The leading guide to the business practice of the interior design profession, updated to reflect the latest trends
For nearly thirty years, Professional Practice for Interior Designers has been a must-have resource for aspiring designers and practicing professionals. This revised and updated Sixth Edition continues to offer authoritative guidance related to the business of the interior design professionfrom the basics to the latest topics and tools essential for planning, building, and maintaining a successful commercial or residential interior design business.
Filled with business tips and best practices, illustrative scenarios, and other pedagogical tools, this revised edition contains new chapters on interior design in the global environment, building client relationships, and online marketing communications. The author also includes updated information on web and social media marketing, branding, and prospecting for global projects. Recommended by the NCIDQ for exam preparation, this Sixth Edition is an invaluable resource for early career designers or those studying to enter the profession. This important book:
- Contains three new chapters that focus on client relationships, marketing communications, and interior design in the global marketplace.
- Includes new or updated sections that reflect the recent trends related to social media, branding, sustainable design practice and more
- Offers invaluable pedagogical tools in every chapter, including chapter objectives and material relevant for the NCIDQ
- Instructors have access to an Instructor's Manual through the book's companion website
Table of Contents
Preface xv
Acknowledgments xvii
Part 1 The Profession 1
1. Interior Design as a Profession 3
Why Study Professional Practice? 4
What is a Profession? 5
Defining the Profession 6
Professional and Social Responsibility 7
Historical Overview 8
Interior Design Value 10
The Business of Interior Design 13
2. Professional Advancement 19
Educational Preparation 20
Internships 22
Lifelong Learning 23
Professional Certification 24
Licensing and Registration 26
Professional Associations 28
3. Going Global 37
Global Design Work 38
Professional Practice in a Global Market 39
Cultural Sensitivity 43
International Etiquette 45
Part 2 Career Paths 49
4. Where Do Designers Work? 51
How Do Designers Work? 52
Types of Work Environments 53
Collaboration 57
Expectations 58
Your First Job 59
On‐the‐Job Strategies 62
Making a Career Change 62
5. Professional Options 67
A Personal Mission Statement 68
Personal and Professional Goals 69
Career Decisions 73
Design Career Specialties 74
6. The Job Search 85
The Search is On 86
Resumes 90
The Cover Letter 96
Portfolios 99
How Employers Review Resumes and Cover Letters 102
The Job Interview 103
Typical Interview Questions 107
Illegal Questions 109
Follow‐Up 110
Part 3 Professional Responsibility 115
7. Ethics and Professional Conduct 117
Ethical Standards 118
Ethics in the Business Environment 119
Professional Conduct 122
8. Legal Responsibilities 129
The Legal Environment of Interior Design Practice 130
Criminal Versus Tort Law 133
Negligence 134
Intentional Torts 136
Intellectual Property - Copyright 138
Code Compliance 143
Part 4 Defining the Project 147
9. Project Compensation and Design Fees 149
Calculating the Billing Rate 150
Which Compensation Method? 152
Estimating Design Fees 153
Indirect Job Costs 156
Methods for Setting Design Fees 157
10. Preparing Design Contracts 169
Definition and Basic Elements of a Contract 170
Letter of Agreement or Contract? 175
Proposals Versus Contracts 176
Contract Form and the Statute of Frauds 177
Developing the Design Contract 179
Content Formalities 182
Interior Design Contracts: Content and Form 183
Performance and Breach 199
Termination by Agreement 202
Avoiding Contract Disputes 202
11. Trade Sources 207
Internet Sourcing 208
Manufacturers 208
Sales Representatives 209
Marts, Showrooms, and Market Centers 210
Local Showrooms 212
Retail Specialty Stores 212
Manufacturer’s Dealers 212
Trades and Crafts Resources 213
Construction Contractors 214
Selecting Trade Sources 215
12. Product Pricing 221
Pricing 222
Pricing Terms 222
Discounts 224
Selling Prices 228
Deposits, Down Payments, and Retainers 231
Freight and FOB 233
Delivery and Installation Charges 234
Sales and Use Taxes 235
13. The Selling of Goods: The Uniform Commercial Code and Warranties 241
Historic Overview of the UCC 242
UCC Definitions 243
The Buyer’s Rights and Obligations 244
The Seller’s Rights and Obligations 245
Statute of Frauds 248
The Sales Contract 249
Electronic Agreements and Signatures 255
Sales on Approval 257
Title 258
Risk 258
Warranties and Product Liability 259
Part 5 Project Delivery 269
14. Building Client Relationships 271
Understanding Your Client 272
Buyer Demographics 274
The Buyer Decision‐Making Process 276
Creating Customer Loyalty 277
Managing Customer Expectations 278
Bringing Value to Clients Through Design 279
Negotiating 280
Confidentiality 282
Good Impressions 283
15. The Project Management Process 291
What is Project Management? 292
The Role of the Designer/specifier 295
Phases of an Interior Design Project 297
Stakeholders 307
Selecting Project Teams 309
Project Delivery Methods 310
Building Information Modeling (BIM) 312
Risk Management 313
Value Engineering 314
Plan Review Boards 315
Project Schedules 316
Project Budgeting 318
Managing and Recording Your Time 321
Project Files or Job Books 326
16. Contract Documents and Specifications 335
Contract Documents 336
Specifications 340
Specifications Organization 346
Sustainable Product Specifications 348
Construction Agreement 349
Competitive Bidding 350
Modifications 359
Submittals 362
17. Contract Administration: Construction and Order Processing 365
Contract Administration: Construction 366
Contract Administration: Procurement and Order Processing 368
Shipping and Freight 383
Expediting 384
18. Contract Administration: Delivery and Project Closeout 389
Delivery and Installation 390
Project Closeout 394
Postoccupancy and Follow‐Up 397
Part 6 Establishing an Interior Design Practice 403
19. Creating and Managing an Interior Design Practice 405
Motivations for Business Ownership 406
Understanding the Risks of Business Ownership 408
Advantages and Disadvantages of Business Ownership 410
Types of Practice Organizations 412
Working Alone 413
Buying an Existing Business 414
The Stages of a Business 416
Functions of Management 418
Management Styles 419
20. Advice and Counsel 423
Attorney 424
Accountant 425
Banker 426
Sources of Capital 427
Establishing Business Credit 429
Insurance 430
Technical Consultants 434
Sources of Information and Assistance 435
21. Preparing the Business Plan 441
The Business Plan 442
Start‐Up Costs 446
Setting up the Office 447
Green Office Management 455
22. Business Formations 459
Sole Proprietorship 460
Partnerships 463
Limited Liability Company (LLC) 466
Corporations 467
Joint Venture 472
23. Business Legal Filings and Licenses 477
Business Legal Filings 478
Naming Your Business 480
Licenses 482
Income Tax Basics 484
Part 7 Marketing for Success 489
24. Fundamentals of Marketing 491
What is Marketing? 492
Online Marketing: An Overview 492
The Four Ps of Marketing 493
Marketing Analysis 495
Branding 496
Target Marketing 498
Establishing a Niche 500
Marketing Plan 502
25. Promotional Tools 507
Promotion 508
Public Relations 509
Publicity 510
Press Releases 511
Traditional Marketing Tools: An Overview 512
Proposals as a Marketing Tool 526
26. Marketing Online 533
An Introduction to Online Marketing 534
Web Sites 535
Social Media Marketing 538
Online and Social Media Etiquette 545
27. Selling Strategies 549
What is Selling? 550
Selling Services Versus Products 552
Selling Techniques 553
The Selling Process 554
Types of Presentations 559
The Initial Client Interview 560
Closing Techniques 565
Presentation Follow‐Up 567
Overcoming Objections 567
Additional Guidelines for Making Presentations 569
Part 8 Managing an Interior Design Practice 573
28. Money Management 575
Accounting Methods: Accrual Versus Cash Accounting 576
Accounting Records and Systems 578
Basic Financial Reports: Income Statement, Balance Sheet, and Statement of Cash Flows 582
Computer Applications for Accounting 591
Managing Your Finances 592
Financial Ratios and Percentages 596
Controlling Overhead 601
29. Employee Management 605
The Agency Relationship 606
Job Classifications 609
Job Descriptions 612
Employment at Will 614
Employment Contracts 617
Independent Contractors 620
Compensation and Fringe Benefits 623
The Performance Evaluation 628
The Employee Handbook 629
Mentoring 630
Sexual Harassment 631
Federal Laws Regulating Employment 633
30. Strategic Planning: Designing the Future 639
The Importance of Planning 640
Strategic Planning Basics 641
Mission Statements 643
Business Analysis 644
Business Goals, Objectives, Strategies, and Tactics 646
Budgeting 647
Measuring Performance 649
Benchmarking 650
Appendix 655
Glossary 659
General References 683
Index 713
