MOLI VIEW™

One of the toughest challenges for a freelancer is dealing with clients who either do not pay or pay slowly. Last time, we discussed how to manage customers' expectations. That's important. While there's no single set of things you can do that will completely negate the possibility of not getting paid, the best prevention is to manage expectations. If you stay in close touch with your clients, you will also have a sense of how they perceive your work. You'll be aware of the health and welfare of their business, too. As a result, you'll also manage your own expectations, and keep yourself from getting into a position where your clients fall behind on their payments.

Again, if you have a contract or written agreement that outlines your work and payment schedule, you can avoid most problems. When you are dealing with a large business or organization with an internal or external bureaucracy, it may seem obvious, but many problems can be avoided by just following their rules. If they ask for a written invoice with your address, job number, or date, submitted every Monday by noon, then do exactly that, unless and until you are told otherwise. It may be hard for a freelancer to imagine that there are rules and procedures organizations follow — and many do not — but some do, so if you need to say "May I" or wait to hear "Simon says," go with the flow.

It's also worth cultivating a friendly relationship with the administrative person who submits the invoices and cuts the checks. At the very least, learn their name, so you know who to speak to when payment is slow. Surprising them with coffee, donuts, flowers, concert tickets, or other amenities and gratuities is strictly optional, but it doesn't hurt to take care of the people who take care of you ... and say "thank you" to them occasionally.

But what can you do when a customer refuses to pay you, despite all your best efforts?



Next week: Getting unscrewed.

Richard Pachter is the MOLI View's contributing editor for Business.

» Read Richard's blog