To-The-Trade Episode Summary Laura Hildebrandt, owner of Interiors by LH in the Washington, DC area, joins Laurie Laizure for a conversation about what it really takes to build a design business when the stakes are personal, the resources are thin, and the learning curve is steep. Laura’s path into interior design started after a divorce
You do not need one universal number. You need a pricing model you can explain, apply consistently, and defend with confidence. You know the moment. You are building a gorgeous scheme, the client is excited, and then you pull fabric memos and wallpaper quotes, and your brain stalls. “Okay, but what do I charge for
Your vendor list should do more than look good. It should protect your timelines, your margins, and your sanity. You know that moment when a client says, “Can we just order it today?” and you are staring at your sourcing spreadsheet trying to remember which vendor actually ships complete, on time, and without a surprise
Stop Guessing, Start Sourcing: How to Build a Reliable Trade Vendor List Read More »
Your business has grown, but your trade pricing hasn’t kept up. Here’s how to approach the conversation professionally, with scripts, a meeting agenda, and strategies that protect both the relationship and your margins. You know the moment. Your studio is finally humming, projects are booking consistently, purchasing is steady, and then you realize your trade
How to Renegotiate Vendor Pricing Without Damaging the Relationship Read More »
To-The-Trade Episode Summary Laurie sits down with 26-year wall covering veteran PJ Delaye to talk industry shifts, the tech behind today’s wallpaper, and why specifying wall covering is one of the smartest business moves a designer can make. When PJ Delaye joined the wall-covering industry in 1997, his first message was a fax announcing that
To-The-Trade S3E05 PJ Delaye on Why Wall Covering Is a Designer’s Secret Profit Center Read More »
You don’t need a huge portfolio to open trade accounts. You need the right paperwork, a smart strategy, and a phased approach that protects your time and your margin. You land your first real project, and the pressure hits fast. You want your client to get great product access and pricing. You want to look
Getting Trade Accounts as a New Interior Designer: What You Actually Need Read More »
You can love eclectic sourcing and still run a sustainable business. The key is to set up a procurement model that works even when trade discounts are thin, inconsistent, or nonexistent. You know the moment. You find the perfect vintage piece, the scale is right, the patina is right, the room finally clicks, and then
Cost Plus Isn’t Always Below Retail: Pricing Designer Procurement Beyond Trade Discounts Read More »
That simple question can kick off budget clarity, scope creep, or a procurement handoff. Here’s how to respond with calm authority and keep the project on track. You’re cruising. The concept is landing, the pieces are speaking to each other, and you can finally see the room becoming what you promised. Then the email comes
Can We Swap This? How to Handle Client Revision Links for Cheaper Items Read More »
To-The-Trade Episode Summary Marsha Sefcik joins Laurie Laizure and Nile Johnson for a wide-ranging conversation about running a design business with more clarity, stronger margins, and fewer “chaos leaks,” while still respecting the realities of life outside the studio. Laurie begins by sharing that they were introduced through Sarah from Mydoma, one of IDC’s longtime
To-The-Trade S3E02 Reverse Engineer Your Design Income with Marsha Sefcik Read More »
That markup question can feel personal, especially when it lands mid-call. Here’s how to answer calmly, protect your profit, and keep the conversation professional. A moment every designer recognizes You’re on a discovery call. The vibe is good. The client seems excited. Then it drops, casually, like they’re asking what time you want to meet
How to Confidently Answer “What Is Your Markup?” (Without Underselling) Read More »
