In the fall of 2008, as the financial crisis played out, many remodeling clients put projects on hold. Today those clients, many with projects still on hold, feel distinctly less well off. They have seen the value of their homes depreciate 10, 20 or even 30 percent while fluctuations in investments have similarly clipped their net worth.

Somewhat battered, many prospective clients are dusting off their plans and getting back to the drawing board. But they have changed, and their budgets are likely scaled back. If their 2008 budget for a new kitchen was $100,000, they may spend only $75,000 this time around. And, say four leading kitchen and bath designers who shared their market insights with Qualified Remodeler, clients are taking their time and being more deliberate through the design and product-selection process. The overriding goal is value, guided by a professional they trust.

“Clients are more cautious today. I think there has been a genuine loss of trust across our nation in all business sectors. The consumer today is not as willing to simply trust their design professional,” says Ellen Cheever CMKBD, ASID, of Ellen Cheever & Associates, Wilmington, Del. “They want to cautiously consider each part of the project to ensure that they are getting the best value. The client wants more time to make the decision to move forward. Secondly, there is much more attention to the total investment figure. Even with clients that can invest whatever they would like to, there is a more careful sense about what is a reasonable number.”

Interviewed separately, designer Ann M. Morris, CMKBD of Allied Kitchens & Baths in Fort Lauderdale, Fla., echoed Cheever’s point without prompting.

“Consumers are savvier now. And trust is on top. Money is down at the bottom,” explains Morris. “Yes, they are being more conservative with their money, but they are picking the right person to do the job. It is not about somebody saying ‘I have $100,000 but I am only going to spend $50,000.’ If they trust you, there is a way of taking that $50,000 and saying, ‘We are not going to use that high-end paint. We are going to change from cherry to alder. We are going to do accents of a glass countertop instead of a full glass countertop.’ They get conservative, but they still want the value. They still want the look. And the trust has to be there. They’ve got to know you are making the right decisions for them.”