Accounts Receivable anxiety is the silent killer of growth for B2B service founders generating $1M–$10M. It turns a profitable month on paper into a stressful mess in reality. The problem usually isn’t your client. It’s your process.

The Milestone Invoicing Framework

Shift from monthly invoicing to project-milestone or bi-weekly invoicing. Instead of invoicing $30K at the end of month 3, an agency might invoice $10K upon signing, $10K at the creative review milestone, and the final $10K at launch.

Step 1 — Map your project phases. Identify 2–3 natural milestones where value has clearly been delivered.

Step 2 — Assign payment percentages. Typical split: 33% upfront, 33% mid-project, 33% on completion — or 50/50 for shorter engagements.

Step 3 — Build it into your contract template. Frame it as standard practice, not a special request. Most clients expect it once you present it as your process.

A software consulting firm cut their DSO from 58 days down to 31 days in two months with this framework. They stopped running payroll off their credit line and confidently hired their next key developer.

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