Final Payment at Sign-Off

50/50 split tied to acceptance — disarming line for prospects

Version 1 · June 29, 2026 pricingterms

Content

# 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.

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_Last updated: 2026-05-24_

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