Freelance - Tougher on clients?

[Ben]

I had a conversation with another self-employed person today and just realised how messed up my cashflow is at the moment.

I'm actually reasonable busy with work, but out of six 'main' website jobs I've got at the moment, each of them are slowing up. Infact I've only got one website that's on time, where the clients haven't either buggered off (no movement in over a month, despite emails and phone calls and promises of content..occasionally, however they are so "busy".) or another couple who seems to write content at the speed of a ten year old with his arms tied behind his back. Or want constant changes, but without any actual requests just vague statements. Getting people to agree to the final closure is like pulling teeth in the last four/five months.

I'm thinking of trying to tighten up my workflow - but I'm unsure how to do this. My current terms and conditions state that if the project stalls for more than 15 working days, I reserve the right to invoice the full amount - but can't help thinking that this would simply piss people off, they wouldn't pay and my repeat business would plummet, something I seem to do quite well out of. I'm trying to keep in better contact with clients as to deadlines, but that doesn't seem to hurry them up either. 

I've tried to work to exact deadlines with them, and some of the do seem to like this - however most seem to piddle all over them and projects drag out for weeks longer than I'm happy with.

What's your thoughts of keeping clients to deadlines. Do I need a big whip? 

[sarahA]

As a freelancer you need to be able to manage your projects and when even one client upsets the flow then it can cause you problems. I'm still catching up on work from last summer due to one client going from a 2 week to a 3 month project! If you've stated (and they've agreed) that you'll invoice after 15 days of a project stalling, and you've basically taken it as far as you can then I don't see why you can't invoice for a further amount or the full amount if it's nearing completion. I personally point out that I'll still complete the work when it's received providing it's received within the terms agreed (ie. they don't make major changes to what was agreed after they've paid the final amount).

You can't be expected to work for a couple of months and then not invoice for something whilst you wait for the last piece of info. I'm in the same boat with a project I started in December. Had to be completed for the end of January, yet a month on I still don't have the final spreadsheet of prices so I'll be billing them for the total amount.

Luckily I'm in a position whereby I'm not fussed if I lose a client over it (especially this one...!). If you're desperate to keep the client then you may need to approach things in a different way but if your client knows they get a good service from you then I'm sure the sight of a bill will make them hurry things up a bit.

[orydian]

Learnt the hard way that clients are generally unreliable, and cashflow can be very easily *ahem*ed up.

I can't afford the stress of having no cash and chasing them up these days, so I usually get full payment up front. Ask yourself 'why would they ask for the work to be done if they can't afford to pay for it?' Granted this isn't always the case as large projects require large payments, but then I do half first, half after and charge enough to cover non/late payment.

I must admit this technique has made me a fair amount of cash for not much work. If they're "too busy" it's not my problem, I'm always here if they need me. More than a few projects have ground to a halt after I've been paid in full, never to hear from them again. Also, big companies will pay big prices and don't expect that much. Small companies and individuals will pay next to nothing and expect everything in return. Get things straight from the start, you don't have time for timewasters.

ory.

[Stealth]

I agree with Ory- from a purchasers point of view, if i dont have the budget for it i wouldnt go ahead with it. If i was asked for payment up front i would certainly ask "why the..." and pay it anyway, it would make me sure to have content ready!

In the meantime though for existing clients who havnt paid up-front, you do risk alienating repeat business customers, but theyre doing the same to you, right? in future you're going to think twice before accepting work from them.

Its never fun demanding payment based on the fine-print, but you will still complete the works for them and in times like this, who isnt tightening up and taking a hard line?

[civ]

I saw a presentation by Paul Boag at Bamboo Juice recently.

The most important lesson I took away from it is be prepared to walk away from a bad client. If you start to let things slide, they will start to take the piss more and more - this is certainly something I have encountered in the past when I have been more concerned with keeping a client than being too strict with them.

[Charisma Bypass]

Any more than 3 emails back and forth (without the client making a decision) and it's "see you later".  And that's on projects that are worth a lot of money, as well as $50 clients.  No time for ummers and aahers.

[Matt]

I ensure they know deadlines. I give IT support, and they pay for a period of time, and I make sure they know when that period started, and when it ends. The same for websites, when I have completed the work, its completed and they should pay.