Name: Jessica Schiedel
City: New Hamburg
State: Ontario
Country: Canada
Comment:
Hello Mr. Wolf,
I was wondering if you could give me some advice. A friend and I have started our own design consultation company (two months ago). We encounter two problems: 1. Our clients disagree with our aesthetic opinions, believing that their own ideas are better than the ones we offer 2. We have a difficult time explaining to our clients that we must be paid for our services; we don’t offer colour consultation or finishes selection for free. Did you ever run up against these problems or did your clients respect you as a business person when you first started out? We feel disappointed and disheartened and we want to feel excited and inspired. Your designs DO inspire me; I feel refreshed and renewed when I view your books. Jessica Schiedel
Vicente Responds:
You must not be putting yourself across as a professional. Because when dealing with professionals, one expects to pay. And maybe you should take some lessons in how to sell your concept. Are you clear in what your concepts are before you present them to clients? I think it is better for you to analyze what it is that you are doing wrong in how you present. Are you giving your fees before you start? Are you sending out a contract? Are you presenting a complete concept? These are the things you need to analyze in running your business.
I strongly urge you to employ a business advisor who will be able to negotiate contracts on your behalf and help set you up for success. I’ve been working with Sean Low for many years and he has proven invaluable to me. Sean has helped me secure many of my big projects to date and he always offers sound advice when I’m presented with new opportunities. (Sean also worked as the President of Preston Bailey’s company and was one of the reasons Preston managed to turn his business around and grow it into the international success it is today).
Sean has a mentoring program that helps small business owners get on the right path. Of, if you are like me and want to turn your successful business into more, you can retain him as a consultant. If nothing else, be sure to read his blog and get in touch with him if you have any questions. It’s worked super well for me over the past eight years.
#1 by Jaime @ DOXA on March 9, 2010 - 12:40 pm
Vicente, thank you so much for tuning me on to Sean! I fully intend on employing him in some form or fashion. And thanks again for taking the time to not only host a blog but for being so open and generous in sharing with the rest of us. So very appreciated!
Best,
Jaime
#2 by Vanessa on March 9, 2010 - 2:06 pm
Great advice Vicente! Behind every successful person, is a coach, advisor or mentor.
#3 by Carol Ann on March 9, 2010 - 3:46 pm
Nice that such a wonderful designer…is also a wonderful person! When I look at your designs now I see and feel you…
With respect and a hug for who you are…Carol Ann
#4 by Gary Nelling on March 9, 2010 - 5:40 pm
Vicente – I am grateful for Jessica’s question and your information. I could use Sean Low or someone very like him to help me focus on what matters and what is extraneous. At a minimum I ‘ll read his blog. Thank you. – Gary
#5 by Acanthus & Acorn on March 9, 2010 - 8:01 pm
Your generosity seems to have no limits!
#6 by Kelly on March 9, 2010 - 10:37 pm
Jessica – You’ve taken a very important step … asking for help!
Vicente – Thank you for sharing Sean’s information. I also wanted to let everyone know about some other sources of advice & tips for designers:
http://www.designsuccessu.com
http://www.marylarsendesigns.com
http://www.melissagalt.com
http://www.nikastewart.com
http://www.thedesignbizcoach.com
I’m sure you’ll be able to find the best fit for you and your business. Best wishes!
#7 by amanda Burdge on March 10, 2010 - 3:45 am
I think this is fabulous advice. I too have had a lot of problems with clients not wanting to pay for my services and not valuing my creativity. But I have only seen this in the past year with the plummeting economy. Thanks for being so generous.
BTW-Im flying into New York tomorrow for a seminar. I would love to stop by to FINALLY pick up an autographed copy of Crossing Boundaries and meet your wonderful staff. ( as long as it wouldnt be too much trouble or inconvenience) Thanks for your wonderful blog!
#8 by Sketch42 on March 10, 2010 - 3:47 am
Wow Vincente- I LOVE that you do this on your blog! Its really nice that you are willing to help your readers and share your secrets!
#9 by Alice Blakely on March 10, 2010 - 6:06 am
Thank your for sharing this advice! I just left the design firm where contracts were negotiated for me for the past 6 years… it was always so easy because I never had to face the awkwardness that can accompany the billing side of design! Now that I’m negotiating my own contracts I realize that I need to become more business savvy, and you’re so right that confidence is key. I’m looking forward to reading Sean’s blog! You’re willingness to mentor and share your insight is so admirable and something I can’t thank you enough for!
#10 by Interior Design School on March 10, 2010 - 6:38 am
Nice Posted and a wonderful advice. And I’m glad that finally I came here. It gives me more ideas especially I’m preparing for an interior design business
#11 by Elizabeth Dosher on March 11, 2010 - 5:25 pm
I absolutely agree that a business advisor is a necessity…even better if they have a background in the design industry. Thank you Vicente for the suggestion!
Our firm has been utilizing Design Success University as well (see post #9 for the website) and it has helped us tremendously! We also just started working with Lloyd Princeton at Design Management Company (http://www.dmcnyc.com/). Lloyd is amazing!
#12 by AbbeyK on March 16, 2010 - 4:28 am
Vicente, I love that you support the business of design. Thanks for passing along the reference for Sean.
Just today a new client whom I had just sent a contract to emailed to say that my deposit requested seemed high and she wanted to talk it over. So we did. I explained that’s how I do business. I need to get paid upfront for the planning phase of the project and get a retainer for the end of the project against the final invoice.
I kept it sweet and breezy but firm. I am always a bit nervous when I have these conversations and some day would love to have someone in my office do the negotiations, but ultimately I find these conversations a good indicator of future problems/openness of communication.
It’s not that they ask a question, it’s how they respond to what I have to say.
I am going to check out Sean’s blog. There’s so much to learn
#13 by Simon Mayport on February 9, 2011 - 8:46 am
Design firms stand to work in a big grey area before the actual work starts and I agree that contracts, purchase orders and invoices must be in place before you put in your time and effort otherwise the questions and expectations will be endless.
#14 by Dave Glass on June 1, 2011 - 7:10 am
Outsourcing is a method business owners should not be afraid to utilize. We should realize to a large extent, certain specialties do not belong to our respective fields. This is where outsourcing can be applied. Spending a sum for a professional to deal in areas you are weaker in can save invaluable time as well as cost. Vicente provided a more immediate solution, rather than a D.I.Y creative solution, which is creative but not as practical.