Should you be charging your clients a design fee? It sounds like a good business strategy, but interestingly many integrators do not do it.
That topic is the crux of the discussion in the latest D-Tools ‘What’s the Buzz” podcast with guest Josh Christian, CEO of the Home Technology Association (HTA). Christian made the case as to why integrators should be charging for their designs. In particular, he notes that architects, designers and builders will see that as a way integrators are elevating their professionalism compared to their competition.
“It takes years for integrators to ‘get this,” and really embody this,’” comments Christian. “If you are an integrator on the fence about charging for design, let this be the impetus to do it. Get a sample set of drawings together -- it could be a fake home that doesn’t exist yet -- but when you are able to show these types of drawing to builders, architects, and designers, they will understand the labor that is involved. They will also understand what is in it for them by streamlining the process later, and massively minimize the change orders and project delays that inevitably will happen when all this stuff is kicked off until the last minute.”
When talking about design and documentation, the definitions can vary.
“Some dealers are charging for site visits or initial consultations simply because they are trying to weed out ‘tire kickers’ who are getting a whole bunch of quotes,” says Christian.
HTA recommends that integrators charge for design and documentation (including drawings that can be done in D-Tools software) that are aimed at serving the project well, such as:
- Device placement drawings layered on top of blueprints
- Equipment rack drawings
- Electrical requirements, including placement, amp requirements, isolation and grounding needs, number of circuits required, etc.
- Cooling requirements designed to guide the HVAC contractor on the cooling needs for the electronics
- Pre-wire plan
- Framing requirements to accommodate in-ceiling speakers avoiding joists, additional supports for weighty electronics, or even isolated studs in home theaters with subwoofers to eliminate room-to-room vibration.
HTA has made design and documentation a central aspect of its Design Partner designation for members.
Reminder for everyone to hit the like and subscribe button if you are watching the ‘What’s the Buzz” podcast on YouTube and subscribe on Spotify or Apple or whatever platform you listen to podcasts so you don’t miss a single episode.
