Q: What’s your take on charging clients an initial consultation fee before meeting with them at their home? I’ve never done it before but have heard other design/build contractors do. A: There are various theories about how to properly screen clients so you’re focusing on solid leads and not wasting your time with “tire kickers.” One way is by... read more
Q: We do a lot of maintenance work for homeowner associations (HOAs). Do you have any design advice on how to generate more revenue beyond mulching and adding seasonal color, maybe even some design/build work? A: Good timing with your question. I’m working with a landscape contractor right now who’s trying to do the exact same thing. We just finished... read more
Editor’s Note: Mark Carlson offers this rebuttal to Jody’s Shilan’s March 2014 Profiting from Design column: “When do you disclose design fees?” I agree with Shilan’s general sequence of steps toward meeting with a prospective customer, but I don’t agree with how limited this approach is when it comes to charging a fee for services. First, I believe that as... read more
Q: Do you tell clients on the initial phone call that you charge a design fee for your drawings or do you wait until you meet with them? A: My short answer is yes and no. How’s that for hedging? When a client initially calls I use a screening process to determine if he or she is a good fit for me... read more
Q: I worked with a consultant who told me the best way to improve my design/build sales was to go out on more sales calls. What are your thoughts? A: I’ve heard this theory for many years and used to believe it— it seems to make sense. But let’s assume on average you meet with 30 new clients a month and close... read more
I have a process for everything I do, and you should too. I have standard operating procedures (SOPs) or best management practices (BMPs) for screening customers on the phone, managing the initial meeting, my landscape design process and even how I color render my drawings. Why? The better and more defined your processes are the more organized your projects will... read more
