Pricing Guide for Large Installations

How to Price a Large Floral Installation: Working Backwards for Maximum Profit & Client Satisfaction

Pricing a large floral installation can be daunting, especially when you’re unsure where to start. Charge too little, and you risk undervaluing your work. Charge too much, and you might scare off potential clients. So, how do you find the sweet spot?

The answer: Work backwards. Instead of blindly guessing a number, start with a ballpark figure from the client and propose a design that maximizes their budget while ensuring profitability for you. This method allows you to create something spectacular without compromising quality or setting unrealistic expectations.

Step 1: Get the Client’s Budget Upfront

One of the biggest mistakes florists make is quoting without first understanding what the client is willing to spend. Many clients hesitate to share their budget, fearing that you’ll inflate prices to match it. However, your job is to make their money work harder for them—and for you.

Having a form for clients to fill in all the necessary information is vital. Make sure you include budget brackets to get a ballpark figure. This helps in setting clear expectations right from the beginning.

Here’s how to approach the conversation:

• Instead of asking, “What’s your budget?” (which often leads to vague or lowball answers), reframe the question:

  • “For a floral installation of this scale, our projects typically range from [$X] to [$Y]. Where would you feel comfortable?”

  • “Would you like us to propose something in the $X range, or are you looking for a more premium experience?”

This sets clear expectations and gives the client a reference point, making them more likely to provide a realistic budget.

Step 2: Design Within Their Budget—But Smartly

Once you have a ballpark figure, it’s time to maximize both their investment and your profit. Here’s how:

Prioritize High-Impact Areas

Focus the budget on elements that will create the biggest visual impact. For example:

• If it’s a wedding, invest in a breathtaking ceremony backdrop rather than small table arrangements.

• For brand activations, create an eye-catching installation at the entrance where all photos will be taken.

Balance Premium and Cost-Effective Elements

A great design doesn’t mean every bloom has to be high-end. Combine statement florals (like peonies or orchids) with cost-effective fillers (like seasonal foliage) to create lush, high-impact arrangements without overspending.

Streamline Your Labor Costs

Labor is one of your biggest expenses, so work efficiently:

• Modular Designs: Create pieces that can be repurposed throughout the event.

• Pre-Built Structures: Assemble as much as possible off-site to reduce on-site setup time.

• Use Mechanics That Save Time: Consider floral foam alternatives like chicken wire or reusable frames that speed up installation.

When allocating the budget, you need to make sure profit comes first, then cost of goods (COG), labor, and taxes.

Step 3: Present Options That Make Saying Yes Easy

Once you’ve mapped out how to maximize their budget, present tiered options:

1. Base Proposal – Meets their budget while delivering impact.

2. Enhanced Version – A slightly higher investment for a more elevated result.

3. Luxury Upgrade – The dream version, showcasing your full creative potential.

This gives the client flexibility while subtly encouraging them to spend more.

Step 4: Always Leave Room for Upsells

Even after the proposal is approved, there’s room for add-ons. Offer enhancements like:

• Additional floral clusters to extend the installation.

• A matching floral piece for the entrance or signage.

• A preservation service for key floral elements after the event.

Step 5: Stand By Your Pricing with Confidence

When you price using the working backwards method, you’re not just guessing—you’re strategically crafting a proposal that aligns with both the client’s budget and your business goals. That confidence shows.

If a client pushes back on price, don’t panic. Instead, reframe the conversation:

• “We can absolutely adjust the scope to fit your budget. Here’s what that would look like…”

• “If you’d like to maintain this level of impact, we can explore a slightly higher investment to achieve the best result.”

By standing firm in your pricing strategy, you position yourself as a professional who understands value—not just cost.

Want More Help with Pricing & Scaling Your Floral Business?

We’d love to help you grow your business, so please make sure you reach out to start ticking off some business goals. Book a mentoring session now! 

Pricing isn’t just about numbers—it’s about strategy. If you want to master the art of quoting, budgeting, and growing your business profitably, check out our mentoring programs and online courses.

 With love,

Danni & Caro

Twin Flora

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