How Pricing The Job Nearly Lost My Business

My First Lesson in "Pricing the Job properly"

I will never forget the day Callie Came to my shop. I had only been in business for a short while; even though I had sewn for several years. This was my first “Window Treatment Shop”.

I was feeling quite proud to show off my new business and more than pleased to have my work critiqued by a “Window Treatment Professional”.

I had been introduced to Callie by a mutual friend. She was looking for someone local to do fabrication. She had been using a company from out of town, but she preferred using someone she could build a one on one relationship with.

So, we set an appointment date for her to come by and look at my work. I was feeling quite proud of my self that day and I had everything in place. My jobs were displayed on a table in order for her to check the work, to see if it met with her specifications.

If I passed the test this would be my first contract with a Designer Decorator, I was ecstatic.

I knew the work was more than professional. I have always prided my self on quality.

The shop was neat, clean and orderly. I had gone over my list, double checked all areas. Needless to say I was prepared. Would anything prevent me from getting that contract? I could not think of anything.

The time had arrived. My stomach felt a little jittery as she circled the display table picking up each item and asking questions.

“I see you do hand hemming.” She said, “Yes”, I replied, “I feel the look is much more professional and you have better control of the fabric, less likely to have puckers. “Very nice”, she said.

I informed her most of the hand stitching was done by my daughter-in-law. She has more patience for hand work than me. I also wanted her to know I had access to qualified employees, and her jobs would not be contingent on me doing all the work.

As she studied a roman shade, turning it from side to side, checking out the mount board and the mechanism she asked, “Now, what would you charge for this?”

I was stunned. I had just made one of the biggest mistakes a professional business owner could make. I had not checked on pricing the job. I was so new to my work I thought she would offer up a price. I had never dealt with decorators before, so for a moment I felt very inadequate. What should say?

I had everything planned down to the last detail, but the most important issue, "pricing the job" and most importantly that particular roman shade.

Well, my pulse quickened; this is my chance to break into the decorator world. What was I going to price that shade for I have to say something, I did not have a clue how to price that roman shade, I just knew I could make a darn good shade.

I quickly blurted out, “that would be $25.00.”

She surprisingly blinked, cocked her head and I believe I saw her swallow in disbelief. She looked toward me and said, “Hum… that is a fair price.” I realized at that moment I had underpriced my shade by who knows what.

I was so conditioned to working for someone else and getting paid, what they designated was a fair wage; I forgot that I was the shop owner. I was not making employee wages any longer I was making "business owner wages".

That day I learned a lesson in what separates the employee from the owner. You are responsible, you make the decisions, you Price the Job.

Quality always deserves high pay. Never under price your work. If you are giving quality work you should earn top dollar.

You are the professional. That does not make us any better than the assembly line fabricator. However, it does set you apart in the sense of building relationships with your clients and creating custom work.

Oh, I almost forgot, getting back to Callie and the day we met at my shop.

I was extremely fortunate to have her as my first professioal contract. She realizing I was new to the business, took me under her wing and taught me many tricks of the trade, especially how to price the job.

I suppose she felt slightly embarrassed for me that day, realizing my mistake. But it was her integrity that prevented her from taking me up on my offer of $25.00 for that shade. You see I had underpriced my shade by 75% and had she taken me up on my offer, she would have violated her principles as a professional. Professionals will always pay a fair wage for a job well done.

I went on to work with Callie many years, even after she moved to another state. When I decided to close my shop I gave her notice, far in advance, in order for her to find another fabricator to take my place.

Motto: Respect your self, work for professionals with integrity and your quality work will always command and receive a professional wage.

Also, remember you own the shop, you make the goods; "Pricing The Job" and developing the Business Plan is Your Responsibility

Please Tell Us Your Funny Story, We Would love to Post what You Have To Share.

Laughter is the "BEST MEDICINE"