Professional Practice for Interior Designers

Administration: Construction 288Contract Administration: Procurement and Order Processing 290Shipping and Freight 306Expediting 30714. Contract Administration: Delivery and Project Closeout 311Delivery and Installation 312Project Closeout 316Postoccupancy and Follow-Up 31915. Creating and Managing an Interior Design Practice 325Understanding Motivations and Risks of Business Ownership 326Advantages and Disadvantages of Business Ownership 329Functions of Management 331Management Styles 334Working Alone 335The Stages of a Business 336Buying an Existing Business 33816. Advice and Counsel 343Attorney 344Accountant 345Banker 346Sources of Capital 347Establishing Business Credit 349Insurance 350Technical Consultants 355Sources of Information and Assistance 35517. Preparing the Business Plan 361The Business Plan 362Start-Up Costs 366Setting Up the Office 36718. Business Formations 377Sole Proprietorship 378Partnerships 380Limited Liability Company 383Corporations 384Joint Venture 38919. Business Legal Filings and Licenses 393Business Legal Filings 394Licenses 397Income Tax Basics 39920. Strategic Planning: Designing the Future 405The Importance of Planning 406Strategic Planning Basics 407Mission Statements 408Business Analysis 409Business Goals, Objectives, Strategies, and Tactics 412Budgeting 412Measuring Performance 414Benchmarking 41521. Money Management 419Accounting Methods: Accrual versus Cash Accounting 420Accounting Records and Systems 422Basic Financial Reports: Income Statement, Balance Sheet, and Statement of Cash Flows 426Managing Your Finances 434Controlling Overhead 444Computer Applications for Accounting 44522. Fundamentals of Marketing 449Branding 450Target Marketing 452Establishing a Niche 454The Four Ps of Marketing 455Marketing Analysis 457Marketing Plan 45823. Promotional Basics 463Promotion 464Public Relations 465Publicity 466Press Releases 467Advertising 469Internet and Social Media Marketing 470Referrals 477Networking 47824. Promotional Tools and Methods 483The Graphic Image and Stationery 484Photo Portfolio 487Brochures 488Competitions 488Direct Mail 490Publication 491Proposals as a Marketing Tool 49325. Selling Strategies 501What Is Selling? 502Selling Services versus Products 503The Buyer Decision-Making Process 504Buyer Demographics 505Building Client Relationships 507Selling Techniques 508Negotiating 510The Selling Process 51226. Design Presentations 519Presentations 520The Initial Client Interview 521Project Presentations 522Closing Techniques 526Overcoming Objections 528Follow-Up 530Additional Guidelines for Making Presentations 530Good Impressions 53127. Employee Management 537The Agency Relationship 538Job Classifications 541Job Descriptions 545Employment at Will 547Employment Contracts 549Independent Contractors 553Compensation and Fringe Benefits 555The Performance Evaluation 560The Employee Handbook 561Mentoring 563Sexual Harassment 564Federal Laws Regulating Employment 56528. Goals and Career Options 571A Personal Mission Statement 572Personal and Professional Goals 572Career Decisions 576Design Career Specialties 57729. The Job Search 587The Search Is On 588Resumés 591Resumé Format 597The Cover Letter 601Portfolios 606Digital Job Search Strategies 60930. On the Job 619How Employers Review Resumés and Cover Letters 620The Job Interview 621Typical Interview Questions 626Illegal Questions 630Follow-Up 630Your First Job 631On-the-Job Strategies 635Making a Career Change 635Appendix 641Glossary 643General References 665Index 695