Payment Terms and Late Fees: How to Actually Get Paid on Time
Most late payments aren't disputes. They're the predictable result of terms that gave the client no reason to pay on time.
Short answer
Payment terms that get honored have four parts: a deposit before work begins, payment tied to a date or defined milestone rather than to approval, a late fee with a stated rate, and a right to suspend work when payment is overdue. The suspension right does more work than the late fee.
Why invoices go unpaid
It is rarely because the client is dishonest. In most cases, one of three things happened. The payment trigger was ambiguous, so the obligation never clearly matured. The invoice went to the wrong place — a personal contact rather than accounts payable — and never entered a payment run. Or there was simply no consequence for paying late, so your invoice sorted below the ones that had one.
All three are drafting and process problems, and all three are fixable before the engagement starts. The contract cannot make a bankrupt client solvent, but it can make sure you are at the top of the queue rather than the bottom of it.
Structure the money before you structure the work
Take a deposit
For project work, 25% to 50% upfront is standard and is the single most effective term you can add. It covers your exposure on the early phase, and it filters clients — a business with a functioning finance process can pay a deposit, and one that cannot is going to be a problem at every later stage too.
Say explicitly that the deposit is non-refundable once work commences, and that it is applied against the final invoice rather than being an additional charge.
Bill against milestones, not against approval
A payment triggered by "acceptance" or "client approval" with no time limit is not really a payment obligation — the client controls when it matures. Fix it with a deemed-acceptance provision: deliverables are deemed accepted if the client does not provide specific written objections within a stated number of business days, typically five to ten.
For longer engagements, tie payments to defined milestones with dates attached. "50% on delivery of the first design round" is a payment obligation. "50% at the midpoint" is a conversation.
Pick a term and define the trigger
| Term | What it means | Best for |
|---|---|---|
| Due on receipt | Payable immediately when the invoice arrives. | Small amounts, new clients, one-off work. |
| Net 15 | Payable within 15 days of the invoice date. | Freelance and small-business engagements. Reasonable and enforceable. |
| Net 30 | Payable within 30 days of the invoice date. | The commercial default. Expected by most mid-size clients. |
| Net 45 / Net 60 | Payable within 45 or 60 days. | Large corporate clients with procurement cycles. Price the cash-flow cost in. |
| 50/50 | Half upfront, half on completion. | Fixed-scope projects under roughly 8 weeks. |
| Milestone billing | Payment released as defined stages complete. | Long or phased engagements. Limits your exposure at any one time. |
Whichever you pick, state whether the clock starts on the invoice date or on receipt. If it is receipt, add a deemed-receipt rule — emailed invoices are deemed received on the next business day — or you have handed the client an open-ended extension.
Check your payment terms before you sign
The Agreedly Contract Analyzer flags vague payment triggers, missing late fees and open-ended approval clauses in plain English.
Analyze your contract now →The late fee clause
A late fee has two jobs, and collecting interest is the smaller one. Its real function is to make paying you on time cheaper than paying you late, and to give you something concrete to reference in a follow-up email that is not simply asking again.
The common rate is 1.5% per month, or 18% annualized, on the overdue balance. Whether that is enforceable depends on where you are: many U.S. states cap contractual interest through usury statutes, and the cap for consumer transactions is frequently lower than for business-to-business ones. Drafting it as "1.5% per month or the maximum rate permitted by applicable law, whichever is less" protects the clause — an over-limit rate can otherwise be struck entirely, leaving you with no late fee at all.
Add a short grace period of three to five days. It costs you almost nothing, it prevents fights over processing delays, and it makes the clause read as reasonable rather than punitive if you ever need to enforce it.
The suspension clause — your actual leverage
This is the term most contracts omit and the one that changes client behavior fastest. Interest on an overdue invoice is a rounding error to a business. Missing a launch date is not.
Draft it plainly: if any undisputed amount is more than a stated number of days overdue, the provider may suspend performance on written notice; the provider is not liable for any delay or damage resulting from the suspension; timelines extend by the length of the suspension; and the provider may charge a reasonable remobilization fee on resumption. The word "undisputed" matters — it prevents a client from parking the whole invoice by disputing one line of it.
Pair it with a withholding clause on the delivery side: final files, source materials, or the IP assignment itself transfer on receipt of full payment. That is a legitimate condition, and it is much stronger than chasing.
Kill fees and cancellation
When a client cancels a fixed-fee project midway, hourly reconstruction rarely captures the real loss — you held calendar time you could have sold to someone else. A kill fee prices that directly.
A sliding scale is easier to agree to than a flat number: 25% if cancelled before work begins, 50% if cancelled during the first half, 100% if cancelled after the final deliverable is submitted. Whatever the shape, state that all work completed to the cancellation date is invoiced in addition to the kill fee, and that any third-party costs already committed are passed through.
What to do when an invoice goes unpaid
Escalate on a fixed calendar. The consistency matters more than the wording — a predictable sequence signals a process, and it builds the documented record you will need if this ends anywhere formal.
- Day 1 past due. Automated reminder from your invoicing tool. No commentary, no apology.
- Day 7. Short personal email to your contact. Assume it was an oversight and ask who in accounts payable you should copy.
- Day 15. Formal notice to accounts payable and your contact. Cite the contract clause, the amount, and the late fee now accruing. Attach the invoice again.
- Day 30. Written notice of suspension under your suspension clause, plus a demand letter stating the total due including interest and a deadline to cure.
- Day 60. Small claims court, a collections agency, or — in a covered jurisdiction — a complaint under the applicable freelance payment protection law.
That last option is newer than most people realize. In California, Illinois, New York State and several cities, failing to pay a freelancer on time is now a statutory violation carrying double damages and attorney's fees, not merely a breach of contract. See freelance contract laws in 2026 for the thresholds and where they apply.
Frequently asked questions
What are standard payment terms for freelancers and small businesses?
Net 15 to Net 30 from the invoice date is the commercial norm, with a 25% to 50% deposit before work begins on project engagements. Larger corporate clients often impose Net 45 or Net 60 through their procurement process. The most important detail is not the number of days but the trigger: state whether the clock runs from the invoice date or from receipt, because 'Net 30 from receipt' with no deemed-receipt provision can be stretched indefinitely.
How much can I charge in late fees?
A common contractual rate is 1.5% per month on the overdue balance, which is 18% per year. What is enforceable depends on your jurisdiction: many U.S. states cap contractual interest rates through usury statutes, and some cap them lower for consumer transactions than for business-to-business ones. A safe drafting approach is to state your rate 'or the maximum rate permitted by applicable law, whichever is less,' so an over-limit rate does not void the clause entirely.
Can I stop work if a client hasn't paid?
Only if your contract says so, or if the non-payment is serious enough to be a material breach. Do not rely on the second. Include an express suspension clause: if payment is more than a stated number of days overdue, the provider may suspend performance on written notice, is not liable for resulting delay, and may charge a reasonable restart fee. This is more valuable than a late fee, because it costs the client their timeline rather than a small sum of money.
What is a kill fee?
A kill fee is an agreed amount payable if the client cancels a project after work has begun but before completion. It typically runs from 25% to 50% of the total fee, often on a sliding scale tied to how much of the project was complete at cancellation. Kill fees are standard in editorial, design and production work, where a cancelled project has already consumed calendar time the provider cannot resell.
What should I do when an invoice goes unpaid?
Escalate in a fixed sequence rather than improvising. Day one past due, send an automated reminder. Day seven, a short personal email to your contact. Day fifteen, a formal notice to accounts payable citing the contract clause and the accruing late fee. Day thirty, a written notice of suspension of work and a demand letter. Day sixty, small claims court or a collections agency. Following a documented sequence matters legally as well as practically — many contracts and statutes require notice and an opportunity to cure before you have a claim.
Do late payment laws protect freelancers?
In a growing number of U.S. jurisdictions, yes. California, Illinois, New York State, New York City and Los Angeles all impose payment deadlines on businesses that hire freelancers, typically requiring payment by the contract date or, if none is stated, within 30 days of completion. Remedies can include double damages and recovery of attorney's fees. In the UK, the Late Payment of Commercial Debts legislation gives a statutory right to interest and fixed compensation on overdue commercial invoices.
Related reading
For the clauses that sit alongside payment terms, see 7 essential clauses missing from most contracts and the 15-point contract review checklist.
Build the payment terms into the contract itself
Describe the engagement and the Agreedly Contract Generator drafts an agreement with deposit, milestones, late fees and suspension rights included.
Generate a contract →This article is general information about how contracts commonly work, not legal advice, and reading it does not create an attorney-client relationship. Laws differ by jurisdiction and change over time. Consult a licensed attorney in your jurisdiction before relying on any agreement.
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