"Looking for customers to ask for money, always be scolded back"
"Customers always say in the process, but never a head! "
The customer delayed again and again, how to collect a payment how difficult ....
What is the most painful thing for project people? The project is done, the money is not received back. Money back, but also dead with the customer to consume. Below, I briefly share some insights into the project payback, from the collection mentality, collection timing, payment process three aspects to explain.
In reality, the initiative to put forward the request for payment back, which is a lot of project managers are difficult to do a little, do not know how to open the mouth, open the mouth do not know how to reply to the customer's questioning.
The hardest thing is to ask for money, after the opening of the hardest thing is to feel at ease. In the face of such a fear of psychology, many project managers feel that the project is not good enough to do, embarrassed to ask for money, very afraid of the customer a say where you where there is a problem still have the nerve to ask for money, the project manager, even if the original feeling to do a good job will be discouraged to go back to optimize, so the collection of this thing is the most difficult to be justified to ask for money. But we must be clear about a problem, our delivery, is based on the scope of the original requirements, so you can boldly put forward the request for payment, the most effective way is to have a straight talk, one hand to hand, one hand to pay, reasonable. Moreover, there is no payback, there is no liquidity for the company to provide better service and support to customers. Back to the project, the project is a "gradual detailed" characteristics, a system can always find a place to upgrade, the project manager if you do not promote the collection of this matter, the focus of the project will become a continuous upgrade system, rather than closing the project.
Small note: shameless, justified collection, but follow the law of the project progressive and detailed.
Seize some good time to collect money, for example, I participate in a cross-border e-commerce project, May 20 at 10 pm, they officially released on line in the public number and circle of friends, the same night successfully ran the first order, when I instantly issued congratulations, the customer is also very happy to respond that our project quality and duration are in line with the requirements. In this peaceful atmosphere, I then proposed, requesting the customer to play the final payment. At that time, the trial operation of the system has just begun, according to the contract, the customer in 10 working days to pay are available, but if we seize the opportunity to make good progress in some projects, requesting customers to pay, is not a feasible way. A lot of project managers embarrassed, think just acceptance to call for payment, for fear that the customer said we are too anxious, in fact, we think too much, the customer is willing to accept the psychological has done a good job of payment of the accurate, just a little bit in advance we said, they are also accepted.
Reverse thinking learned that if the project was a lot of problems, especially when it affects the actual interests of the customer's business, do not mention payment with the customer, but focus on solving the problem first, wait until the problem is solved, the business runs through, and then discuss with the customer about the next acceptance, payment, on-line and other matters.
Note: When the project is in good progress, the customer is highly recognized when we put forward the collection, there is a high probability of success.
When working on a project, we should understand the client's organizational structure, and know which stakeholders are more important, and which ones have the right to make acceptance and payment. Therefore, before the request for payment, we need to clearly know the customer's payment process and cycle, such as must be approved by so-and-so leader, must complete the financial invoicing, etc., in general, we have to focus on communicating with the customer docking person to understand this payment process. When in the request for payment, we need to monitor the progress of this process from time to time, in time to understand the payment process has gone where, if the process is stuck, with him to find a solution. For example, I have a plastic quality inspection system, the system has been running for a period of time, the customer butt also apply for the final payment process, but the general manager has not been approved, and then after understanding, the general manager rarely involved in this project, the implementation process, the system does not understand the trial run, that we have just ended the development of course can not be paid. At that time, my approach was, e-mail + telephone communication, e-mail mainly to report on the trial run of the system, probably means that the system is running well, what departments and users are satisfied with the system, improve the efficiency of the work, etc., after the general manager and his subordinates to verify the situation, the back is the smooth appropriation of funds through. Please pay, that is, after the customer payment, we also do a good job of follow-up work, such as invoicing, normal system maintenance, so that customers perceive the service is still there, there is peace of mind.
Note: Familiarize yourself with the process before invoicing, help deal with the difficulties in the process, and do a good job of arranging after invoicing.
Project collection is a long-term hard work, PM to have a kind of perseverance, see a ray of light, quickly out of the opportunity to never let go, at the same time, depending on the situation, to learn to respond flexibly!
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I hope this article will help you.