Final Payment at Sign-Off
Parent: Pricing & Engagement
The principle
You sign off when it works — not before. Final payment at acceptance.
How we structure invoices
50 / 50 split:
- $23,500 at kickoff — signed agreement + environment provisioned
- $23,500 at go-live — acceptance criteria met, signed off
No hourly billing. No surprise invoices.
Why this matters to the prospect
Most vendors want full payment up front, then drift on delivery. The phrase "50% at acceptance" is the most disarming thing we can say. It means we only collect the second half if the system actually works. They have never heard that from a vendor before.
Why this matters to us
Forces tight scoping and forces shipping. No "almost done" zombie projects. The acceptance-criteria checklist (see Acceptance Criteria Standard) defines exactly what "works" means — agreed in writing at kickoff so there is no ambiguity at go-live.
What to do if a prospect pushes for different terms
| Their ask | Our response |
|---|---|
| "Can we do net-30 on the second invoice?" | Yes. Net-30 from go-live is fine. |
| "Can we hold back 10% for 60 days post-launch?" | Reasonable. Counter with 5% / 30-day holdback — covers the warranty window anyway. |
| "We want 100% on completion, nothing up front." | No. We provision real Azure infrastructure on day one — there are real out-of-pocket costs in week one. Counter: 25 / 75 if they insist. |
| "Net-90 from acceptance." | No. That turns a $47K project into a 6-month cash hostage. Counter with net-30 or walk. |
The point isn't the exact split. The point is that the second invoice is tied to acceptance, not delivery. Anything that preserves their leverage at the end is acceptable.
Last updated: 2026-05-24