CHRISTINE M. PIOTROWSKI, FASID, IIDA, provides consulting services to interior designers on business practices. She is a former professor of interior design at Northern Arizona University and has over thirty-five years of commercial and residential design experience. She is a two-time winner of the ASID/Polsky Prize. She is the author of Becoming an Interior Designer; Designing Commercial Interiors; Problem Solving and Critical Thinking for Designers; and Professional Practice for Interior Designers, all from Wiley.

• Preface xvAcknowledgments xviiPart 1 The Profession 11. Interior Design as a Profession 3Why Study Professional Practice? 4What is a Profession? 5Defining the Profession 6Professional and Social Responsibility 7Historical Overview 8Interior Design Value 10The Business of Interior Design 132. Professional Advancement 19Educational Preparation 20Internships 22Lifelong Learning 23Professional Certification 24Licensing and Registration 26Professional Associations 283. Going Global 37Global Design Work 38Professional Practice in a Global Market 39Cultural Sensitivity 43International Etiquette 45Part 2 Career Paths 494. Where Do Designers Work? 51How Do Designers Work? 52Types of Work Environments 53Collaboration 57Expectations 58Your First Job 59On‐the‐Job Strategies 62Making a Career Change 625. Professional Options 67A Personal Mission Statement 68Personal and Professional Goals 69Career Decisions 73Design Career Specialties 746. The Job Search 85The Search is On 86Resumes 90The Cover Letter 96Portfolios 99How Employers Review Resumes and Cover Letters 102The Job Interview 103Typical Interview Questions 107Illegal Questions 109Follow‐Up 110Part 3 Professional Responsibility 1157. Ethics and Professional Conduct 117Ethical Standards 118Ethics in the Business Environment 119Professional Conduct 1228. Legal Responsibilities 129The Legal Environment of Interior Design Practice 130Criminal Versus Tort Law 133Negligence 134Intentional Torts 136Intellectual Property—Copyright 138Code Compliance 143Part 4 Defining the Project 1479. Project Compensation and Design Fees 149Calculating the Billing Rate 150Which Compensation Method? 152Estimating Design Fees 153Indirect Job Costs 156Methods for Setting Design Fees 15710. Preparing Design Contracts 169Definition and Basic Elements of a Contract 170Letter of Agreement or Contract? 175Proposals Versus Contracts 176Contract Form and the Statute of Frauds 177Developing the Design Contract 179Content Formalities 182Interior Design Contracts: Content and Form 183Performance and Breach 199Termination by Agreement 202Avoiding Contract Disputes 20211. Trade Sources 207Internet Sourcing 208Manufacturers 208Sales Representatives 209Marts, Showrooms, and Market Centers 210Local Showrooms 212Retail Specialty Stores 212Manufacturer’s Dealers 212Trades and Crafts Resources 213Construction Contractors 214Selecting Trade Sources 21512. Product Pricing 221Pricing 222Pricing Terms 222Discounts 224Selling Prices 228Deposits, Down Payments, and Retainers 231Freight and FOB 233Delivery and Installation Charges 234Sales and Use Taxes 23513. The Selling of Goods: The Uniform Commercial Code and Warranties 241Historic Overview of the UCC 242UCC Definitions 243The Buyer’s Rights and Obligations 244The Seller’s Rights and Obligations 245Statute of Frauds 248The Sales Contract 249Electronic Agreements and Signatures 255Sales on Approval 257Title 258Risk 258Warranties and Product Liability 259Part 5 Project Delivery 26914. Building Client Relationships 271Understanding Your Client 272Buyer Demographics 274The Buyer Decision‐Making Process 276Creating Customer Loyalty 277Managing Customer Expectations 278Bringing Value to Clients Through Design 279Negotiating 280Confidentiality 282Good Impressions 28315. The Project Management Process 291What is Project Management? 292The Role of the Designer/specifier 295Phases of an Interior Design Project 297Stakeholders 307Selecting Project Teams 309Project Delivery Methods 310Building Information Modeling (BIM) 312Risk Management 313Value Engineering 314Plan Review Boards 315Project Schedules 316Project Budgeting 318Managing and Recording Your Time 321Project Files or Job Books 32616. Contract Documents and Specifications 335Contract Documents 336Specifications 340Specifications Organization 346Sustainable Product Specifications 348Construction Agreement 349Competitive Bidding 350Modifications 359Submittals 36217. Contract Administration: Construction and Order Processing 365Contract Administration: Construction 366Contract Administration: Procurement and Order Processing 368Shipping and Freight 383Expediting 38418. Contract Administration: Delivery and Project Closeout 389Delivery and Installation 390Project Closeout 394Postoccupancy and Follow‐Up 397Part 6 Establishing an Interior Design Practice 40319. Creating and Managing an Interior Design Practice 405Motivations for Business Ownership 406Understanding the Risks of Business Ownership 408Advantages and Disadvantages of Business Ownership 410Types of Practice Organizations 412Working Alone 413Buying an Existing Business 414The Stages of a Business 416Functions of Management 418Management Styles 41920. Advice and Counsel 423Attorney 424Accountant 425Banker 426Sources of Capital 427Establishing Business Credit 429Insurance 430Technical Consultants 434Sources of Information and Assistance 43521. Preparing the Business Plan 441The Business Plan 442Start‐Up Costs 446Setting up the Office 447Green Office Management 45522. Business Formations 459Sole Proprietorship 460Partnerships 463Limited Liability Company (LLC) 466Corporations 467Joint Venture 47223. Business Legal Filings and Licenses 477Business Legal Filings 478Naming Your Business 480Licenses 482Income Tax Basics 484Part 7 Marketing for Success 48924. Fundamentals of Marketing 491What is Marketing? 492Online Marketing: An Overview 492The Four Ps of Marketing 493Marketing Analysis 495Branding 496Target Marketing 498Establishing a Niche 500Marketing Plan 50225. Promotional Tools 507Promotion 508Public Relations 509Publicity 510Press Releases 511Traditional Marketing Tools: An Overview 512Proposals as a Marketing Tool 52626. Marketing Online 533An Introduction to Online Marketing 534Web Sites 535Social Media Marketing 538Online and Social Media Etiquette 54527. Selling Strategies 549What is Selling? 550Selling Services Versus Products 552Selling Techniques 553The Selling Process 554Types of Presentations 559The Initial Client Interview 560Closing Techniques 565Presentation Follow‐Up 567Overcoming Objections 567Additional Guidelines for Making Presentations 569Part 8 Managing an Interior Design Practice 57328. Money Management 575Accounting Methods: Accrual Versus Cash Accounting 576Accounting Records and Systems 578Basic Financial Reports: Income Statement, Balance Sheet, and Statement of Cash Flows 582Computer Applications for Accounting 591Managing Your Finances 592Financial Ratios and Percentages 596Controlling Overhead 60129. Employee Management 605The Agency Relationship 606Job Classifications 609Job Descriptions 612Employment at Will 614Employment Contracts 617Independent Contractors 620Compensation and Fringe Benefits 623The Performance Evaluation 628The Employee Handbook 629Mentoring 630Sexual Harassment 631Federal Laws Regulating Employment 63330. Strategic Planning: Designing the Future 639The Importance of Planning 640Strategic Planning Basics 641Mission Statements 643Business Analysis 644Business Goals, Objectives, Strategies, and Tactics 646Budgeting 647Measuring Performance 649Benchmarking 650Appendix 655Glossary 659General References 683Index 713

CHRISTINE M. PIOTROWSKI, FASID, IIDA, provides consulting services to interior designers on business practices. She is a former professor of interior design at Northern Arizona University and has over thirty-five years of commercial and residential design experience. She is a two-time winner of the ASID/Polsky Prize. She is the author of Becoming an Interior Designer; Designing Commercial Interiors; Problem Solving and Critical Thinking for Designers; and Professional Practice for Interior Designers, all from Wiley.

• Preface xvAcknowledgments xviiPart 1 The Profession 11. Interior Design as a Profession 3Why Study Professional Practice? 4What is a Profession? 5Defining the Profession 6Professional and Social Responsibility 7Historical Overview 8Interior Design Value 10The Business of Interior Design 132. Professional Advancement 19Educational Preparation 20Internships 22Lifelong Learning 23Professional Certification 24Licensing and Registration 26Professional Associations 283. Going Global 37Global Design Work 38Professional Practice in a Global Market 39Cultural Sensitivity 43International Etiquette 45Part 2 Career Paths 494. Where Do Designers Work? 51How Do Designers Work? 52Types of Work Environments 53Collaboration 57Expectations 58Your First Job 59On‐the‐Job Strategies 62Making a Career Change 625. Professional Options 67A Personal Mission Statement 68Personal and Professional Goals 69Career Decisions 73Design Career Specialties 746. The Job Search 85The Search is On 86Resumes 90The Cover Letter 96Portfolios 99How Employers Review Resumes and Cover Letters 102The Job Interview 103Typical Interview Questions 107Illegal Questions 109Follow‐Up 110Part 3 Professional Responsibility 1157. Ethics and Professional Conduct 117Ethical Standards 118Ethics in the Business Environment 119Professional Conduct 1228. Legal Responsibilities 129The Legal Environment of Interior Design Practice 130Criminal Versus Tort Law 133Negligence 134Intentional Torts 136Intellectual Property—Copyright 138Code Compliance 143Part 4 Defining the Project 1479. Project Compensation and Design Fees 149Calculating the Billing Rate 150Which Compensation Method? 152Estimating Design Fees 153Indirect Job Costs 156Methods for Setting Design Fees 15710. Preparing Design Contracts 169Definition and Basic Elements of a Contract 170Letter of Agreement or Contract? 175Proposals Versus Contracts 176Contract Form and the Statute of Frauds 177Developing the Design Contract 179Content Formalities 182Interior Design Contracts: Content and Form 183Performance and Breach 199Termination by Agreement 202Avoiding Contract Disputes 20211. Trade Sources 207Internet Sourcing 208Manufacturers 208Sales Representatives 209Marts, Showrooms, and Market Centers 210Local Showrooms 212Retail Specialty Stores 212Manufacturer’s Dealers 212Trades and Crafts Resources 213Construction Contractors 214Selecting Trade Sources 21512. Product Pricing 221Pricing 222Pricing Terms 222Discounts 224Selling Prices 228Deposits, Down Payments, and Retainers 231Freight and FOB 233Delivery and Installation Charges 234Sales and Use Taxes 23513. The Selling of Goods: The Uniform Commercial Code and Warranties 241Historic Overview of the UCC 242UCC Definitions 243The Buyer’s Rights and Obligations 244The Seller’s Rights and Obligations 245Statute of Frauds 248The Sales Contract 249Electronic Agreements and Signatures 255Sales on Approval 257Title 258Risk 258Warranties and Product Liability 259Part 5 Project Delivery 26914. Building Client Relationships 271Understanding Your Client 272Buyer Demographics 274The Buyer Decision‐Making Process 276Creating Customer Loyalty 277Managing Customer Expectations 278Bringing Value to Clients Through Design 279Negotiating 280Confidentiality 282Good Impressions 28315. The Project Management Process 291What is Project Management? 292The Role of the Designer/specifier 295Phases of an Interior Design Project 297Stakeholders 307Selecting Project Teams 309Project Delivery Methods 310Building Information Modeling (BIM) 312Risk Management 313Value Engineering 314Plan Review Boards 315Project Schedules 316Project Budgeting 318Managing and Recording Your Time 321Project Files or Job Books 32616. Contract Documents and Specifications 335Contract Documents 336Specifications 340Specifications Organization 346Sustainable Product Specifications 348Construction Agreement 349Competitive Bidding 350Modifications 359Submittals 36217. Contract Administration: Construction and Order Processing 365Contract Administration: Construction 366Contract Administration: Procurement and Order Processing 368Shipping and Freight 383Expediting 38418. Contract Administration: Delivery and Project Closeout 389Delivery and Installation 390Project Closeout 394Postoccupancy and Follow‐Up 397Part 6 Establishing an Interior Design Practice 40319. Creating and Managing an Interior Design Practice 405Motivations for Business Ownership 406Understanding the Risks of Business Ownership 408Advantages and Disadvantages of Business Ownership 410Types of Practice Organizations 412Working Alone 413Buying an Existing Business 414The Stages of a Business 416Functions of Management 418Management Styles 41920. Advice and Counsel 423Attorney 424Accountant 425Banker 426Sources of Capital 427Establishing Business Credit 429Insurance 430Technical Consultants 434Sources of Information and Assistance 43521. Preparing the Business Plan 441The Business Plan 442Start‐Up Costs 446Setting up the Office 447Green Office Management 45522. Business Formations 459Sole Proprietorship 460Partnerships 463Limited Liability Company (LLC) 466Corporations 467Joint Venture 47223. Business Legal Filings and Licenses 477Business Legal Filings 478Naming Your Business 480Licenses 482Income Tax Basics 484Part 7 Marketing for Success 48924. Fundamentals of Marketing 491What is Marketing? 492Online Marketing: An Overview 492The Four Ps of Marketing 493Marketing Analysis 495Branding 496Target Marketing 498Establishing a Niche 500Marketing Plan 50225. Promotional Tools 507Promotion 508Public Relations 509Publicity 510Press Releases 511Traditional Marketing Tools: An Overview 512Proposals as a Marketing Tool 52626. Marketing Online 533An Introduction to Online Marketing 534Web Sites 535Social Media Marketing 538Online and Social Media Etiquette 54527. Selling Strategies 549What is Selling? 550Selling Services Versus Products 552Selling Techniques 553The Selling Process 554Types of Presentations 559The Initial Client Interview 560Closing Techniques 565Presentation Follow‐Up 567Overcoming Objections 567Additional Guidelines for Making Presentations 569Part 8 Managing an Interior Design Practice 57328. Money Management 575Accounting Methods: Accrual Versus Cash Accounting 576Accounting Records and Systems 578Basic Financial Reports: Income Statement, Balance Sheet, and Statement of Cash Flows 582Computer Applications for Accounting 591Managing Your Finances 592Financial Ratios and Percentages 596Controlling Overhead 60129. Employee Management 605The Agency Relationship 606Job Classifications 609Job Descriptions 612Employment at Will 614Employment Contracts 617Independent Contractors 620Compensation and Fringe Benefits 623The Performance Evaluation 628The Employee Handbook 629Mentoring 630Sexual Harassment 631Federal Laws Regulating Employment 63330. Strategic Planning: Designing the Future 639The Importance of Planning 640Strategic Planning Basics 641Mission Statements 643Business Analysis 644Business Goals, Objectives, Strategies, and Tactics 646Budgeting 647Measuring Performance 649Benchmarking 650Appendix 655Glossary 659General References 683Index 713