Starting Furniture Commissions: Contracts, Pricing, and Process

If you’re selling refinished furniture, offering commissions is a great next step in your business. In fact, it’s not uncommon that your first commission comes from a client who has already bought a piece from you. They love your style and want you to refinish something else that they own.

That’s exactly how I started offering commissions. A customer who bought a piece from me reached out about a cabinet in their home, asking if I could refinish it to match their new purchase. That single inquiry turned into 4 commissioned pieces for the same customer!
Commissions truly are an essential way to ensure a steady stream of income into your Furniture Refinishing business.

Let’s Define and Price Your Commission Process

Before taking on commissions, it’s crucial to have a transparent process for every stage, from the first inquiry to the final delivery. A defined commission process makes you look professional and reduces stress.

Here’s a look at how my basic commission process looked.

Initial Contact

When a client reaches out, I offer an on-site consultation. This allowed me to see the piece and ensure that my quote would be based on the piece’s actual requirements.

Tip: If the client is further away, consider charging a visit fee based on kilometres travelled. If they only want to send photos, explain that it’s hard to assess everything this way, which might affect the quote later.

On-site Visit

Arrive prepared with paint fan decks or paint samples, take measurements, and talk through the client’s vision.

Having samples, a paint fan or visuals with you makes it much easier for clients to picture the outcome. Ensure you have photos of finished pieces on your phone or a gallery on your website that you can reference if needed.

Quotation and Costs

After the visit, prepare a detailed quotation that includes:

A breakdown of materials:

Specify everything from primer and paint to hardware. Exclude small items like sandpaper, but charge for speciality items that you wouldn’t typically use again.

Time estimate:

List how many hours you expect the project to take. If you expect it to take 10 hours, consider quoting for 11 hours to allow a buffer.

Hourly Rate for Commissions:

I keep pricing simple by including my profit margin in my hourly rate. This avoids confusing extras for the client while protecting my business. For instance, say that your base hourly rate is €20 (only an example) :

Complex Commission: For a piece needing detailed repairs, I charge than €28 per hour (base rate of €20 + 40% margin).

Simple Commission: For a basic job, I would charge €23 per hour (base rate of €20 + 15% margin). This way, clients see a clear hourly rate, while I ensure my business covers its costs and grows.

This way, clients see a clear hourly rate, while I ensure my business covers its costs and grows.

White wash in contrast to black paint on secretary desk

Deposit and Timeline:

I request a 50% deposit before starting any project. It’s a payment to hold the commission slot for the client.

While you may have quoted 10 hours of work, this does not include drying times, unexpected delays and potential family requirements. Therefore, I create a timeline that accounts for any tasks that may require additional time beyond the 10 hours of work.

I personally request 3 weeks 9on average) per piece to allow for drying times and any unforeseen issues.

Presenting the Quotation as a Contract

I prefer to keep things simple by using my quotation as the contract. It will include:

Deposit amount and payment terms
Project timeline and completion date
Cancellation and revision policies
Storage clause for delayed pickups

Having everything in one document eliminates the need for back-and-forth communication. It ensures that both you and your client clearly understand the expectations.

Knowing When to Say Yes or No to a Commission

Not every commission is worth accepting, so ask yourself:

Do I have the time and availability?
Do I have the skills and space to complete this project without issues
Am I confident about the time the project will require?

Keep in mind that relying solely on photos can be misleading. A piece may look fine in images, but could have hidden problems once you see it in person. Assess each request carefully!

Delivering a Smooth Client Experience

Think about how you’d want to be treated as a customer. Clients invest trust (and money) in you, so good communication matters.

Progress Updates:

Some clients love regular photos, others prefer fewer updates. Feel the situation out with each client. If they’re excited and eager, keep them in the loop. If not, respect their space.

Explain the Timeline:

A client might wonder why you need three weeks when the piece looks painted after one. Talk them through drying times, topcoats, and why cutting corners risks durability.

Aftercare Touches:

I like to send pieces home with printed care instructions and even a small care kit. For example, I keep little glass jars of leftover paint to give clients, so they have touch-up material if needed. I also include tips on cleaning—like dusting regularly and using mild detergent only if it’s truly soiled.

These small touches go a long way in making a client feel that their business matters to you.

When Things Don’t Go to Plan

Project delays and scope changes can happen. The key is handling them with honesty and professionalism. If drying times are longer due to unpredictable humidity, inform the client promptly and explain the situation. It also helps to explain what the downside would be if you continued to paint during humidity, for example.

If the piece arrived with unexpected or undisclosed damage, which means more repair work, explain clearly and revise the quote before moving forward. Clients are usually understanding when they feel informed.

Silence, on the other hand, creates doubt.

Common Commission Mistakes to Avoid

Even with the best planning, commissions can trip you up if you don’t set boundaries. These are the most common pitfalls you will come across in commission work:

Unrealistic Timelines:

If you agree to a deadline that’s too short, you’ll either end up rushing the finish or disappointing your client. Neither outcome builds trust. Therefore, always add some buffer time for drying, repairs, and life’s unexpected delays.

Skipping Deposits or Written Agreements:

Without a deposit and a signed agreement, your business is carrying all the risk. A client could ghost you halfway through the project, leaving you with wasted hours and materials. Written terms also protect you both if there’s ever a dispute. It’s not about distrust, but rather it’s about clarity.

Underestimating Hours for complex work:

Paint layering, distressing, or anything veneer-related almost always takes longer than you think. If you underestimate your time, you will effectively be working for free. Plus, a client expecting their piece in two weeks might be frustrated when it takes much longer.

Always be realistic in your quotes and build in extra time for those unexpected delays.

Letting Finished Pieces Sit Unpaid:

Workshop space is precious. If a completed piece sits in your studio unpaid and uncollected, it blocks your next project—and your next paycheck. That’s why you should include a storage clause in your quote or contract.

For example:

“Once you’ve been notified your piece is ready, you’ll have five days to arrange pickup. After that, a storage fee of €X per day applies. If the piece has not been collected within four weeks, I reserve the right to resell it to recover outstanding costs and free up workshop space.”

This clause is about protecting your business. With limited space, every square metre counts. Setting clear boundaries ensures you can keep projects moving forward, and it provides you with a way to recoup costs if a client suddenly ghosts you.

Now, let’s get started with that First Commission.

Commission work should be a smooth and enjoyable process for you and your client. Setting clear expectations together and agreeing on the terms before is the best way to achieve this.

Commissions can be the foundation of a sustainable refinishing business. They provide dependable income, allow you to plan your schedule more effectively, and still leave space for the creative projects you want to tackle in between. When you define your process, quote with confidence, and keep communication clear, commissions stop being stressful and become a smart way to balance profit with passion.

Your turn: Did I miss something? Is there a commission issue you’ve run into that should absolutely be included in a contract to protect yourself and your business? Share your insights, so that we can make this resource even stronger together.

How to Start Adding Commission Furniture Work to your Business