Getting Paid: Invoices, Collections and Subscriptions
You sold, delivered, invoiced — and have not been paid. Until you are paid you did not sell: you lent. And most delay is not refusal, it is ambiguity.
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01 — Overview
Overview
Profit in your books is built on invoices you issued, not on money that arrived — so you can be profitable on paper and broke in the till. And whoever sells on terms gives their customer interest-free, unsecured financing: you never decided to be a bank, and became one the day you accepted terms with no conditions.
The sentence that condenses half the book is that most delay is not refusal but ambiguity: the invoice reached the wrong person, or lacks a reference their system needs, or the term was never written so each side reads it differently. Bad faith is the rarest of six causes and always assumed first — and the wrong assumption costs you twice, a relationship and an administrative cause left to recur.
So most of it works before the problem starts: a credit decision before the sale, terms written before the work, and an advance that tests seriousness at no cost. Then the parts that treat it: an invoice that needs no call to be understood, a follow-up ladder that is a schedule rather than nagging, a call opened with a question and closed with a date, and a stopping decision written before it happens.
02 — What you will learn
What you will learn
The six causes of late payment in order — and why assuming bad faith costs you twice
When collection is not your problem at all, including when you are the one delivering late
Terms as a credit decision with a written ceiling, and why whoever sells should not grant them
Naming the event the count starts from — the source of most payment disputes
Asking about their payment cycle before you sell, and sending the invoice a few days before their run
The advance as information rather than security: whoever stalls on a small payment reveals it early
The invoice test: give it to someone who knows nothing about the deal and watch them hesitate
A five-step follow-up ladder, escalating in medium rather than in sharpness — and never apologising while chasing
The four answers you get on a collection call, and what to do with each
The stoppage ladder, and what changes when stopping would harm a third party
Involuntary churn: most subscribers you lose never decided to leave, their payment failed
Measuring duration rather than amount — and the question of how many customers you would rather not have
03 — The chapters
The chapters
- A Sale Is Not Complete at Signature
- Who You Sell to on Terms: The Credit Decision
- Terms: Written Before the Work, Not After
- The Advance: Your Strongest Tool
- The Invoice That Gets Paid
- The Follow-Up Ladder: A Schedule, Not Nagging
- The Awkward Call
- When to Stop Working
- Subscriptions and Recurring Payments
- Bad Debt: Settlement or Write-Off
- Measurement: Does Your Money Arrive Faster?
- The Full Audit: 36 Questions and a Ninety-Day Plan
04 — What you get
What you get
12 chapters + a 20-term glossary
A 36-question audit + a ninety-day plan
No prices or terms of my own quoted in it
Print-ready PDF included (~44–60 pages)
05 — How subscribing works
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06 — Questions, answered
Questions, answered
Does it teach me how to pressure customers?
The opposite. Most of the book works before the problem starts — a credit decision, written terms, an advance — and the chapter on the call opens with a question rather than a demand, because the answer is the whole information. It forbids threatening what you will not do, raising your voice, and discussing the debt in front of others. Your power there is that what you say happens, and one empty threat costs you everything you say afterwards.
Does it tell me what advance percentage to take?
No, and it says so plainly — the number varies with your field, the size of the work and the relationship. What it gives you instead is the criterion: the advance must cover what you will spend before the next payment. That is your floor, and you raise it if you are buying materials specific to that customer. And no figure from my own prices or terms appears anywhere in the book.
How is it different from the e-invoicing and accounting books?
"National E-Invoicing" is about the invoice as a cleared document and the gateway it passes through. "From Excel to an Accounting System" is about the ledger — and receivables detailed by their open invoices, built there, are a precondition for everything here. This book is about the money arriving: who gets terms, what is written, what you collect up front, how you follow up, when you stop, and what you do with a debt that will not be collected.
Does it cover the legal side of chasing a debt?
It marks where the line is and sends you across it. Late fees, settlement wording, waiving a debt, legal escalation, what may be said about a debt and to whom, auto-renewal terms and required notice periods — all of these go to your lawyer, and the book says so in five chapters. On escalation specifically it adds one practical note: your lawyer is the one who tells you whether pursuing it is worth its cost, because many small debts cost more to chase than they return.
How do I pay and get access?
There is no online payment on this site. Send the request form, I contact you personally, we arrange payment (cash or local transfer), then you get a one-time activation code for one device with lifetime access.
07 — Send your request
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