Featured on this episode:

• Sign up for The Pricing Fix workshop on November 6th,12:30 PM EST here
• Access the full video interview with Elana Steele of Steele Appliance here

What you will learn in this episode:

• The contractor’s mindset for confident and profitable project pricing and how designers can use it too
• How to handle uncertainty with clients using clear ballpark estimates and structured communication instead of wishful thinking
• Why airtight scopes of work are your best protection against lost profits, blurred boundaries, and stress

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If you’ve ever caught yourself sweating over a project estimate or felt your stomach drop during “the budget talk” with a client, you’re not alone. But here’s the thing: while designers are making comforting mood boards, contractors are out there writing scopes with the steely gaze of someone who’s seen it all. There’s a world of difference in how contractors, and most designers, lead their clients, and it all comes down to one thing: confidence in the unknown.

Spoiler: That confidence isn’t magic. But it is a mindset (and a process) you can learn, starting today.

Contractors Price for Problems. Designers Price for Perfection.

Contractors don’t flinch when they quote a project. Why? They price for the headaches that haven’t even arrived yet. If you’ve built 20 kitchens, you know to expect extra drywall, surprise electrical changes, or a week lost to a backordered tile. It’s not pessimism; it’s planning. Smart contractors build in a buffer—not out of greed, but because reality is messy.

Designers? We tend to price for how we hope things will go. We budget for perfection. And when reality comes knocking…guess who quietly absorbs the hit? Yep, us.

Here’s the bottom line:

• 💡 Contractors lead with realism, not hope.
• 📉 Designers risk profits (and sanity) when we base fees on wishful thinking.
• 🛑 Confidence comes from structure, not experience.

Contractors Handle Uncertainty. You Can Too

Ever get a vague “we’re thinking of redoing the kitchen” inquiry? Most designers freeze or stall: “I need more details! I can’t give a number yet!” Contractors, meanwhile, calmly offer a ballpark estimate (“Usually $400–$500 per sq ft,” for example). It’s not a promise, it’s professionalism. The client gets clarity, not confusion.

Designers, listen up: Confidence isn’t about having all the answers. It’s about guiding, not guessing. Clients are searching for someone who understands the process, not someone who’s just along for the creative ride.

How Contractors Use Data And How You Can Too

You don’t need a decade’s worth of projects under your belt. You have more data than you think:

• Track how long your design documentation takes.
• Review how client decisions have dragged out projects.
• Note how many hours past projects have really required.

Use that as your contractor-style baseline. Got no data? Borrow it. Ask contractors, architects, or local trades for their ranges. People are often generous with ballpark numbers, because it helps them qualify clients too.

And yes, you can use sq ft pricing for early estimates, just don’t only rely on it. Use the language your contractors and clients expect, pairing it with your own numbers and honest boundaries.

Why Scope of Work Is the Key to Confidence and Profit

Here’s where most designers stumble: the scope of work. If you’re using poetic language instead of a bullet-pointed breakdown, that’s a problem. Clarity = confidence = profit.

A solid scope should look like this:

• Review existing conditions
• Produce demolition/construction plans
• Specify cabinetry, appliances, tile, etc.
• Attend (and bill for!) site meetings

If it’s not in writing, it’s not included. Contractors treat scopes as shields. Designers too often treat them like “nice-to-haves.”

Designers: Stand Beside Your Value Like a Pro

Contractors walk into meetings knowing their bid reflects expertise and clear boundaries, not bravado. You can absolutely build that too. The secret isn’t in being louder or tougher. It’s communicating your expertise and process without apology or endless justification.

Remember:

• You are not “just” a service provider. You are a key pillar, equal to architect and contractor.
• If your process is clear, your confidence follows automatically.
• Leadership means you don’t apologize for your fee. You explain why it matters.

The Takeaway: Confidence Is Structure, Not Certainty

If you take one thing from what contractors know, let it be this:
Confidence doesn’t come from knowing it all. It comes from structure: clear scopes, data-driven estimates, and calm communication about the real risks and complexities.

So next time you’re in a proposal or money conversation, channel that contractor energy. Be clear, be structured, and leave perfection at the door. That’s how you uplevel your value, your profit, and, let’s be honest, your peace of mind.

Like this Episode?

Be sure to check out Episode #251: The Three Lies Designers Tell Themselves About Pricing

Be sure to check out Episode #121: Pricing Projects, Building Confidence, and More with Rebecca Hay

Be sure to check out Episode #247: The Hard Truth About Designers on Jobsites (And How to Shift the Narrative)