Fairness in trading terms for SMEs

You know the story ‘small business wins huge deal with large client’. Amazing.

Everyone is celebrating. ‘Biggest deal we’ve ever had. OMG’

So after the win, the small business sends their terms and conditions for signing and the big client comes back with “we can’t sign your payment terms of 14 days, our payment terms are 60 days after the end of the month of invoice”, that is, if you are lucky, because the reality can be  90 days or more. Which is really bad for business, especially small businesses.

But, the small business agrees because ‘it’s such a good opportunity’ not necessarily aware of the consequences or too afraid to challenge the big client for fear of losing the deal.

Of course, this is never usually discussed in the initial client meetings … read more by subscribing.