Monthly Archives: February 2010

Friday Fairytale

February 19, 2010

Recently, I had the pleasure of designing a birthday party with the whimsical theme, “My Fairytale Life.” We wanted to play with the idea of a storybook tale come to life, with, of course the most sophisticated and luxurious details and color accents. To extend the theme further, we assigned different characters to each guest at the party. I, for example, was the “Big Bad Wolf.” I wonder why…?

Check out the pictures from the party below to, hopefully, awaken your muse and inspire your own fantasy-like birthday theme.

The birthday girl, Vivia, and me

Tell me, what is the most whimsical theme you have ever designed for a party (could be your own or someone else’s)?

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Common Mistakes: Pricing

February 18, 2010

Example of a traditional centerpiece

This is, without question, THE biggest mistake I have made during my many years in business. Even today, I still consider it a work in progress. How do you put a value on what you do? And, most importantly, how can you explain to most (if not all) of your clients that you are in business to give great service and design beauty, but that you also need to make a living?

I have heard it all:

“If you give me a great price, I’ll turn you on to all my friends.” Which, even if it happens, her friends may also expect a “great price.”
Do my benefit with me for nothing. This is great exposure for you.” I believe in charities, yet I have learned to choose which charities I support and give to freely. When I first started, I did many charities for nothing and the problem was that, again, the clients I received from the exposure expected basement prices too.
“I’ll give you the balance payment the day of the event.” This is a HUGE NO NO. I can not tell you about all the cat and mouse games I have played at weddings, trying to collect my balance check from some of my clients. What I am about to tell you should be non-negotiable: MAKE YOUR CONTRACTS STATE THAT YOU ARE PAID IN FULL AT LEAST A WEEK BEFORE THE EVENT. (This way the check can clear.)

Even though I have been mostly fortunate to always have clients, a few years ago I almost went out of business for my mistakes in pricing. I was lucky enough to hire a fantastic Comptroller by the name of Anne Crenshaw and a financial genius named Sean Low. (He started his own company, The Business of Being Creative, and you can read his blog here). Both of them helped me tremendously in running a profitable business.

Example of a non-traditional centerpiece, made out of paper

There is so much to share on the topic of PRICING that I’d like to bring you part two in next Thursday’s Common Mistakes, but this is the first part of what I have learned:

Use the 50/50 pricing model. Spend 50, make 50. Make sure all your costs and expenses are doubled in your final price. By expenses I mean everything–your time (something you should establish a price for), hard goods (like flowers, props), etc…However, even if you are running a 60/40 (spending 60 and making 40) you’ll be still running a profitable business (though your ultimate goal is always 50/50).
Your clients need to understand, in extreme detail, EXACTLY what they are getting. This especially applies to you folks that are planners since most of your business is selling a service. (This was another huge mistake I made in the past–not giving proper presentations.) For your clients, this is like buying a coat without seeing it in person.
When I first started, I was so thrilled about getting a job that I almost wanted to give it away. Even today, I am not allowed to discuss money with my clients because I am only thinking of how I can create a great design. If it’s possible in any way, be the artist and designer that you are with your clients, and have someone else within your company discuss money.

Please tell me, what do you say to those who accuse you of being overpriced? (I say, “Baby, I’m worth it!”)

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Bride Spotlight: Natalia

February 17, 2010

I love designing various types of events–birthday parties, anniversaries, christenings–but over time I became known for my weddings. This may be because each new wedding I do becomes my favorite wedding. I get very attached to the brides I work with. However, there are certain types of brides I really love:

A bride who knows what she wants but isn’t afraid to be surprised
A bride who can stand up to her mother
A bride who wants to create new traditions

Each week, I’ll go through the many weddings I’ve done over the years and highlight one bride I’m still in love with. This week, I’d like to talk about Natalia.

Natalia’s amazing dress was designed by Valentino. It was one of the last dresses the famous designer created before he retired.

Natalia and I bonded immediately since both of us have a Latin American background (her wedding took place in Colombia). It was very important to her that the ceremony and reception reflect her and her husband’s cultural heritage.

Not only was she incredibly gorgeous, but she was also very insightful and determined to create a new tradition. She and her husband Sebastian had the brilliant suggestion of involving the entire community into their wedding. We went out to the neighborhood high schools and commissioned several of the bands to perform in a Carnivale-like show for the guests as they walked from the church to the reception.

The performers on the left are the high school students creating Carnivale.

Little entrepreneurs. After the ceremony was over, we gave the fresh flowers to these neighborhood children so they could sell them.

Please tell me about your wedding (your own, or one you designed or planned)–what was that special twist you added to the ceremony or reception to make this wedding different from the rest?

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Frequently Asked Questions: Should you give a new client ideas or design before they sign a contract?

February 16, 2010

I’m happy to be bringing you a new series called Frequently Asked Questions. At my speaking engagements, in interviews or even sometimes on the street, I get asked a lot of the same questions from aspiring designers and planners. I thought I’d share the questions and answers here with you once a week.

If you have a question you’d like to ask me, please leave the question as a comment on this blog, post on my Facebook page or tweet to me at @prestonrbailey.

Today’s question is…Should you give a new client ideas or design before they sign a contract?

An example of a presentation I gave to one of my clients

This is a great question, and an important thing to consider since our ideas and designs are the very heart of what we do. I get great pleasure when I receive letters and comments from folks all over the world informing me how they have gotten some kind of inspiration from my books and designs. Often, I am asked if I mind being copied. I actually do not. In fact, I find it to be a great compliment. And guess what, THAT IS THE PURPOSE OF THESE BOOKS and that is why YOU BUY THEM.

Detail shot of the presentation table

However, I resent tremendously when a client comes to my office and asks for a meeting, picks my brain on what she should do, then takes my ideas and uses someone else. I call this THIEVING, and of course I feel incredibly powerless because there is nothing I (or anyone else this happens to) can do.

This no longer happens to me because I can sense the serial shopping client a mile away (you know the one–she interviews everyone in town with the main purpose of collecting free information).

Final design of client’s wedding

As I said in previous blogs, I take client service very seriously. The main goal, however, is to never ever forget that your design, ideas and services are precisely what you are selling.

We can talk more in a future blog entry about how to wow your clients, but first, here are some suggestions for that initial meeting with your potential client:

You need to be a great listener. For me, this comes very easily because I find meeting new people truly fascinating.
Never make your new clients feel judged. Most clients need to feel you are with them and that you understand them.
Ask them their likes and dislikes. This is an extremely important question. Even if they say they don’t know, make sure you ask for more details. Some examples are: Do you like modern, eclectic or traditional? What colors do you prefer? Do you want an event that is more understated or dramatic? Personally, I prefer a client who knows her/his own mind. The answers to these questions also help you understand your client better to make an easier sell later.
The most important tip: This meeting should not be about making a sale, it should be about making a lasting impression (even if, most of the time, they are ready to sign by the end of meeting). It’s like romancing a new lover, you want to show them you are trustworthy before asking them out.

What do you think? Have you ever been burned before and how?

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Looking Back: Aisles

February 12, 2010

When I run into former clients on the street, I’m always so happy to see them and immediately want to catch up and ask how they are doing. I breathe a sigh of relief when it sounds like they’re doing well and are still happily married. Usually, they then show me pictures of the kids.

However, sometimes I hear a story about how it didn’t work out. Of course, this happens. There’s not an exact science to what makes a marriage work and relationships are always a challenge (even when you’re happy). In spite of hearing tales of break-ups and marriages not working out, I still believe in being able to live happily ever after.

Which is why, I guess, I love to get wrapped up in the details of designing an amazing wedding. For me, walking down the aisle is the highlight of any wedding. It’s the first time guests get to see the bride, which is an image most people keep in mind when they think about any wedding. I can’t even count how many weddings I’ve done and how many aisles I’ve designed.

It would seem like a pretty straightforward piece of the ceremony, but I’ve spent a good amount of time making sure each bride experiences something magical on the path I created for her. One thing I’ve done over the years is try to re-interpret the idea of an arch over the walkway.

At the beginning of my career, I made the terrible mistake of using real candles down the aisle. As the bride and her father walked down the aisle, stray candle wax accidentally dripped on the father’s tuxedo. This is not good, especially since it was the bride’s father (and he pays the bill!), so I will advise never using real candles to decorate the aisle. No matter how romantic it seems, it’s not worth the potential consequences.

Now, I have a special question for all the brides out there. I’ve always been curious about what you’re thinking when you’re standing at the beginning of the aisle, ready to walk to your destiny. Please share with me what you’re thinking about right before you start walking down the aisle (and hopefully it’s not something like, “Oh my gosh, these heels are too high. I’m going to trip!”). Oh, and if you can get it out of your husband, ask him what he was thinking too. Maybe it was, “Oh wow, this is it!”