To-The-Trade-S2E46 Phyllis Harbinger, Real Talk on Pricing Strategies for Designers and Project Ops

Show Summary:

To-The-Trade Laurie Laizure, Nile Johnson, and guest Phyllis Harbinger dig into the business of interior design with real talk on mindset, pricing strategies, client advocacy, and daily operations. Phyllis opens with a grounding mantra about positive expectation, a simple reset she uses when projects get noisy. She then traces her path from pre-med to design, noting that she launched her firm while also beginning a long teaching career, and that her best hires often come from the classroom.

On pricing, Phyllis explains a transparent purchasing approach that many design pros will want to study. Clients pay vendors directly. The studio handles ordering, shipping, receiving, and issues. It charges a cost-plus purchase management fee of 35 percent over net, applying it to all transactions, as the management work is genuine. She clarifies that her agreement states she is not responsible for vendor defects or damages, and if something must be replaced, she manages the replacement for the same fee. Nile responds that the model “wins for everyone,” even saying he is reconsidering his own fee schedule.

Contract hygiene is a theme. Phyllis never uses the word retainer, she collects a defined design fee at signing and cites attorney guidance that “retainer” can require refunds if a client exits. She also protects the work; drawings are copyrighted, and clients initial every page, a practice that helps in the event of a dispute.

Operationally, she keeps things simple and consistent. Daily team huddles align priorities, client update meetings go out with agendas, someone takes minutes, and Zoom recordings support approvals. These habits ensure accountability and keep projects on track.

The design philosophy is straightforward: FFF, form follows function. Discovery focuses on understanding how clients live, work, and heal, with attention to ergonomics, sound, and health, because if a space does not function properly, it is not good design, no matter how attractive. Phyllis also provides a reality check on TV “budget miracles,” reminding viewers that the economics shown are not reflective of the trade’s real world.