Snow removal and landscaping contractors can build a better business relationship with property managers if they can go beyond simply providing services, says Joe Markling, 2012-13 CEO of the Building Owners and Managers Association. "The landscape contractor can arm the manager with everything he needs to justify those decisions. ... [C]ontractors need to adopt the adviser mindset and create a trust where there's a benefit to these decisions and that you're not just trying to sell them more services or more plants," he says.

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