The Design Package Strategy
If there is anything we are more passionate about than design, it’s saving TIME!
A few months ago, I was part of a roundtable hosted by LuxeSF with interior designers and industry professionals. Many topics circulated that addressed hurdles in our industry as each person went around providing ideas and suggestions for fellow colleagues. There was a moment a designer brought up a topic about estimates! For most, the word “estimate” can trigger a range of emotions from “Yay, another sales opportunity!” to “Oh, where do I begin.”
For many years, interior design packages sounded colorful and pretty like “Color and Paint Consultation Package” or a “Room Makeover Package”. These are great for decorating projects but what about for full house remodel projects? Can design packages apply?
We think YES with HOURLY packages. Here’s Why!
Putting a contract together for a new project takes time and more often is non-billable time. Get clients to commit and engagefrom the start.
Clients are more likely to engage working with you right away if you make it easy, quick, and simple. (Think Amazon!)
Save time by giving new clients the opportunity to start working with you right away. This will help qualify and close the right ones.
Setting a minimum of hours (We recommend at least 3) for each project will eliminate clients who are not serious and are not the right fit.
Try It Out!
Step 1: Set Up
Determine (3) three hourly packages from low, medium, to high (Think Bronze, Silver, and Gold Packages). For example, 3 hours is $1000, 10 hours is $3000, and 20 hours is $5000. It’s fair that the more hours, the less cost per hour.
Step 2: Be Ready
When a new opportunity comes up, be ready to present an hourly package as the 1st step to engage with the client.
Step 3: Propose Package
After briefly reviewing their scope of work, recommend one of the three packages and be very clear what the hourly package will cover. For example, a 20 hour package can cover full scoping and estimating of the project, an on-site visit and measure, as-built plan, proposed plan, and a few meetings for review. If there is time left, the rest can be used towards building a concept board.
Step 4: Emphasize Pre-Requisite
Inform the new client, that an hourly package is the 1st required step that will cover the cost of feasibility and some deliverables before moving into a contract. Let them know the benefits of 1st engaging in a set amount of hours will allow both parties to get to know each other first before making a big commitment to go into contract. (Like dating first, before marriage!)
Step 5: Provide Estimate
At the end of the package you will be able to provide a complete estimate and your client can decide to either:
No longer continue. They decide to take a step back or something came up that puts their project on hold.
Purchase another package. They just want someone to consult them only.
Go into contract. They are ready to move forward and need you to design and manage their project entirely.
What are your thoughts on this topic?
Let us know and give us feedback on what you think about this topic and what other topics you’d like to hear about. Write to: hello@thedesignconcierge.com