Yes on all points, with an exception that solves two problems at once. Set a sliding scale of rates, based on how much they either commit to pay up front or pa

Yes on all points, with an exception that solves two problems at once. Set a sliding scale of rates, based on how much they either commit to pay up front or pay timely over the past 6 months. In my shop it was a Service Plan, each one priced just under a common budget threshold. So a $9900 plan got a 5% rate discount, $24K 10%, $49K 15%, etc... (discounts not exact, make your own). If they pay that much up front, they immediately start on the discounted rate, if they just work up to it, they earn the step-down in rates as they pay bills on time passing each tier within 6 months. (Nothing wrong with using escrow too, but we never had it arise). the cool thing about this is that it provides an immediate answer to the inevitable questions about getting discounts — instead of client trying to beat you up on price, it becomes "of course, here's our discount plans, what works best for you?". I probably should have expected that, but it really surprised me at how thoroughly it banished those uncomfortable conversations. I was given a tip about this type of billing by a random guy in a hall conversation at a conference decades ago, and I wish i knew who it was to say "thank you", because that billing structure really paid off. Also, emphasize "Your name is your bond.". Absolutely key to be reliable. The world is way smaller than it seems, and being a trusted provider goes a long way, in ways you can never predict. It is far more important than any kind of being flashy.