THE MATRIMONIAL METER
      Whether you're a rookie consultant or a veteran florist, it never hurts to find out 
what works for others in the field. Weddings are unique in that they are probably the single major event in an individual's life, and most likely the only event they will ever throw. This makes the bride, the mothers of the bride and even the groom, slightly tense. Marcy Blum of The Bridal Group in New York warns not to take it personally. "Their anxiety level isn't a personal affront," she says. "But you do have to be a lot more available than you are with corporate clients." This availability translates into more time-"an inordinate amount of time" -as consultants put it. Some consultants, planners, florists and caterers prefer to give that extra time free of charge, while others insist on keeping the meter running. Tom Powell, of The Flower Gallery in Washington D.C. charges $50 for a one hour consultation, which is deducted from the final bill. "Otherwise, I could give the client my time and ideas and they could go someplace else to get the job," he explains. "This fee eliminates the people just shopping for ideas." But Paula LeDuc, has a different method. "We are spending so much time on the initial calls that we just hired two people for the sole purpose of answering phones," she says. Her strategy is working. She says that her company is landing 95 percent of the proposals sent out. "Some people might charge for that time, but we're happy to give it to the customers and find it works for us," LeDuc adds. Still another way is to carefully bill for all time involved. "It's important to cover all labor costs,"Kirk Pamper of Botanica says. "You may have to pay someone overtime to be there on a Sunday to break down the event. Simply charge what it takes to do the event." In some cases, this is easier said than done. Caterers find themselves acting as consultants and everyone finds themselves playing mother to the bride. Elise Shuman, director of catering at The San Ysidro Ranch in California, says there is an assumption by the bride that you'll do anything for her, and it's true. "If they want me to run out and get their bobby pins, I do, but I don't charge for that," Shuman says. Roberta Deem of Capers sums it up: "I'm more like a counselor than a caterer sometimes."