In case you don’t already know this, it is less expensive to develop business from existing clients than it is to find new clients. Despite this sage advice, many professionals, me included, spend an inordinate amount of time looking for new business. So, being the business coach that I am, I have decided to lead by example and contact all of the clients in my database. This is what I have learned.
Number one, they are very happy with the advice I have given them, much of which applied, works. Good news for any professional! Number two; there is a fair amount of my advice which is not getting implemented. Bad news for my clients and ultimately, me. This is equivalent to someone buying a design plan from you and then not using it. You get to be creative, but you don’t get to experience the finished product.

After some reflection, I have decided that the original design plan (my advice) is flawed. If I don’t make sure that my clients can execute the tools that I teach them, it really doesn’t much change their situations. If anything, they are worse off having the knowledge of what to do and the new-found guilt of not using it. The happy ignorance of the past quickly erased and replaced by awareness and direction.

In order to rectify this situation, I now realize that my advice needs to include an action plan that I am part of. If only to periodically check in to see if steps have been taken or if new questions have arisen, I can provide a gentle nudge when needed to keep momentums going. Even if I am not doing the implementation, I can help make sure that it is happening anyway.

I believe that there is a direct application for design professionals and their clients. As I see it, the trend for “do it yourselfers” is going to grow and the industry will be called on to fill-in where needed, assuming full-service design has not been engaged. Allowing that the public will bite off more then they can chew at times, I think it is wise for designers to sell a plan and then negotiate some hand-holding along the way. This is not to suggest that you want to relinquish control, but sometimes, you just need to move out of the way and let clients do what they want. You can, of course, remain available and visible to be a guiding light in the sometimes murky world of design!

The deadline to apply for K+BB's kitchen/bath/showroom of the year contest is fast approaching. The deadline is Dec. 30. For more information and an application, visit http://www.kbbonline.com/kbb/images/pdf/kbb_2005_kit-bathofyear.pdf