[consulting] Proper Collections Procedure

[Gary Feldman]

Gunnar Langemark wrote:
> ...
>> After the final release, there's a billing milestone.  Presumably if 
>> you got here, they're good for the money. :-)   
> This is probably 30-50% of the total payment. And you need to make the 
> client satisfied with what he has got. To accomplish that - you need 
> to communicate with your clients along the way, making sure he agrees 
> that the requirements in the spec. are met. Actually it pays to get 
> them little by little along the way. Only disadvantage is that if you 
> communicate a lot with the client you give him the chance to try to 
> change his requirements. If you can handle that (have a policy of
There is no "if" or "chance."  The requirements will change - that's a 
given, and has been known for software development for at least 20-30 
years (even though many places still like to believe the fantasy that it 
won't happen to them).  The question is whether or not you agree to the 
changed requirements, and whether or not you'll charge for the changes.

That's why it's not "get them little by little" but rather "give and get 
little by little."  Don't promise too far out, and treat their changes 
as schedule changes, not cost changes.  This assumes you're working 
hourly, which you should.

Gary