How to spot them and why you should avoid them
If there’s one thing I learnt this year, it’s this: When people show you who they are, believe them the first time.
This counts in life, as well as work, of course, but today I am specifically talking about work, and even more specifically, about clients when you are a freelancer.
So as a freelancer, there are several types of clients I work with – corporate clients, who hire me directly to write their website, content, or video scripts; design or ad agencies with their own corporate clients; private individuals with their own businesses, who I may assist with marketing materials, content or other bits and pieces, and NGOs, who need reports and other documentation.
Each has its merits and I have no problem working with any of them. As long as they treat me with respect.
For the most part, I have been fairly lucky, in that we make an agreement right in the beginning of the relationship, and they stick to it. For instance, some clients pay on the 14th of the month, others prefer a monthly invoice on the 25th and settle it by the 1st; others pay within 14 days, and others within a day or two, no matter what time of the month I send my invoice.
But there’s always one, isn’t there?
I call this one the “Bittersweet Client”.
You know the type. The work might be pretty fun, or the brands are nice, or the end result can go into your portfolio, BUT… they always try to haggle you down when you quote, and when you invoice them, it’s like magic. They pull a Houdini. Where’d they go? Nobody knows.
Hello? Kooweeee?
And then you have to follow up and follow up and follow up, and hound them, and stalk them, and beg and plead, and eventually they pay, but mostly just because they need you to do more work for them.
This, despite the fact that you agreed on payment terms and work deadlines upfront, and that you keep up your end of the bargain, delivering great work on time, every time.
Two important lessons here:
This kind of treatment is disrespectful, plain and simple. No matter what they might say about cash flow problems, or the accountant being out of town or any other BS story. It’s disrespectful and unacceptable. You made an agreement and they have not stuck to it, which means they don’t respect your time and ultimately, they don’t respect you.
If they do it once, they will do it again, no matter what they say. They. Will. Do. It. Again.
Now, you can choose to continue to work with the Bittersweet Client because of the “sweet” part, but if they treat you with disrespect in one area, chances are that’s just the way they are, and it will come through in other way too. If you decide to go ahead, there’s only one way to do it – full payment upfront and no discounts or haggling. But remember, if they screw you over, you have only yourself to blame because they showed you who they are.
Here’s the important bit – how do you spot a bittersweet client?
THESE ARE THE RED FLAGS TO LOOK OUT FOR
(You’re welcome.)
Red Flag #1: Any attempt to get you to lower your price
If they don’t value what you do right in the beginning, the trend will continue and they will always try to haggle you down. Besides wanting to earn what you are worth, you also want your relationships to be based on mutual respect and know that your clients value and appreciate what you do. So if they say things like: “Do you think you could do that for R3K?” or “Could you come in at half that, and there will defs be a lot more work coming your way later?” NO. Just no. Major red flag.
Red Flag #2: If they can’t or won’t pay you 50% upfront
There are three reasons to take a 50% deposit from a new client. Firstly, so that you are on the system and you don’t get hit with 7 forms and requests for your blood type, tax number and 12 copies of your passport before “accounts” can link you as a beneficiary. Get it all out of the way right up front, so when you send the final invoice, there are no hoops to jump through. Secondly, so that you can be sure they actually have money in their bank account and can afford you, and thirdly, to establish a boundary from the word go. If they can’t or won’t pay a deposit, run, Forest, run. Major red flag.
Red Flag #3: Vague language when discussing terms/payment date
“We should be able to pay you by around the 30th”
“Probably within like 10 days”
“We normally pay about 2 weeks after you invoice”
“We’ll let you know by next week when we can sort you out.”
Look out for these seemingly innocuous words. They are subtle red flags, but red flags nonetheless. Get the terms of your agreement in writing and get them to sign the quote, so there are no discrepancies later on.
Red Flag #4: Asking for 30-day terms because they need their client to pay them before they can pay you
Oh hell no. Trust me. I learned this the hard way. A small caveat is if they are a major corporate company and there’s red tape and all sorts, and that’s just the way they work. That’s ok, if it’s part of their corporate procedure and they 100% stick to it. For a small design agency, if it’s a cash flow issue – avoid at all costs. Because what happens when their client pays late? What happens when they get paid but they need the money to pay for printing, or to pay the 50% deposit for the web designer who has firm boundaries in place? Major red flag.
Guys, we work hard for our money. We have skills, talents, education, experience and knowledge that is worth something. If a client doesn’t value you or treat you with respect, walk away. Even if they have something sweet to offer like lekker brands. If it’s bittersweet, it’s just going to end up leaving a purely BITTER taste in your mouth, trust me.
If you have red flags to add, please do, and/or feel free to add your comments/insights/tips.