“There is no need for us to be tentative about stating our requirement for a deposit before we begin working for the client. We simply say, ‘We’ll get started as soon as we receive the deposit, as is our policy for all new clients.’
“We need not apologize for being responsible business people. Never again should we find ourselves attempting to clarify issues of payment after we have begun working on the engagement. This is the simplest of business tests, one for which there is no longer any excuse to fail: for all new clients, we will be paid in advance.”
Excerpted from Blair’s book, The Win Without Pitching Manifesto, available to buy as hard copy or read for free online.