Issue link: https://htpgraphics.uberflip.com/i/392122
33 Invoicing Your proposal will have set out the charges for the work and their timing. Make sure you are clear where and for whose attention the invoices should be sent, and note that they will need to refer to some purchase order number or at the least to your proposal. Always put details of how you wish to be paid at the bottom of your bill (e.g. by cheque to the above address, or directly to a particular account number, by credit card, etc.). Include how quickly you expect your client to pay (in accordance with your terms of business) at the bottom of the invoice. If you offer incentives for clients who pay early, or charge interest for late payment, state this clearly. Some clients' finance departments have difficulty with paying invoices except against explicit deliverables; where possible you should draw attention to what has been delivered so far. You will need to consult the finance department and then inform your client if there are any difficulties or delays in payment. Politeness is important even, or perhaps especially, with the most bureaucratic finance departments – you will often find that the staff are very helpful, but constrained by rules not designed specifically for your project. Post-Project It is important and useful to stay in touch with your client after the project has completed, without the time involved becoming a significant burden. You may want to call after a few weeks or months to learn your client's considered view of the outcomes of the assignment, and to understand whether any recommendations have been followed up. You will, of course, be alert to the possibility of follow-on or other work with the client (without being too pushy). The easiest client to sell to is one that you have successfully sold to before. If you have had a successful experience with a client you should ask if the client would be willing to provide a reference. When you have established a strong relationship over time, you might consider asking the client for advice on getting assignments with other clients. Whilst in general existing clients are willing to go some way to helping you, they will not be pleased if they think it likely that you will be working for competitors as a direct result. So be very sensitive about what type of help you request. You should, however, certainly regard key client staff as members of your network, including them on mailings about your activities. Operating Section 5