We've been emphasizing Safety to our clients and it has landed us numerous jobs. We recently landed a 23,000 square ft. Project to clean two fire station roofs. The fire station chief said numerous other companies approached him to do the cleaning. We were the ONLY company to emphasize fall protection and explain the advantages of the soft wash methodology. Showing up in person to close the deal (there is a lot to be said for shaking a Man's hand) and the emphasis on safety may have got us every fire station roof in the county. I just took away another job from a PW company when I talked to a client from the other side of my business and he mentioned he was booking a roof cleaning. I asked him if the cleaner was going to send a crew of two people and if they rig up with fall protection. He stated the same company did the work several years ago and they didn't use any safety gear and only had one man on the job site....he admitted it made him nervous. I explained the soft wash method then emphasized the safety aspect...that we always rigged up for safety if we were going to be on the roof, we always use proper ladder standoffs and we always had a crew of at least two. Long story short: he cancelled the other company and gave us the contract. Emphasizing safety shows professionalism and takes a degree of worry out of a client's mind. We even charge clients for anchors when they are required and nobody has ever complained. I tell my guys that they step foot on a roof, they are to be rigged up...even if the roof is FLAT! By the way...Our Portable Pipe Anchor we bought from AC is used constantly. If you don't have one...Get it! I wouldn't use it on a steep pitch roof because of the risk of it pulling up and out....but on all moderate pitch roofs it is a godsend.