Breaking the Pricing Norm: How Expert Positioning Puts You in Control | Pt 2

In our last discussion, we challenged the assumption that clients must always know the full price before committing to a project. We explored industries where professionals deliver services before finalizing costs—legal, medical, construction, and even certain creative fields. But let’s be honest—not every designer can operate this way.

Not because they can’t, but because they haven’t positioned themselves to command it.

The Power of Perceived Authority

Imagine for a moment that Kim Kardashian launched an interior design firm today. Do you think she could demand:

• A substantial engagement fee just to initiate services?

• A final bill determined after the project, based on the unique scope and outcome?

• Total control over the client experience, without the need to justify her pricing upfront?

Absolutely. Not because she has years of design experience (she doesn’t), but because her brand commands authority, desirability, and exclusivity. Clients wouldn’t question her terms because they would feel privileged to work with her.

The Hard Truth: Not Every Designer Can Do This—Yet

This level of authority isn’t handed out. It’s built. Many designers struggle with controlling engagements because they haven’t positioned themselves as experts who can dictate the process. They remain in the role of a service provider rather than an authority figure.

The good news? This isn’t about celebrity status—it’s about perception, confidence, and proof of value.

How to Position Yourself as the Expert Clients Trust

1. Specialize Relentlessly
   Generalists struggle to command high-value engagements. Experts who focus on a niche—whether it’s luxury residential, hospitality, or a specific design philosophy—are perceived as more valuable. When you’re the go-to for a specific type of project, your authority skyrockets.

2. Design Your Process (and Stick to It)
   Experts don’t let clients dictate the terms. They define their process and confidently enforce it. If you want to command engagement fees and control the billing structure, your process must:

   • Feel intentional and structured.

   • Be consistently applied.

   • Be communicated with confidence.

3. Showcase Authority Through Content
   People trust those who teach. Sharing insights, educating your audience, and demonstrating expertise through blog posts, videos, and case studies establish you as the go-to authority. The more knowledge you share, the less clients will question your worth.

4. Leverage Social Proof & Results
   Exclusivity and authority grow when clients see undeniable proof of your results. Showcasing testimonials, transformation stories, and high-profile projects allows you to move from someone who needs clients to someone clients want to work with.

5. Adopt the ‘Invitation-Only’ Mindset
   The best designers don’t beg for clients—they curate them. If you want to command premium fees and structure engagements on your terms, you must:

   • Make it clear that you only work with the right clients.

   • Shift from selling to selecting.

   • Use a strong vetting process before taking on new projects.

Commanding vs. Convincing

The ability to charge an engagement fee upfront and determine pricing at the end isn’t about experience—it’s about positioning. Two designers with the same skill set will have vastly different outcomes if one is constantly convincing clients of their worth while the other commands it through authority.

So the real question is—are you positioning yourself to control the engagement? Or are you waiting for permission?