Ask yourself: is it any worse to turn down a gig where you don’t get paid on time, or ever, than to not do the work at all? I think it has to be better to starve while continuing to develop new contacts that WILL pay, versus tying up equipment and people doing something for nothing.
When you run a business, especially one where people work for you and depend on getting paid, you absolutely have to be a complete (redacted) of a person when it comes to the income. Crooks will try to play on your sympathy, on your humanity, on your ethics and values. Con men count on you falling into a trap of “sunk costs fallacy”, the same as gamblers: “I am already in this far, I can’t afford to back out now, the only way out is thru, even at a loss, next time this guy has to pay up front but we just have to roll with it this time…”
It’s a trick. And if you ever give that client another opportunity to do you over, you deserve everything you get, and the money you won’t get. Because you’ve rewarded them and told them by your actions that they were right and they can roll you and you can’t resist.
If you lose a gig because they wouldn’t agree to pay up front, CELEBRATE IT.
Because you dodged a bullet, and these shmucks are now going to go and roll one of your competitors, ruining THEIR income stream, tying-up THEIR gear and THEIR people. They did you a favor, they showed themselves for who the are, and they will now damage one of your competitors, while you remain free to find a new client that actually pays.
About once a year, I re-watch this guy’s presentation. He says it better than I can. Beware: he uses language that may not be suitable for your office. This is just the short intro, the rest of the detailed training can be found on YouTube as well if you use the title of the short clip in your search bar.
https://www.youtube.com/watch?v=oEa6PdOG2ts
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