repair and usage,” he said.

However, Hughes is candid about what he didn’t learn as an employee.

“What I never learned was sales, estimating, overhead, payroll, taxes, and the business end of it all,” he said.

When Hughes started working for Segmental Systems with the intent to purchase it, the owner made it his mission to teach him as much as he could during the transition.

Looking back, Hughes appreciates the foundation his employment years provided, but he also acknowledges the value of buying into an established operation.

“You avoid the struggles of having to do all the work yourself while still trying to find work and build a business. That’s a tall hurdle and I applaud those who have done it successfully. It’s a grind to get there for sure. But buying something existing, partnering up with an established business allows you to focus on building and making things better rather on fighting to survive,” Hughes said.

“…If I were to do it all over again, I would definitely work in the trade for a quality contractor and look to buy in or out that company. Starting from scratch is quite risky, and extremely volatile in the dips in the economy.”

Finding the Right Employer

Weston Zimmerman, founder of SynkedUP, experienced a transformative shift in how he viewed employment, one that ultimately prepared him for entrepreneurship.

Starting as a teenager at Tussey Landscaping installing water features and koi ponds, Zimmerman admits he was initially “your average employee” who “worked hard when I was there, but I wanted the Fridays off and I wanted to go do this, I want to go do that.”

Everything changed after he got married and his priorities shifted. At an Aquascape convention in Chicago, hungry to make more money, he approached CEO Greg Wittstock about job opportunities.

“He looked at me like I had three heads,” Zimmerman said. “And I said, ‘Well, I just want to make more money,’ and you can see that he had heard this 100 times. He said, ‘Go back and talk to your boss and ask him what can you do to make the company more money, so that you can make more money.’”

Zimmerman never looked at employment the same way again.

“My mindset, my perspective as an employee shifted forever from that moment on,” he said.

That shift led Zimmerman to become not just a crew lead, but also Director of Marketing at Tussey, launching their social media presence, YouTube content, filming and editing, and managing their website.

Both Zimmerman emphasizes that not all employment experiences are created equal.

“There’s a key ingredient that has to exist and that is the owner of that company has to be willing to give you the autonomy. I could’ve had the exact same story at Tussey Landscaping, but with a different owner that wasn’t willing to give me the rope to climb and it would’ve failed for both of us,” Zimmerman said.

Instead, Zimmerman was able to really have a seat at the table at Tussey and started to offer ideas for business processes and process optimization. That experience eventually led him to founding SynkedUP, a software company that’s transforming how hardscaping businesses operate.

“I actually would probably encourage going and working for someone for a while, but I would also say in the same way that the employer is interviewing you, in your own mind be interviewing the employer,” Zimmerman said. “If you’re going to work for someone, be considerate and thoughtful about who you’re choosing to work for because that’s a key part of the equation in making that successful.”

Built for Independence

Outside of three years in the military, Gary Stowe, President of Stowe Contracting, Inc., has worked for himself since he was 13. For him, entrepreneurship isn’t just a preference, it’s a necessity.

“I’m not a good employee,” Stowe said. “That’s kind of what people need to understand if they want to go in business. It can’t be, ‘I’d like to go in business.’ It’s, ‘I have to go in business.’”

Stowe’s career path in hardscaping has been unconventional. With a nursing degree and three years in the Army, he spent a decade running an auto repair shop before transitioning to construction in the late 1980s. But while these fields seem widely varied, Stowe said they all really come down to his passion for fixing things.

Each career shift also taught him something valuable about business operations, pricing, and customer relationships, lessons that helped him build a successful hardscaping company.

One pivotal lesson came during his struggling years in the auto repair business. Working 70-hour weeks, he accompanied his wife to their accountant for tax preparation. The accountant looked at their returns and said, “You know, you can apply for food stamps if you want.”

“That was kind of an epiphany for me,” Stowe said. The turning point came when he realized he needed to bid jobs properly and account for real overhead costs. “You can’t look at the job—the parts, the pieces of the job, the labor it takes to do the job—that’s only one small part of it. You’ve got overhead of just being in business, and you have to recognize that.”

For Stowe, the appeal of entrepreneurship is clear.

“The ability to make your own decisions, the flexibility to do that. The ability to turn down customers if it becomes necessary, to pick and choose who your customers are, the type of work you want to do,” he said.

He acknowledges the demands are real and that it is not a traditional 9-5 job. He keeps a notepad by his bed because he wakes up thinking about work and he stresses the constant planning and organization required to run a company. But despite the challenges, he’s found deep satisfaction in his path.

“It’s a very fulfilling lifestyle. It’s a great way to employ yourself and others,” he said. “It gives you a great deal of satisfaction, and it’s well worth all the heartache that you go through.”

The Employee’s Path

Elias Null, Optimas Specialist at Pave Tool, pushes back against the cultural assumption that entrepreneurship is the only path to success or fulfillment.

“Society pushes to have your own business and be your own boss. And that’s great! That really is awesome, but different personalities are different, and you don’t actually need to be your own boss to have a good life,” Null said.

For him, the focus isn’t on titles or ownership, it’s on personal growth.

“The goal for myself would be to be the best version of myself that I can be,” he said. “Life is like a creek, and if you’re just sitting on a creek in a kayak or canoe, you’re going to end up downstream. You have to stay rowing upstream if you’re going to have a better life.”

Null’s perspective is a reminder that career success isn’t one-size-fits-all. For those who thrive in structured environments and prefer to focus on craft over business operations, the employee route can be just as rewarding.

Finding Your Path Forward

Determining the right path for you really depends on honest self-assessment. Consider these questions:

Are you willing to learn the business side? As Hughes and Stowe discovered, field skills alone won’t sustain a company. You need to understand estimating, overhead, taxes, and cash flow or be willing to learn.
Are you energized or drained by business management tasks? If paperwork, bidding, payroll, and planning excite you—or at least don’t exhaust you—entrepreneurship might fit. If you’d rather focus purely on the craft, employment could be your path.
How do you handle uncertainty and financial pressure? Hughes notes that even with an established company, “there were a few times where work was sparse. Very stressful when you have a fairly large monthly payment on a business.” Can you weather those storms?
Do you need autonomy to be happy? Stowe’s realization that he couldn’t work for others came from recognizing his personality. Some people thrive with structure and clear expectations; others suffocate under them.
Can you find the right mentor? Both Zimmerman and Hughes benefited enormously from employers willing to invest in their growth. If you choose employment, choose carefully.

There’s no single right answer. The hardscaping industry has room for all approaches.

Whether you choose to work for a quality contractor, buy into an existing business, or strike out on your own from day one, success comes down to dedication, continuous learning, and being honest about who you are and what you need to thrive.

Want Hands-On Experience with Hardscaping Equipment? Tell Your Instructor About Tools for Schools

When landscape constructions students at SUNY Cobleskill stepped onto the historic grounds of the Lasell House in Schoharie, New York, they weren’t just on a class field trip. They were there to build something that would last.

Working with the Daughters of the American Revolution, the students got to lay out plans, prepare the base, and install a brand-new walkway as part of their landscape construction course.

For many of them, it was their first time using the professional-grade tools they’d seen on job sites and in trade magazines. And it was made possible by a grant from the Tools for Schools program.

Funded by the ICPI Foundation and managed by the Concrete Masonry & Hardscapes Association (CMHA), Tools for Schools is revolutionizing how hardscaping is taught in colleges and vocational programs.

For Bryan Horr, P.E., Division Engineer of Segmental Pavements at CMHA, it’s all about giving students the kind of hands-on education that sticks.

“One of the things I always stress — and one of the things I know from experience — is that I learned best through hands-on learning,” Horr said. “This program gives students a chance to get that experience with real equipment, in real settings. That kind of learning stays with you.”

Tools for Schools is a grant program. Colleges and vocational schools that have a CMHA-trained instructor and a signed licensing agreement to offer CMHA’s Concrete Paver Installer course as part of their curriculum can apply for up to $20,000 to purchase hardscaping tools — compactors, screeders, saws, and other equipment essentials that are typically outside a school’s budget.

For the grant application, schools are asked to share what kind of program they are planning to teach or what kind of project they hope to accomplish, as well as the initial list of needed tools. Grant agreements must include a promotion plan recognizing the Tools for Schools grant as well as an ongoing maintenance plan for the tools to ensure it will benefit students for years to come.

Once the grant is awarded, the schools purchase the tools, then submit receipts for reimbursement. Many CMHA members also offer discounts to schools who have been awarded this grant, which helps stretch the dollars even further.

Horr said that many of the schools use the tools not only for instruction, but also for campus projects and community collaborations. The Tools for Schools program merges the classroom with the real world.

For many students, this is the initial step in gaining the experience required to get certified as a CMHA Concrete Paver Installer, build a portfolio of real-world work, and enter the workforce with a solid foundation —literally and figuratively.

“This is one of those opportunities that really helps shape the industry’s future,” Bryan says. “We’re helping schools build better programs, and we’re helping students walk into jobs with confidence and experience.”

So, if you’re studying horticulture, landscape construction, or anything that touches the world of hardscaping, here’s a chance to get better tools and the opportunity to lay pavers instead of reading about them.

Talk to your instructor. Ask if your school has considered applying for the Tools for Schools grant. It could change the way you learn and set you up for a career that’s built on something solid.

The Surprising Skill That Will Set You Apart in Hardscaping: Making a Phone Call!

If you’re looking to break into the hardscaping industry, you might have been focused on learning the technical skills, such as how to lay pavers, build retaining walls, operate equipment, or studying materials or sales techniques.

But there’s one skill that could set you apart from other job candidates and make you incredibly valuable to potential employers from day one – the ability to pick up the phone and actually talk to people.

Why This Skill Makes You Instantly Valuable

According to Vanessa McQuade, a marketing expert who works extensively with landscape and hardscaping professionals, “It seems super basic. But that is a huge thing. People are scared of the phone.”

McQuade has access to extensive call tracking data across the hardscaping industry, and what she’s discovered should get your attention.

“One of the biggest things for landscapers and hardscapers is they’re not picking up their phone,” she said.

Business owners are literally losing money because they can’t or won’t handle incoming calls properly.

Even when many professionals do answer their phones, they can miss crucial opportunities.

“If they do pick it up, just answering with a really nice voice makes all the difference,” McQuade said.

That first interaction sets the tone for everything that follows.

Standing Out in the Hiring Process

As a marketer, when McQuade asks hardscaping professionals what makes them different from their competitors, she’s looking for unique selling points.

One response that doesn’t come up nearly often enough? “We pick up our phone.”

“It honestly, is a huge difference,” she says. “It can be a good way to stand out among the crowd.”

As a job seeker, you can use this same principle.

When you’re interviewing for hardscaping positions, most candidates will talk about their physical abilities, their willingness to work hard, or their basic knowledge of the industry.

But imagine being able to tell a potential employer, “I understand that phone communication is crucial to your business success. I’m comfortable speaking with customers, I can represent your company professionally, and I know that every call could be worth thousands of dollars to your bottom line.”

If you can position yourself as someone who understands these challenges and has the skills to help solve them, you become much more than just another hire.

How to Develop This Skill Now

Particularly for Gen Z job seekers, there has not been as much opportunity to practice making and receiving telephone calls. It’s no longer the main function of phones. While people can do basically anything on their phone, the default is texting or voice notes or online chats.

Before you even have a job in hardscaping, you can work on developing your phone communication skills by doing the following:

Practice professional phone etiquette. Encourage friends or family to call you and work on answering calls with enthusiasm and clarity. Your greeting should immediately convey professionalism and helpfulness.

Learn to ask good questions. Practice gathering information over the phone. You’ll need this if you need to ask about projects, timelines, and customer needs in your hardscaping role.

Understand the business impact. Study how customer communication affects hardscaping business success so you can speak intelligently about it during interviews.

Role-play customer scenarios. Practice handling different types of calls – initial inquiries, follow-ups, scheduling, and problem-solving – with friends, family members, or other job seekers.

Your comfort with this skill can be a game-changer. When you walk into an interview, you’re offering to solve a real business problem that’s costing hardscaping companies money every day.

Your technical skills will develop with experience, but your ability to communicate professionally with customers is something you can master right now. It might just be the skill that gets you hired!

An Oasis of Opportunity at SkillsUSA 2025

Every year, the Concrete Masonry & Hardscapes Association (CMHA) looks forward to one of the most exciting events in the trades: the SkillsUSA National Leadership & Skills Conference.

SkillsUSA brings together an estimated 15,000 students, teachers, education leaders, and representatives from 650 national corporations and trade associations. With over 6,500 students competing in 114 hands-on skill and leadership competitions, the energy was absolutely electric.

For many students, SkillsUSA marks their first real exposure to such a wide range of career possibilities. Bryan Horr, P.E., Division Engineer of Segmental Pavements at CMHA, wants them to understand the benefits of a career in hardscaping.

“We always talk about working outside, being your own boss, lots of room to grow,” he said. “You don’t need to go to college—that’s one way you can go, but there are different paths. You can go through the trades or you can start your own business. The career opportunities are endless in the hardscaping field.”

CMHA uses their booth at SkillsUSA to creates an environment where young people can truly envision themselves building a future in hardscaping.

Horr described the CMHA booth as “kind of an oasis in the conference center.” Unlike the typical booths, the CMHA space featured beautiful hardscaping elements like pavers arranged into an inviting patio area, complemented by trees, bushes, plants, and flowers that created a refreshing green contrast.

“We had a lot of people come to the booth to talk to me about what was going on,” Horr said. “We’re a big attraction because we’re a green area with plants and trees and hardscaping items. It really stands out from all the other trades at the event.”

Embodying the real-world problem-solving and precision skills used in hardscaping, one of the highlights at the booth was CMHA’s “Tetris Tumble” game. Using large Tetris-shaped blocks, competitors had to carefully balance pieces on a rocking board, with the goal of making their opponent’s tower tumble first.

Winners earned a special edition CMHA SkillsUSA pin—a highly coveted item in the conference’s famous pin-trading tradition. These pins became an instant hit and helped draw a steady stream of curious students to the booth.

Horr said he enjoyed chatting with students who stopped by to explore their options.

“The thing that I was hoping students take away is that there are so many opportunities out there for their careers, their growth, and their development,” Horr said. “Just keep their minds open and do what they enjoy. If they like to be outside, hardscaping is a great opportunity. They’re just at the beginning of their lives, so there are many opportunities out there.”

CMHA’s participation in SkillsUSA is an ongoing commitment to nurturing the next generation of hardscaping professionals. Each year, CMHA returns with renewed energy and fresh ideas for connecting with students who might find their calling in the hardscaping industry.

Learn more about career opportunities in hardscaping and how you can get involved in shaping the future of our industry.

Questions That Get You Hired: Interview Advice for Aspiring Hardscapers

You’ve polished your resume and made it to the interview round. As the interview winds down, the hiring manager asks, “Do you have any questions for me?”

Why Questions Matter More Than You Think

When a candidate comes to an interview with prepared questions, it sends several powerful signals to potential employers.

“It shows that they’ve done a little bit of research,” said Caleb Bahler, sales manager at Pave Tool. “It shows that they’re actually interested. It’s showing that they actually really care about fulfilling a position.”

Beyond demonstrating interest, thoughtful questions reveal character traits that hardscaping employers value highly.

“It shows their dedication to prepping for it and being prepared for the interview. It also shows effort,” Bahler said. “…By them coming with questions, it shows that they’re willing to put in the work before they even know that they’re getting something in return.”

On the flip side, candidates who arrive without questions leave a distinctly negative impression.

“It gives the impression that they’re not detail oriented,” Bahler warns. “…They’re going to probably forget things in their job role. They’re not going to be very organized in their job role. Or that they just don’t really care about the job.”

Your Interview Preparation Strategy

The interview process should be a two-way street. While the employer is evaluating whether you’re right for their team, you should be evaluating whether they’re right for your career goals and values. Thoughtful questions help facilitate this mutual evaluation process.

“It goes both ways,” Bahler said. “As someone that’s trying to hire an employee, I think it’s important that they ask questions so you can see if they’re actually interested in finding out if it’s a good fit for them.”

Before your interview, Bahler recommends a thoughtful preparation exercise.

“I would challenge the individual to come up with the values that they think are most important for a job,” he suggests. “…For example, at the top of my list would be working for someone that is forward thinking and that looks out for the betterment of their employees. Go through and itemize your values and come up with questions that tell you if those values are going to be met on this job.”

This approach helps you stay focused on what matters most to you professionally and to see if it is the right company for you.

“If you’re not hitting your top values that you really see and need in a job, then don’t bother working there. There are many other opportunities out there,” Bahler said.

The Strategic Questions That Impress

Bahler recommends focusing on questions that reveal both your ambition and your desire to understand the company culture. Here are some of his top suggestions:

“What kind of performance are you looking for from an individual to succeed? How are employees held accountable for their performance?”

This question accomplishes multiple goals. It shows you’re thinking beyond just getting hired—you want to excel. You can even take it a step further by asking, “What are some examples of what you see in an individual that’s successful in my role?”

This approach gives you valuable insight into the company’s values and expectations. As Bahler explains, the answer will tell you a lot about your potential employer. If they say they value someone who “just works really hard and does not ask questions,” that might indicate a more rigid, hierarchical environment. But if they mention someone who’s “always thinking, always looking for better solutions,” that suggests a more collaborative, growth-oriented culture.

“What is the potential for growth if I fulfill the job roles that you give me?”

This question demonstrates forward-thinking and ambition.

In hardscaping, “when you’re starting out, you typically start as a labor,” Bahler said. “You’re hauling the pavers. You’re hauling the wall block. You’re doing the things that are more the grunt side of things.” But understanding the growth trajectory is crucial for long-term satisfaction.

If an employer gives a response that indicates you’ll likely be in the same role for five years with no advancement opportunities, that tells you something important about whether this position aligns with your career goals.

One of the great things about the hardscaping industry is its diversity of roles and opportunities.

“There’s sales, there’s marketing. There’s video and photo opportunities. There is bookkeeping. There’s accounting. There’s management. There’s HR, labor, equipment operator, design, lead foreman,” Bahler said.

This diversity means that even if this first role isn’t the best fit, you might find you can excel in design, sales, project management, or any number of other roles within a hardscaping company. Bahler noted that if you put in effort and position yourself as a good employee, you can set yourself up to be able to explore and try out other opportunities later on.

“What is the top value that you feel makes a great employee?”

This question helps you understand the company’s core values and determine if you’d be a good cultural fit.

“You want to know more about the company as a whole and the individual that you’re going to be working for, so you can see if it’s really a good fit for you,” Bahler said.

“What kind of training, education, or mentorship do you offer?”

This question shows you’re thinking about professional development and long-term growth. Companies that invest in employee education and training demonstrate their commitment to your success.

“What does a typical day-to-day look like?”

While this is a common question, it’s still valuable for understanding the practical realities of the role and what you’ll actually be doing on a regular basis.

Questions to Avoid (At Least Initially)

While it’s natural to wonder about compensation and benefits, Bahler advises against leading with these topics.

“I would avoid talking about pay,” he said. “As an individual looking for a job, you will be paid based off of your performance, and if you’re confident that you can perform, the pay structure really is not one of your top concerns.”

Similarly, asking immediately about time off, breaks, or other benefits can send the wrong message.

“Don’t ask how much time you have off, what you get for breaks. That just shows that you’re already looking for a way out of work,” Bahler said.

Pay and benefits are important considerations for any job. But timing matters. Focus first on demonstrating your value and understanding the role, then address practical concerns later in the process.

Making the Most of Your Questions

“Asking questions is what’s going to set you apart from other individuals,” Bahler said. “The more questions you ask, the harder questions you ask, the better of a chance that they’re going to be more interested in you than other individuals.”

Your questions should reflect your desire to understand not just the job, but the company culture, growth opportunities, and how you can contribute to the organization’s success. They should show that you’re thinking beyond just getting hired; you’re considering how you can grow and add value over time.

By preparing strategic questions, you’ll also significantly increase your chances of landing the job. The questions you ask might just be the factor that gets you hired.

Mindset Matters: Hardscaping is a Career, Not Just a Job

Understanding the Difference: Job vs. Career

A job is simply something you do for money. You show up, complete tasks, and collect a paycheck.

A career is a long-term endeavor that you build toward and work on every day. It’s the combination of roles, experiences, education, and pathways you take to achieve your professional goals.

While it’s perfectly acceptable to take a job to pay the bills, having a career goal provides direction and purpose. A career often gives you long-term financial security by encouraging you to build skills and continue learning to move up the career ladder. This usually translates to higher pay, better benefits, and increased job satisfaction over time.

Moving from viewing your path as just a job to a full career requires a mindset shift. A growth mindset not only sets you on a career path, but can help support your overall success in that career.

What is Growth Mindset?

Growth mindset was first defined by renowned psychologist and researcher Carol Dweck in her groundbreaking work on motivation and learning.

According to Dweck, people with a growth mindset believe that their abilities, intelligence, and talents can be developed through dedication, hard work, and learning from failure. They see challenges as opportunities to improve rather than threats to their self-image. In contrast, those with a “fixed mindset” believe their basic abilities are static traits that cannot be significantly developed.

In a growth mindset, people understand that effort and persistence lead to mastery. They embrace challenges, persist through obstacles, learn from criticism, and find inspiration in others’ success.

How to Demonstrate a Growth Mindset in Hardscaping

The framework of a growth mindset has profound implications for career development in any field, but it’s particularly powerful in skilled industries like hardscaping, where continuous learning and adaptation are essential for success.

“People that are pursuing professional development and growth and education, even on their own time, tells me that this is a person that genuinely wants to grow. Mindset is a key thing,” said Weston Zimmerman, founder of SynkedUP.

Zimmerman said he starts evaluating people in their interviews for this mindset. He focuses less on specific hardscaping skills and more for character traits. He wants to know whether the people he interviews see challenges as opportunities to grow or obstacles to complain about.

“Are they out there watching educational courses to learn a new skill? Do they read? Do they listen to podcasts? Or do they just want a 40-hour-a-week job to punch a clock?” he said. “I don’t hire clock punchers. I’m looking for is people that are hungry, that have a growth mindset. People that view the world as a smorgasbord of problems to solve, not a not a smorgasbord of things to claim victim to.”

Frank Bourque, a landscape and hardscape business consultant and founder of the Landscape & Hardscape Business Success Summit, also highlights the importance of professional development when showcasing a growth mindset. He recommends pursuing CMHA certifications, as well as attending events like the annual Hardscape North America trade show.

“One of the best investments you can make is attending training,” Bourque said. “If you go where the expert goes, this will not only position yourself in the industry, but it will show how much you care.”

Questions That Impress Employers

It’s not just your responses to questions in an interview that can show off your growth mindset and the actions you are taking to continue your skills development.

When interviewing for hardscaping positions, you can also show off your mindset by asking thoughtful questions.

Bourque suggests asking potential employers questions like, “Can you tell me more about what a successful job is to you? Is it one that’s profitable? Is it a job where we’ve met the timeframe? Is it a quality install? What does success mean for you on a job?”

These types of questions demonstrates that you understand the bigger picture and that you’re thinking beyond just collecting a paycheck to how you could play a role in that overall success.

Making the Shift from Job to Career

Every role can help you get closer to your career goals and contribute to your professional development.

The key is maintaining that growth mindset throughout your journey. Stay curious, remain solution-focused, and never stop learning.

“Once you’re hungry, the food’s out there,” Zimmerman noted.

The industry needs problem-solvers, leaders, and professionals who care about quality and continuous improvement.

By developing a growth mindset and committing to professional development, you position yourself as a valuable asset who can build a lasting, successful career in hardscaping.

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.

Reputation Matters in Hardscaping: Building a Reputation Through Quality Work

Hardscaping is a trade built on trust, relationships, and reputation.

Delivering high-quality work is one of the most effective ways to establish a strong professional reputation. A well-executed project not only satisfies your client but can also lead to repeat business and valuable word-of-mouth referrals.

Reliable and Trustworthy

Your reputation is your most valuable asset in the hardscaping industry. When clients and contractors know they can count on you for top-tier work, they’re more likely to refer you to others and bring you back for future projects.

“For job seekers in the hardscaping industry, reputation is everything. Start by mastering the fundamentals—pay attention to detail, work efficiently, and always strive for quality. Be reliable and professional in every situation, no matter how large or small the opportunity is,” said Trevor Fearn, VP Operations at CornerStone Wall Solutions Inc.

Andrew Vear, a longtime installer and consultant, also emphasized the importance of reliability and trust. He recommends maintaining strong relationships with past clients.

“They’ve already done business with you, they already trust you. They’re the best people to do business with,” Vear said.

A Job Well Done

Jason Stewart, owner of JPAVE, shared that having a reputation for high-quality work has earned him repeat business and new contracts. “I get hired in a lot of times because of my quality, and to clean up somebody’s mess,” Stewart said.

For Nelson Braybrook, owner of Call Nelson Landscaping in Mississauga, Ontario, word-of-mouth referrals have been a driving force in his success. One of his early projects led to a lasting connection with a family who was so impressed with his craftsmanship and professionalism that they sought him out and tracked him down years later, even after he left his previous company. That single job sparked a chain reaction, with their friends and colleagues at the local college continuing to recommend him.

“Somehow, I ended up in this college network with everybody,” he said. “And it just worked out really well.”

Braybrook attributes this loyalty to the high standards he sets for himself and his work. Clients know they are getting quality craftsmanship, honest service, and a finished project they can be proud of.

“They know they’re getting a good job. They know their money’s not going to get stolen from them, and they’re not just going to get generally ripped off,” Braybrook said. “They know they’re going to get a quality project.”

A job well done doesn’t just lead to satisfied clients—it creates advocates who will recommend you to their friends, family, and colleagues. On the flip side, poor craftsmanship can do just as much damage to your career as quality work can build it.

“If you can get three referrals from a good job, that’s great,” Vear said. “But 100 people will see a bad job.”

Sloppy work, delays, and lack of professionalism can quickly tarnish a hardscaper’s reputation, making it harder to land jobs in the future.

The Role of CMHA in Building Your Reputation

Organizations like the Concrete Masonry and Hardscapes Association (CMHA) provide hardscapers with valuable training, certifications, and mentorship to help them refine their craft.

“Always be willing to learn and grow—whether that means seeking mentorship, taking certification courses, or attending industry events,” Fearn said.

By taking advantage of these resources, professionals and aspiring hardscapers can gain the skills needed to consistently produce high-quality work that builds their reputation.

While quality work is a key driver of success, reputation is also built through professional networks. Be sure to check out our companion blog post, Reputation Matters in Hardscaping: Building Your Reputation Through Professional Networks, on how networking and industry connections can take your career to the next level.

Reputation Matters in Hardscaping: Building a Reputation Through Professional Networks

While delivering high-quality work is essential for building a strong reputation in hardscaping, professional relationships play an equally crucial role.

Networking within the industry can lead to new opportunities, collaborations, and valuable mentorships that help long-time hardscapers and aspiring hardscapers grow in their careers.

The Importance of Community and Mentorship

Cultivating strong professional relationships can open doors to new opportunities and ensure a steady flow of projects.

“Word-of-mouth has been one of the most influential factors in my hardscaping career. Building strong, respectful relationships helps you become a top choice for referrals. One of the fastest ways to achieve this is by responding to all inquiries promptly—whether you have the answer or not. Quick responses show that you’re engaged, reliable, and committed to addressing people’s needs, which builds trust and confidence. While it may seem simple, this habit fosters respect and strengthens professional connections,” said Trevor Fearn, VP Operations at CornerStone Wall Solutions Inc.

Trevor Fearn (center) is pictured with his colleagues at Hardscape North America.

“By prioritizing responsiveness and reliability, I’ve been able to unlock new opportunities and advance my career. Being at the top of a professional’s referral list is a powerful asset in this industry.”

Organizational Support

Organizations like the Concrete Masonry & Hardscapes Association (CMHA) support both the craftsmanship and relationship-building aspects that are key to a good reputation in the industry. Industry events and trade shows offer invaluable networking opportunities for both new and experienced hardscapers.

Vear strongly recommends attending trade events like Hardscape North America, which is hosted by CMHA. These gatherings provide not just education but crucial networking opportunities with manufacturers and fellow professionals.

“If you can get to HNA, that’s absolute—you have to go to that. If you’re in this industry and you don’t go to HNA, you are missing out on everything,” Vear said.

For Dan Hughes, President and Owner of Segmental Systems Inc., building a national network of hardscapers has been integral to growing his skills and knowledge. He credits CMHA with the connections that have bolstered his business into an industry leader.

“I used to look at these guys that were involved and they’re writing articles and magazines, and they’re doing stuff. And I know who these guys were. As I got involved in the organization, I’m actually now friends with these guys that used to be my mentors,” Hughes said. “…And I’ve made some great friends. But it’s being involved that really grew me as a professional and really elevated my level of knowledge in the industry. The discussions that I have, both within meetings and outside meetings, with these individuals are some of the best, most intelligent conversations you can have about the industry.”

Dan Hughes, President and Owner of Segmental Systems Inc. (center) is pictured at Hardscape North America.

Unlocking Opportunities Through Networking

Networking is also about maintaining existing relationships. Whether it’s keeping in touch with past clients, staying active in professional circles, or engaging with peers online, relationships built over time can lead to unexpected job opportunities and partnerships.

“Networking is key to growing in this industry. I stay active in professional associations like CMHA, attend trade shows, and participate in training workshops to connect with peers and suppliers. Social media platforms, such as LinkedIn, also help me showcase my work and engage with others in the field. Additionally, maintaining strong relationships with industry professionals has opened doors to new opportunities and collaborations,” Fearn said.

“The key is to provide value—whether that’s sharing insights, offering help, or simply staying in touch consistently.”

For job seekers looking to break into hardscaping, the key to success lies in both relationships and quality work. Your reputation will determine how many doors open for you, and word-of-mouth can be your strongest asset. Be sure to check out our companion blog post, Reputation Matters in Hardscaping: Building a Reputation Through Quality Work, on how delivering high-quality work strengthens your professional reputation.

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