CHRISTINE M. PIOTROWSKI, currently based in Phoenix, Arizona, provides consulting services to interior designers on business practices. She is a former professor of interior design at Northern Arizona University and has more than twenty-five years of commercial and residential design experience. She has won the ASID/Polsky Prize twice and received honorable mention once. Her books include Becoming an Interior Designer, Designing Commercial Interiors, and Problem Solving and Critical Thinking for Designers.

• Preface xviiPart 1 Managing and organizing an interior design practice Chapter 1 Interior Design Management 3Chapter 2 The Basics of Management 10Chapter 3 The Basics of Planning 18Chapter 4 Starting a New Practice 26Chapter 5 The annual Plan 48Chapter 6 Basic Financial Accounting 57Chapter 7 Understanding Financial Statements 67Chapter 8 Monitoring and Reporting Performance 89Chapter 9 Fees and pricing 99Chapter 10 Contract for Professional Services 121Chapter 11 Contracts for the Sale of Goods: The Uniform Commercial Code 146Chapter 12 Project Management 156Chapter 13 Liability 180Chapter 14 The Marketing Plan 193Chapter 15 Prospecting 203Chapter 16 Selling and Negotiating 223Chapter 17 Managing Employees 233Chapter 18 Hiring and Firing 239Chapter 19 Job Descriptions 261Chapter 20 Performance Evaluation 273Chapter 21 Compensation and Benefits 284Chapter 22 The Employee Handbook 294Chapter 23 Motivating Employees 304Chapter 24 To be a Professional 310Appendix 315Glossary 323Selected Bibliography 327Index 333

CHRISTINE M. PIOTROWSKI, currently based in Phoenix, Arizona, provides consulting services to interior designers on business practices. She is a former professor of interior design at Northern Arizona University and has more than twenty-five years of commercial and residential design experience. She has won the ASID/Polsky Prize twice and received honorable mention once. Her books include Becoming an Interior Designer, Designing Commercial Interiors, and Problem Solving and Critical Thinking for Designers.

• Preface xviiPart 1 Managing and organizing an interior design practice Chapter 1 Interior Design Management 3Chapter 2 The Basics of Management 10Chapter 3 The Basics of Planning 18Chapter 4 Starting a New Practice 26Chapter 5 The annual Plan 48Chapter 6 Basic Financial Accounting 57Chapter 7 Understanding Financial Statements 67Chapter 8 Monitoring and Reporting Performance 89Chapter 9 Fees and pricing 99Chapter 10 Contract for Professional Services 121Chapter 11 Contracts for the Sale of Goods: The Uniform Commercial Code 146Chapter 12 Project Management 156Chapter 13 Liability 180Chapter 14 The Marketing Plan 193Chapter 15 Prospecting 203Chapter 16 Selling and Negotiating 223Chapter 17 Managing Employees 233Chapter 18 Hiring and Firing 239Chapter 19 Job Descriptions 261Chapter 20 Performance Evaluation 273Chapter 21 Compensation and Benefits 284Chapter 22 The Employee Handbook 294Chapter 23 Motivating Employees 304Chapter 24 To be a Professional 310Appendix 315Glossary 323Selected Bibliography 327Index 333