One of our biggest clients just paid us 120 days late. Payroll? Made it. Team? Paid. Stress? Gone. Most engineering firms are 60 days away from disaster. One delayed payment. One project cancellation. One bad month—and you're scrambling to make payroll. I've lived that nightmare for three years. I've had friends who had to take cuts in their own salary when projects started getting backed up. Or they'd take bad projects just to get deposits. That stress will kill you. Running a firm without reserves means you make desperate decisions: ↳ You discount fees just to get cash fast ↳ You keep toxic clients because you need their money ↳ You can't invest in growth because every dollar goes to immediate expenses It's survival mode. Not business building. Here's what we did: Started saving 10-20% of every payment that came in. Non-negotiable. Treated it like we would with our personal finances. Raised our rates—sometimes up to 15%—but grandfathered in existing clients. Added rush fees. If someone wants something quickly, we'll charge them more so they can get ahead in the line. And they pay before we deliver. The result? It took about 18 months. Now we've got six months of payroll sitting in the bank in a savings account. Untouched. Best decision we've ever made. So here's my question: How many months of reserves do you have? #operatingreserve #payroll #clients #personalsavings
That’s wise! I’ll throw in my hat. One of the best things a firm can do to clean up their AR is to collect payment prior to delivery of final documents. Let the deliverables be leverage like a mechanic with the car keys. You don’t get your keys until you pay. (Let this be more the rule when possible rather than the exception.) Also, ask for retainers on larger projects prior to commencing any work. This increases cash flow giving some runway. It could be anywhere from the full amount to 50-10%. Collecting something up front establishes a good working relationship and the expectation of how you’ll be collecting in the end.
I lived the other side for 3 years. Watched friends take salary cuts just to keep their firms going. Saw people take terrible projects just for the deposits. That stress will kill you.