From Consults to Full Service: How to Maximize Revenue at Every Level

finances

As a small or solo interior design firm owner, you know that no two projects are ever the same. Some clients want you to take the reins on everything from concept to install, while others only need a few hours of your expertise. While it might feel like smaller jobs can’t move the needle financially, there are smart ways to optimize revenue at every service level—and even guide clients toward larger projects over time.

Here’s a breakdown of how you can make the most of every type of job, from the quick consults to full-service design.

1. Start Smart: Designer for a Day or Consult-Only Services

Some clients just think they need a designer to walk though their space and give them ideas. These shorter sessions are your opportunity to make a big impression and lay the groundwork for future work.

Revenue Optimization Tips:

Productize it: Give your consult a name and set deliverables—e.g., “The Design Jumpstart: a 2-hour session + follow-up summary.” This adds perceived value and sets boundaries.
Add a follow-up option: Offer a mini service afterward, like a "One-Room Refresh Plan" clients can purchase within a set time frame.
Prep and document efficiently: Have templates for notes, recommendations, or mood boards ready so your time is used effectively and deliverables feel professional.
Charge your worth: Remember, you’re not just charging for two hours of your time—you’re charging for your experience, ideas, and solutions that will save them money and mistakes.

For more on how to price this and other design services, read this blog: Financial Management Tips for Interior Designers: Pricing, Budgeting, and Forecasting for Success

2. Mid-Level Services: Design Only, Client Executes

Not every client is ready (or able) to invest in a full service design package — but that doesn’t mean your involvement ends with the consultation. Offering a “design-only” package allows you to sell your creativity without managing procurement or install.

Revenue Optimization Tips:

Tier your pricing: Offer a basic design plan, then allow upgrades like 3D renderings, shopping links, or sourcing support.
Use affiliate links: If your clients are shopping retail, consider using affiliate platforms so you can earn commissions passively.
Set boundaries: Be clear about what’s included and what’s not—limit revisions, clarify how long you’re available for follow-up, and document everything.
Create repeatability: Package these services for specific needs—like a "New Home Room Plan" or "Empty Nester Bedroom Refresh”—so you can sell them again and again without reinventing the wheel.

3. Full Service: The Complete Experience

This is where you shine—and where your revenue potential expands the most. From design to purchasing to final styling, you’re providing the complete transformation. But even with higher ticket projects, profitability depends on how you manage the process.

To learn what we include in our full service package at ML Interiors Group, click here to listen to my podcast: S2 Ep. 152 From Concept to Completion with Michelle Lynne

Revenue Optimization Tips:

Charge design fees and markup: Don’t rely on one or the other—charge for your design expertise and also make a profit on product procurement.
Systematize project phases: Create a structured process for client onboarding, design presentations, ordering, and install to keep timelines (and cash flow) steady.
Use trade sources strategically: Source products with healthy margins and ensure your markup covers time spent on ordering, tracking, troubleshooting, and install.
Upsell styling and accessories: Don’t stop at the big pieces—final layer styling can be a lucrative add-on and creates that finished “wow” factor clients love.

Don’t Just Offer Services—Create a Client Journey

Each of these service levels can stand alone, but when thoughtfully layered, they can also serve as a client pipeline. A client who starts with a consult might book a design-only plan a few months later—and then call you back for full service when they’re ready.

Make it easy for them to move through your offerings. Show them what’s possible. And always plant the seed for the next step.

Think of your services as a ladder, with each rung offering more value—for your clients and for your business. When you systematize and price strategically, even your smallest services become part of a profitable, sustainable design firm.

In my program, The Interior Design Business Bakery - an intimate 12-month group coaching program where brilliant designers learn to take their business to the next level - we walk you through the steps to select your offers and how to price them, then offer coaching as you work with your clients.

It’s time to bake your interior design cake & eat it too, babe. Join me in The Bakery turn your hobby into a profitable business.

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