So far this week I’ve talked a lot about how planners, designers and vendors should work together. Today I’d like to turn the tables and give you the opportunity to voice your own thoughts on these delicate working relationships.
Keep in mind that I believe strongly in being honest about our mistakes. This is the only way we learn and get better. By acknowledging and taking ownership of our mistakes, we all benefit and improve our working relationships with each other and our clients. And happy clients, of course, mean more profitable jobs, which is our ultimate goal.
As a designer or other vendor, you naturally want your requested fee. And we all agree NO MORE BARGAINS, right? But the planners are the ones who discuss money matters with clients. How can planners communicate to clients that you as the vendor won’t agree to a discount while also making sure you still get the job? In other words, what can planners do in these conversations to help ensure that clients agree to your fee?
Additionally, what ideas do you have for both vendors and planners to prevent the payment and acceptance of commissions?
Please share your opinions with all of us in the comments.
PREVIOUS
George Bernard Shaw once said: “You see things and say, ‘Why?’ But I dream things that never were and say, ‘Why not?’” That quote embodies how Preston Bailey approaches every event.
Bea
April 7, 2011
I, as a planner, do worry about my client’s budget, and this is how I do it, with the florist, for example.
The bride wants an orchid bouquet, but she thinks it’s too expensive. So, with the florist, we see if lowering the amount of orchids lowers the price of the COST for the flower, if that doesn’t change, see if a more affordable flower can be used in her bouquet. If the bride still wants that bouquet, we see where else we can lower costs to compensate the “overpriced” bouquet.
What I’m trying to say, is that we try to LOWER the COST of things, but keep the vendor’s fees for their work, creativity and time invested in the proyect.
I respect everyone’s value of themselves and the price they give to their work, and sometimes, we even lower our own prices to help a client in need.
Pauleen
April 7, 2011
I think the concept of “you get what you pay for” is very important. In my experience, when working with vendors who have given myself or a client a discount, the extra effort isn’t there. In contrast, when I have been able to work with a vendor and pay their full request, I see them go the extra mile and really put that special touch into the event.
Communicating this to your client is important. Maybe there is a vendor out there who is willing to reduce the cost or is in general less expensive. But is the quality there? Probably not.
Shaunelle Brathwaite
April 7, 2011
I think it’s important that planners ensure their services aren’t dependent on commission from vendors, designers etc. They should have established fees for their services and ensure that client understands and RESPECTS that the vendors are providing a service which requires thought, materials, labour and of course time. I’m a vendor not a planner, but I’m pretty sure it’s part of their job to assist the client with a budget. Therefore they should ensure it’s a realistic one where there are no unreasonable expectations of getting quality products or services for less than they are worth.
SunTender
April 7, 2011
A planner wants to show their Client that they are adding value. Of course you could do this by showing your Client how much of a discount you secured from a vendor. But real value is not just the sum of all discounts and smart clients will understand this. Real value is getting the most benefit from the dollars you spend. If you think a vendor’s price is a good value because of their quality, you should be able to persuade the Client that finding an alternate but cheaper vendor is not in the Client’s best interests.
Becky Simpson, No Ordinary Affair
April 7, 2011
When I’m talking to my brides about vendors, I let them know up front that I personalize my referrals just for them … so when I am referring them to a particular vendor, it is because I know they are the best fit for my bride’s budget, her personality, and her vision. Because my brides trust me, this approach has always worked. I let them know, if they ask, that I don’t accept any kind of commissions. When I refer them to someone, it’s because I truly believe they are the best vendor for my client.
Sometimes (most times!) brides get “sticker shock” when they hear vendor fees, so I also educate them on why it costs what it does.
For every wedding, the vendors & I are a team. The “team” may change from wedding to wedding and from bride to bride, but we’re still a team with one common goal in mind.
Aimee Wendell
April 7, 2011
I think I might be slightly different than other planners in that I don’t offer to negotiate prices with vendors. Those words actually make me cringe. I simply explain to my clients that I am leading them to the best possible services to meet their needs at the best possible price.
Additionally, I put my clients over budget from the beginning, allowing us some padding. That way if they splurge in a few areas, we can still come within their budget, and hopefully even under the overall budget while getting the look that they desire.
I think a big part of this is about being honest about the cost of goods and services from the very beginning so that they don’t walk in asking for the world and then their jaw hits the floor when they see the price.
James Richar.
April 7, 2011
WHAT WOULD YOU LIKE TO SAY?
Julia Hewitt
April 7, 2011
I think that as a planner it is our job first and foremost to educate our clients on the cost of producing their event. Most people haven’t got a clue what things cost and then when you tell them they are incredulous and think you are crazy. Then i think it is important to know the vendors you work with and what their price points are. I have found it is also important to list each item that a client will need to produce his/her event and put a number to it being very careful to leave enough room for design and decor. It is kind of like working on a giant puzzle making all the pieces fit. Knowing a client’s expectations and what is important to them is crucial to figuring our what tier of vendor to take them too. I don’t think vendors should reduce their fees. I feel that clients should be educated on what comes with the fees being charged and the best way to reduce costs is to reduce you guest list. As far as kick backs go- this is an uncomfortable practice and I do not participate in it. I would prefer my client have the room they want and the event they want. I charge what I charge and am happy at the end of the day.
Kerrin, hochzeitskonzept, Germany
April 7, 2011
Dito to everything Becky Simpson said! How can a client trust me to truly understand their vision and to find the best vendor possible for their style and budget if I would ask commission from vendors? We offer excellent service and commitment, and that’s what we get paid for- the same goes for our vendors. How can I expect them to put in the same energy and enthusiasm in their work if I ask them to do it for less money? My business partner and I believe that it pays out in the long run to treat everyone we work with with respect- and I hate it when planners brag about how they forced a big discount onto vendors. Of course we all want the best value for our couples, and it is nice to save them money- but our approach is to do this by recommending the perfect vendor for their budget and to help them to focus on their priorities and not to lose money on bad or unnecessary choices.
LDDecor
April 7, 2011
As a planner and a designer I truly think most planners need to get a grip. After working with so meny of them they all try the old discount trip . As a designer ,most planners should know what things cost and do there homework before they start making promises . I would love to know what they would say if they were asked for a discount .
Nishaka
April 8, 2011
As a planner, it is important that we understand the vision of the client and be able to properly help our clients understand what it will take and the budget range needed to create the event. It is also important that we as planners have 2-3 vendors per category and know their price points. It is also important to ask our vendors (those who have it) for an updated price list at least twice year. Some vendors change their price annually or biannually.
It’s important to clearly ask and understand what are the most important needs for the event from the Client. This will better help know which of your vendors to recommend based on the budget. A clients budget definitely drives what can be done for the project.
I do believe it’s important for Clients, Vendors, and myself to meet together to discuss the service options in detail. Most clients do like that. A few have just asked me to get the information review it with them in detail, and then they decide from there.
We as planners should be able to understand the vision, budget ranges, build great relationships with vendors & venues, be well organized, provide feedback with understanding, handle the details, manage the process, and execute on event day. We do have alot of work to do, but if we all understand the importance of each other (vendors, designers, and planners) and respect the craft, we can really produce wonderful events for our clients and be profitable.
Savannah (Pearls and Pages)
April 12, 2011
Always a tough line, Preston. Great topic!
I love Bea’s advice here. Obviously client’s budgets are very important and should be given careful consideration and respect. However, if you want a full on orchid bouquet the client can’t expect to pay pennies. But often clients do not really seem to understand the cost that goes into such wedding details. It’s not just “flowers.”
Not only do the products themselves cost money, and sometimes a good deal (orchids, ie.), but the florist’s time designing, planning, maybe even making a mock bouquet for the client, account into the overall price. If we’re all to have the goal of making the 50% profit on our jobs that Preston mentions, you can’t do that by offering bargains and cutting the price left and right.
I like Bea’s suggestion of using fewer orchids, perhaps, or even opting for an entirely different kind of flower that’s more along the bride’s budget lines. It’s important for the planner and designer not to short change the wedding vendors. They should never be backed into a corner and asked to produce their gorgeous work for significantly less (that’s insulting and unprofessional), nor should the vendor risk their reputation and brand by producing something that’s “just cheaper and less-detailed.” The last thing you’ll want is for you to have sub-par centerpieces at your event just to meet the bride’s budget, and have all of the guests make a note of how shabby and cheap the centerpieces looked. “Don’t use that florist!”
Reputation is gold. As Pauleen says, is the quality there? Time and design are money– the best aren’t cheap. And Suntender, GREAT point! Instead of seeking a cheaper vendor, stick with the vendor whose work is quality and is loved, just find products that aren’t as expensive. As Preston has said, many clients often want the whole pie, but just want to pay for a little slice.
Great topic and great answers, everyone! Thanks, Preston!
Beautiful florals from a dear friend, the fabulous French florist, Anne Marie Foy of The French Bouquet at: http://www.thefrenchbouquettulsa.com/blog