There's a difference between a busy design practice and a profitable one. Business coach Nancy Quinn shares why many residential interior designers undervalue their expertise by treating pricing as a simple exchange of time for money. Learn how to restructure your pricing model, get comfortable talking about money with clients, and understand the difference between being busy and being truly profitable. Discover the one business skill designers consistently wish they'd learned earlier, when you need systems versus when you need to hire help, and why profit follows clarity. Includes real transformation stories from designers who doubled their income by changing their approach to pricing.
Nancy Quinn (Ganzekaufer) coaches residential interior designers through The Profit Insider Academy. Here's what she sees designers get wrong about pricing, sales, and building a truly profitable practice.
There's a difference between a busy design practice and a profitable one.
A jam-packed calendar. Tons of projects. Working yourself into the ground. None of it means anything if your bank account's empty at the end of the month.
Nancy Quinn has seen this pattern countless times. Talented designers who've built impressive portfolios and client lists—but who still feel anxious about invoicing, underappreciated by clients, and constantly wondering if they're actually making money.
The problem isn't the work. It's the pricing.
Years of experience. Formal training. Creative problem-solving. Decision-making that prevents costly mistakes. Staying current with market developments. Bringing the vision to life, not just drawing up a plan.
You're creating an ideal environment for your client—one that shapes how they feel every day. Whether you're charging a flat fee or hourly during certain stages, your pricing should reflect the full depth of your expertise, not just the clock.
Too many designers price themselves like they're selling time. They're not. They're selling transformation.
Many residential designers think of their hourly rate as a simple exchange of time for money. But that mindset undervalues the real asset they bring to the table.
Nancy QuinnBusiness Coach & Founder
Nancy shares the story of Angela, one of her Profit Insider Academy students who was only charging by the hour. She was constantly anxious, hated invoicing, felt underappreciated, and was working herself into the ground.
Going through the program taught her how to restructure her offers using Nancy's Hybrid Pricing Model: a paid in-home consult, a flat design fee, variable project management fees, and a margin on furnishings that keeps pricing at or under retail.
Within months, Angela's income doubled and her stress was cut in half. She now shows up like the CEO of her business, not a glorified design assistant.
The shift wasn't just about numbers. It was about how she positioned herself.
A profitable business is intentional. It has systems, pricing that works, and clients who respect your process.
If you don't know your monthly revenue, expenses, or profit margins, you don't know if you're healthy. Nancy offers a free Profitability Analyzer that helps designers determine whether each job they complete is actually profitable.
You need real data, not just a complete to-do list.
Clients trust certainty. If you're grounded, they feel safe investing with you.
Nancy QuinnBusiness Coach & Founder
Business and sales confidence. Understanding both.
Most designers are incredibly talented, but no one teaches them how to think like a business owner or how to guide a sales conversation without sounding awkward or unsure.
When you understand your business model and know how to communicate your value clearly, clients respond differently. You stop chasing. Start leading. And you make more money doing what you love.
If you're stuck repeating yourself, overwhelmed by admin, or forgetting key steps—you need systems. Templates, automations, workflows. Build those first if you can.
But if you're already stretched thin, you can hire help and have them document the procedures as you train them. That way, you're offloading tasks and creating SOPs (Standard Operating Procedures) at the same time.
Just don't make the mistake of hiring someone to fix chaos. Hire them to help you organize and scale what already works, or is about to.
Many residential designers think of their hourly rate as a simple exchange of time for money. But that mindset undervalues the real asset they bring to the table.
Nancy QuinnBusiness Coach & Founder
You should only show what you're looking to attract in your public-facing assets—your website, social media, or marketing content. What you put out attracts what you get back. Be intentional.
And just as importantly, keep investing in yourself: your growth, your knowledge, and your business.
Profit follows clarity, and clarity comes from experience, coaching, and committing to the long game.
Being busy isn't the same as being profitable. Working harder isn't the answer when your pricing doesn't reflect your value.
The designers who build truly sustainable practices aren't the ones doing more. They're the ones who've learned to price confidently, communicate clearly, and build systems that support growth instead of chaos.
Because at some point, you have to decide: do you want to stay busy, or do you want to build something that lasts?