In this episode of the Contractor Growth Network podcast, Logan Shinholser sits down with Peter Rainey, co-founder and managing partner of Ranney Blair Weidman, to unpack their unique and refined pre-construction process. Peter walks through how his team shifted from traditional estimates and disjointed design experiences to a highly structured, 100-page client journey that establishes trust, transparency, and efficiency. By controlling the design narrative, focusing on true client advocacy, and emphasizing clear expectations, Ranney Blair Weidman now delivers high-end remodels with alignment and clarity from start to finish.

Key Takeaways:

The Shift from Outsourced Design to Full Ownership Early in their journey, Peter’s team relied on external designers, often leading to miscommunication, delays, and poor client outcomes. The transition to a fully integrated design-build approach allowed them to control timelines, eliminate misalignment, and focus on client experience.

Start the Sales Process in the Living Room, Not the Kitchen Instead of jumping straight into measurements, Peter initiates consultations in the living room to foster creativity and uncover the client's real problems. This sets the tone for trust, collaboration, and bigger-picture thinking beyond surface-level design requests.

The Power of the Project Summary Letter After the in-home consultation, Peter presents a formal, typed letter on letterhead recapping client frustrations and goals. This old-school touch confirms the client feels heard, sets expectations, and serves as the north star for all design decisions moving forward.

100-Page Process Document Builds Trust Through Transparency At the showroom, clients are walked through a highly visual and interactive document showing past projects, pricing structure, punchlists, and processes. This immersive experience shifts the conversation from price anxiety to partnership and problem-solving.

Design to Solve, Not to Budget Ranney Blair Weidman focuses first on solving problems through creative design, not fitting within arbitrary budgets. Pricing is presented by area with modular options, giving clients control over scope while preserving the integrity of the design.

Memorable Quotes:

“We’re not designing to a budget. We’re designing to solve your problem.” “If they don’t want to follow our approach, we are not the right fit for them.” “Quit trying to save the client money. That’s not our job. Our job is to present options.”

Actionable Advice:

Control the Narrative Avoid being just another bidder. Guide clients through a structured process that builds trust and reinforces your authority as the expert.

Start with a Conversation, Not a Tape Measure Begin in a neutral space like the living room to hear their story before inspecting the space. This approach unlocks deeper insights and establishes rapport early.

Document What You Hear Use a project summary letter to confirm and reflect back what clients said during your visit. This builds confidence and becomes the foundation of your design strategy.

Provide Options, Not Ultimatums Break pricing into modular packages or room-by-room breakdowns. Allow clients to see the value and make decisions collaboratively without feeling boxed in.