I want to talk to you today about something that trips up so many talented, hard-working designers: pricing.

It’s a tender subject, I know. But when you get clear and consistent with your pricing—and when you present it with confidence—everything changes. Clients trust you more. Projects go smoother. And yes, your business becomes more profitable.

Over the years, I’ve discovered four rock-solid pricing rules that will help you avoid the drama, confusion, and late-night worry that often come with unclear boundaries around fees and purchasing. 

These aren’t theories. They’re what actually works in a thriving design business. And I cover them all in depth in my most recent podcast episode, here.

So, take a deep breath, and let’s walk through them together.

Rule #1: Design and Purchasing Are Separate Services—Always.

Here’s the thing. You are not a furniture salesperson. You’re a designer. 

Your creative work—the time, the brilliance, the vision you bring—is valuable all on its own. 

So when you sit down with a new client, make it crystal clear: Design is one service. Purchasing is another. They’re both optional. They’re both billable. And they do not overlap.

When you blur the line between design and purchasing, clients start to question your value. 

They may accuse you of “double dipping” or think you’re just marking up furniture. That’s not fair—and it’s not true. So in that first presentation, practice saying something like this:

“We’re a design studio. We charge for the time it takes to design your home. It’s a custom, creative process, and once we’ve completed the design, we offer purchasing as an additional white-glove service. Our pricing won’t be the lowest on the internet—but it reflects the time, care, and logistics we manage on your behalf.”

When you say it that way, confidently and clearly, people respect it. And you set the tone and expectation from the very beginning.

Rule #2: Get Paid for Design Work Before You Do It

This one’s non-negotiable: Never start the design without payment. Not a sketch. Not a mood board. Nothing.

Why? Because people are far less eager to pay once they’ve already gotten the goods. And your business cannot thrive on “maybe later” income. 

At minimum, get 50% upfront. If the design fee is under $5,000, ask for the full amount. For larger projects, break it into chunks—but make sure those payments land before the work happens. Not after.

And please, don’t tie your design fees to product delivery. That’s a slippery slope. Backorders, damages, delays—those are purchasing problems, not design problems. Your creativity deserves to be paid for in full, on its own timeline.

Rule #3: Use Signed, Funded Purchase Proposals for Every Product

When it’s time to order furnishings or finishes, never place an order without a signed and paid purchase proposal. One hundred percent. No exceptions.

You are not the Bank of Interior Design. You don’t float their furniture orders. You don’t “bill it later.” That $300 chair can turn into a $30,000 mistake without precautions.

And listen—this isn’t just about covering your bases. It’s about setting up a clean, professional system. When every purchase has a corresponding proposal, and every proposal has a purchase order to the vendor, you eliminate confusion, “I didn’t order that” conversations, and worst-case scenarios in court. You look and operate like the real business you are.

Rule #4: Stop Selling on Cost Plus—Go to Retail

This one might ruffle some feathers, but I promise it’s true: Cost plus pricing creates more problems than it solves.

Clients don’t understand what “cost” means. They don’t know what designer net is. They just see numbers that feel fuzzy, and they start negotiating your margins like you’re a discount store. It’s demeaning, and it’s damaging to your confidence.

Instead, sell at retail. Set your price. Say it clearly. No calculations. No apologies. Just like Nordstrom doesn’t break down what they paid for that dress, you don’t need to justify your markup. It’s the price. That’s it.

And funny enough, clients are often more comfortable with retail pricing than cost plus—because it’s clean, simple, and familiar. So give yourself permission to stop the explaining. Set your prices at retail, stand by them, and deliver extraordinary service.

I want you to learn that these rules aren’t rigid or mean. 

They’re loving boundaries that support you in doing your best work. You deserve to be well paid. You deserve to feel respected. And your clients deserve a designer who leads with clarity and confidence.

Gain more of these insights when you listen to the full podcast episode here—and let me know what you think.

Beauty, Abundance, and Joy,