Featured on this episode:

• Sign up for The Pricing Fix workshop on November 6th,12:30 PM EST here
• Join the wait list for my revamped course, The Designers Edge
• Access the full video interview with Elana Steele of Steele Appliance here
• Sign up here to join my panel discussion at High Point
• Sign up here for my weekly newsletter

What you will learn in this episode:

• Why your “flat fee” might not actually be flat

• How to make your flat fee pricing truly profitable

• How to lead your clients through money conversations with confidence

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When “Flat” Isn’t Flat Enough

If you’ve switched to flat fee pricing thinking it would simplify your billing, you’re not alone. Many designers make the move away from hourly billing, excited to finally ditch time tracking, nickel-and-diming, and constant client surprises.

But here’s the catch: a flat fee that isn’t truly flat can quietly drain your profits.

You might have streamlined your client experience—but if your pricing doesn’t fully capture the invisible work behind every project, your “flat fee” could actually be flattening your bottom line.

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The Flat Fee Trap Most Designers Fall Into

Most designers set their flat fee based on the visible parts of a project—the creative deliverables like drawings, design concepts, and selections.

But that’s only a slice of what you actually do. What about:

• The countless client emails and update calls
• The site visits, follow-ups, and re-selections
• The coordination and troubleshooting between contractors

All of those moments add up. They may not appear on your proposal, but they live in your calendar—and if you’re not charging for them, you’re leaving money on the table.

It’s not that your number thats wrong—it’s that your flat fee wasn’t flat enough.

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What “Flat Enough” Really Means

A well-built flat fee isn’t rigid—it’s resilient.
It should hold up under the normal ebb and flow of a project without collapsing under hours you didn’t anticipate.

That means your fee isn’t just a number—it’s a framework.
Flat fees should include:

• Defined scope and deliverables
• Estimated hours (including admin, project management, and communication)
• A timeline that reflects the pace of work
• Flexibility for change — because projects always evolve

Flat doesn’t mean fixed forever. It means clearly scoped, confidently communicated, and flexible enough to adapt when the project does.

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Where Flat Fee Pricing Goes Off Track

Flat fees fail when they’re built around design work alone. Most designers are confident pricing drawings or selections—but less so when it comes to pricing leadership.

Yet that’s exactly what you’re doing every day: guiding decisions, setting expectations, managing personalities, and problem-solving on the fly.

If your pricing only reflects design deliverables, you’re giving away your most valuable asset—your expertise—for free.

A truly sustainable flat fee values both your creativity and your leadership.

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Flat Fees Are a Reflection of Leadership

Pricing isn’t just financial—it’s energetic.
Your fee tells your client what to expect and how to respect your boundaries.

When you communicate your pricing with clarity and confidence, you set the tone for the entire project. You show clients that your work isn’t just about aesthetics—it’s about the professional guidance and emotional labor that holds the project together.

A strong flat fee says, “I’m not just designing your space—I’m leading your project.”

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Flat Fee Pricing, Done Right

Here’s what “flat fee pricing done right” looks like:

1. Define the full scope — Include every phase of work: concept, management, admin, and communication.
2. Add a buffer — Build in time for the inevitable curveballs (revisions, delays, decision fatigue).
3. Tie fees to scope and timeline — If the project grows, your fee should too.
4. Lead with transparency — Explain the “why” behind your pricing. Clients respect clarity more than discounts.
5. Review regularly — Adjust your pricing model every few projects based on what you’ve learned.

The goal isn’t to charge more, it’s to charge accurately.

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Final Takeaway

Your flat fee isn’t just a number—it’s a reflection of your boundaries, leadership, and confidence as a designer.

So next time you price a project, pause and ask yourself:
👉 Is this flat enough?

Because when your flat fee truly reflects the full value of your work, you’re not just simplifying your billing—you’re building a more profitable, sustainable business.

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Like this Episode?

Be sure to check out Episode #249: The Invisible Work That’s Eating Your Profits

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

Be sure to check out Episode #214: LuAnn Nigara on Leadership, Profitability, and Owning Your Role