I’ve been exposed to the concept of charging for kitchen designs - and debating it with people from all sides - for the past couple of years.
It’s one of those topics that keeps resurfacing - often with a mix of curiosity, uncertainty, and resistance.
But lately, it’s becoming harder to ignore.
At the recent KBSA Conference, the subject came up again - this time as a major talking point during the afternoon panel discussion.
And one of the most interesting moments came during a conversation around how independent studios can set themselves apart from the big chains - the ‘sheds’.
That’s when a panellist shared a line that they regularly use when positioning their own, design-led business:
“Do you want to buy your kitchen from a salesperson - or from a designer?”
It’s such a simple question - but strategically, it’s powerful.
Because it helps prospective clients understand the difference in approach, in mindset, and ultimately, in value.
And it creates space for the next idea: that if you're buying from a designer, then paying for design isn't just reasonable... it's expected.
If you - and your team - see yourselves as designers first and foremost, then asking to be paid for your creative expertise becomes a natural part of the process.
You're not defending a charge. You're reinforcing a professional identity.
To make this more tangible - and bring the idea to life - a couple of our team recently visited one of our key clients for a strategy meeting.
As part of the session, their team walked us through the full process a customer goes through when they engage with the business.
From first enquiry, through showroom interactions, and into the design phase - the whole journey was mapped out in detail.
And early in that process, the customer is clearly and confidently introduced to how the business works - including the fact that they charge up front for their design time.
Not after multiple meetings. Not hidden in the small print. It’s just part of how they do things.
There’s nothing awkward about it. Nothing defensive. Just clarity and professionalism.
And when it’s positioned that way - when it’s genuinely part of a premium, design-led experience - it doesn’t create friction. In fact, it creates confidence.
Of course, this approach won’t work for every business.
And I don’t believe - nor do I think it’s realistic - that the kitchen industry will ever adopt it universally.
That’s not how this sector works. And that’s not a problem.
But for those who do see themselves as design consultancies, and who want to elevate the way they’re perceived, it can be a powerful strategic move.
What I’ve noticed over time is that it’s often the Designers within the business who believe in this approach.
They understand the time, thinking and originality behind every concept they create.
It’s more often the Owners who hesitate - nervous that charging up front might risk putting people off.
But the reality is: when the value is obvious and the business believes in its process, clients are far less resistant than you might think.
Which is really the point I want to leave you with.
This isn’t a recommendation, and it’s certainly not a prescription.
It’s just what I’ve seen, heard, and thought over recent years as I've watched this idea unfold across the independent sector.
And in the right context, with the right framing, I believe it works.