The Real Problem Designers Face–It’s Not “Discounts”, It’s Crafting True Client Partnerships

Some interior designers think the biggest challenge they face is clients constantly asking for “discounts”. It can feel super annoying. After all, you know the value of your work, and constant pricing issues can undermine your confidence and your bottom line. But here’s the truth: the problem isn’t sharing discounts or clients asking for them. The real issue lies in the failure to create a client partnership where you both feel you’re getting the best value.

First of all, if you are selling wholesale, the price you get for being in business with the vendor is NOT a discount. When designers talk about this issue it is often a surface-level symptom of a deeper disconnect.

Clients might ask for discounts when they feel uncertain about the value they’re receiving. And designers, trying to secure the project, might offer to share a discount in hopes of sealing the deal.

But what happens when the real problem isn’t addressed? The client may get a lower price, but they may still feel like they’re not getting enough value. And the designer? They end up working harder for less money and feel underappreciated and undervalued.

This constant cycle leads to resentment and frustration on both sides. But it doesn’t have to be this way.

The real solution lies in crafting a partnership where both of you feel like you’re winning. A strong client partnership isn’t just about the end product; it’s about the relationship you build during the design process. When both parties feel they’re getting the best value, there’s no need for discounts. Instead, there’s trust, understanding, and shared goals.

The foundation of any strong client partnership is communication. Be transparent with your clients from the start about what’s included in your services, how you price a project, and the value they can expect to receive. Clients should never be left guessing why you charge what you do or how your services benefit them. When clients clearly understand your value, they are less likely to push for discounts.

Clients often ask for discounts when they’re fixated on the price instead of the outcome. Shift the focus of your conversations from cost to results. Help clients understand how your design will impact their home, their lifestyle, or even the resale value of their property. When clients see the bigger picture, they realize that the value of what they’re getting far outweighs any small discount they might ask for.

A successful client partnership is built on clear expectations. Discuss timelines, budgets, and deliverables early in the process. Clients who understand the full scope of what they’re getting are less likely to feel like they need a price reduction to balance out the value. By setting strong boundaries and managing expectations, you ensure that both you and your client feel comfortable and confident in the partnership.

Many clients don’t understand the full extent of what goes into creating a beautiful, functional space. Take the time to educate them on the design process—how much time, effort, and creativity it takes to bring their vision to life. When clients see the thought and expertise behind every decision, they’ll better appreciate your value, and the discussion will shift away from discounts.

A strong client partnership is collaborative. Involve your clients in the design process in meaningful ways—ask for their input, help them understand how their choices impact the project, and show them the value of the decisions you’re making on their behalf. When clients feel like active participants, they’re more likely to trust you, value your expertise, and feel like they’re getting a great deal without the need to question pricing especially if you are fair.

When you focus on crafting a client partnership where you and your client both feel valued, the conversation around discounts becomes irrelevant. You’re not just providing a service—you’re building a relationship based on trust, shared goals, and clear communication. This is what makes clients feel like they’re getting the best value, and in turn, allows you to be fairly compensated for your work.

Ultimately, the biggest problem designers face isn’t clients asking for discounts—it’s the inability to structure relationships that lead to mutual satisfaction. By shifting your focus from price to partnership, you can create stronger, more rewarding client relationships that benefit both parties, eliminating the need for constant price negotiations.

Both sides win when clients feel confident in the value they’re receiving and when designers feel empowered to charge their value.

That’s the real key to creating a legacy business.