Boost Your Bottom Line: Real Talk from the DesignDash Community

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What happens when a group of incredible firm owners come together to talk candidly about the business side of design? Clarity, confidence, and a bunch of much-needed lightbulb moments.

During our April DesignDash Co-Working Session, hosted by firm owner, DD Co-Founder, and community leader Laura Umansky, the conversation centered around one essential theme: Boost Your Bottom Line. After all, it’s Business Financials Month. This conversation was a real, unfiltered dialogue around pricing, value, and how to run a more profitable, sustainable design firm.

We opened the hour by celebrating personal and professional wins from March. Some wins were bold, others were quieter—like refining a design process or committing to better time tracking—but every single one reflected movement toward a more intentional business.

From there, we zoomed in on growth.

Designers reflected on how they showed up in March—confident, strategic, or maybe stretched too thin—and how that mindset shaped their financial decisions. Identifying sticking points around billing, client communication, and pricing strategy helped set the stage for the heart of the session: the Billing & Pricing Roundtable.

What We’re Talking About: Value, Not Just Hours

One of the most powerful parts of this session was the community’s honesty. Designers shared the tough questions they get from clients and how they sometimes struggle to respond to…

• “Will this really take 200 hours?”
• “Why was I billed 3 hours here?”
• “Do I need to review every invoice line item?”

Do any of those questions sound familiar?

Instead of brushing those questions off, our community dug in. Together, we brainstormed ways to proactively set expectations and communicate value to clients who might be on the fence.

Four Strategies That Resonated with Community Members

Create a Billing One-Sheet

Think of this as your behind-the-scenes script—not necessarily something you hand to your client, but a cheat sheet that keeps your billing conversations clear, confident, and consistent.

This one-sheet should outline…

• How you price your services (hourly, flat fee, hybrid?)
• What your invoicing rhythm looks like (weekly, monthly, by milestone?)
• What a client can expect at each stage of the process
• How your fee structure connects to the value you provide

Having this document forces you to get crystal clear on your process—and makes it easier to explain it to a client without second-guessing. When your messaging is streamlined, your clients are less likely to push back or feel confused.

Educate Early

A client doesn’t need to become an expert in design, but they do need to understand the value of your expertise.

Instead of waiting until someone questions your hours or raises an eyebrow at an invoice, proactively walk them through…

• What happens in each project phase
• Why certain stages (like concepting or revisions) take time
• How coordination, communication, and sourcing are part of the design—not fluff

For example: explaining that “design development” means sourcing, vendor calls, revisions, and cross-functional collaboration helps clients see where their investment is going. You’re not “just picking pillows”—you’re crafting a functional, cohesive experience.

Clients who are educated from the start are more likely to trust the process and respect your time.

Shift Away From Hourly (When You Can)

Hourly billing can get messy because it invites micro-scrutiny: “Why did this take 3 hours?” or “Did you really spend an hour on that email?”

If you’re working on short-term or consult-style projects, consider offering prepaid blocks of time (like a 10-hour package) instead of traditional hourly billing. This keeps the focus on what gets done, not how long it takes.

Clients love clarity—and so do designers. This model…

• Sets boundaries and expectations upfront
• Reduces invoice disputes
• Creates a container that encourages better communication and productivity

As a bonus, it gives clients a sense of control over their budget, while giving you the freedom to work more fluidly within the project scope.

Talk in Ranges, Not Hours

Imagine this: you tell a client their project will take 75 hours. They gasp. “Why so many?”

Now imagine this instead: “Design fees for a full-scope living room project typically range from $10,000–$12,000.” That same client nods, considers their investment, and moves forward.

Most clients don’t know what 75 hours of design looks like. But they do understand value—especially when you frame it in terms of outcomes and results. Giving a range (instead of a specific hourly estimate) sets a realistic expectation while offering some flexibility.

This approach also reflects what we know to be true: no two projects are the same. Variables happen. Scope shifts. Quoting a fee range keeps the conversation focused on results, not running timers.

Ask Clients the Magic Question

As one designer insightfully asked: “What’s more important to you—budget or results?”

This is a simple yet brilliant question that opens the door to honest dialogue and stronger alignment from day one.

Making Moves in April

We ended the session by asking: What’s ONE small shift you’ll make this month—and what might hold you back?

Some answers were…

• Revamp a builder networking strategy and update a marketing package.
• Start tracking time to gain visibility into where every hour goes.
• Document a core process to bring clarity to project phases.
• Hone an elevator pitch to communicate value more clearly.
• Prep for High Point Market with purpose and presence.

Each takeaway felt grounded and actionable—exactly what the DesignDash community is all about.

Join the Conversation

Missed the April session? No worries—we’re just getting started.

Next Up: Billing Methods for Luxury Interior Designers

Our upcoming workshop continues the money conversation with deeper dives into pricing structures, value communication, and client alignment.

And of course, we’ll be at High Point Market this weekend—speaking, hosting, and connecting. If you’re planning to attend, come say hi—we’d love to see you in person!

DesignDash Is a Special Space for Firm Owners

The DesignDash Community is a unique space where talented designers get real about the business behind the beauty. Whether you’re refining your pricing model or reclaiming your time, we’re here to help you grow—with clarity and confidence.