When talking about money, the Latin playright, Plautus, is quoted as saying, "When you ask for it back again, you may find a friend made an enemy by your kindness. If you begin to press still further, either you must part with that which you have entrusted, or else you must lose that friend." 

Money discussions are challenging and it's very easy to take it personally when a client owes you money but isn't paying. The truth is, collecting what is owed to you is not personal, it's necessary.

Here are some tips for keeping the "feels" out of business collections.

Your Client, Your Choice

You do have a right to properly "screen" your client. It may be as easy as running a credit check or application if they will be financing any or all of what's owed to your business. Make sure to obtain all of the information necessary, including who to contact should a payment be delayed. While it may not feel good to assume this client won't pay, it may prompt you to consider all of the information required to track down payments if necessary. 

See also:  Client Red Flags for Non-payment

Set Expectations Up Front

Your client contract should set expectations up front, including payment terms and expected consequences for non-payment. If this information is directly and clearly stated on the agreement, the client has no reason to think any differently. Maintaining communication with a contact within your client's organization, on a regular basis, is another way to keep your invoices front of mind. Simplify your contract process so that you know to expect payments by a certain time and your clients know that they're expected to pay. Having it all on paper (or electronically) is one way to protect your business without feeling awkward.

Follow Up When Payment is Due

Part of your responsibility as a business owner or accounts receivables department is knowing when payment is due. You cannot rely on your client to make your invoice a priority if it isn't a priority to you. When you agree to payment terms, you should also have set dates to expect payments. Your accounts receivables and collections process must also include regularly reviewing invoices that are coming due or about to be past due for payment. If it appears that payment is going to be delayed or past due, you can send a friendly reminder to your client to avoid an uncomfortable conversation when it's well overdue. 

Know When to Ask for Help

There are many, many reasons for a client to be non-responsive to your phone calls, emails or letters requesting payment. Unless you've not completed your part of the contract or spoken to your contact to discuss problems with the agreement, those reasons are most likely not about you.  If it feels too frustrating to continue to attempt contact for payment, it's time to hire professional help. A commercial collections company can recover payment for your organization or business and also maintain your amicable relationship with your client. 

Collecting what is owed to you doesn't have to be awkward and frustrating. As long as you are choosing well-qualified clients, establishing clear expectations and following up when necessary, the payment process can be smooth. If you begin to take the business transaction as a personal slight to your business or to yourself, your reactions to your clients could cause more grief than necessary.