Consulting woes: I just want to get paid.

As a home-based independent consultant, one of the most important tasks that you can nail is getting paid on time. It shouldn't be rocket science, yet it is. If you're just now entering the business of working for yourself, get used to the fact that you're going to be a part-time, industrious and high-value worker, and part-time collections agent.

My good friend and colleague, Howard Baldwin, who rants with brio about getting older in his blog, has also proven over the years to be a good partner in crime for whining about deadbeat clients. Complaining, however, hasn't done us much good.
Has anyone noticed that during recessionary times, getting paid is doubly harder than normal? Here's what I have discovered over the past 18 months: I am working harder and longer and for less money. This is true for many of us. Chasing down invoices is just grinding salt into the wound. But let's not be victims here: I'd like to offer a few ideas that have worked for me, and as well, a couple of ideas from some like-minded friends. Here goes:

1. Research a new client before taking on a project. These days, with a plethora of online forms and social media to connect with colleagues from all over the world, there's just simply no excuse for not making a small effort to find out if anyone has worked for the company, and if they were paid on time and treated well. Do the diligence -- unless of course you have a personal reference whom you trust already and can offer insights on the client's ability to pay and general ethics. One colleague even told me she does a background check on every new client. Now that's taking the bull by the horns!

2. Insist on a contract. This is a basic form of CYA. Always have a project agreement in writing from the client— even if they are a friend or former colleague. Consider the fact that an e-mail message may or may not hold up in court. It's better to have something on company stationery, with a signature. Because naturally, you're going to have to sign some documents for the client before you get started. It's only fair, right? And without a contract, you have absolutely no ground to stand on when the client starts ignoring your e-mails and phone calls.

3. On the contract, include a late payment fee clause. If the client refuses to sign a contract with such a clause, then you have to wonder why. Of course, it may not make it any easier to get paid with some clients of a particular slimy, or bankrupt nature— but at least they know you mean business from the start. As well, include on your invoices the late payment terms. Mine call for a 5% fee after 45 days, and a 10% fee after 60 days.

4. Insist on payment within 30 days of receipt of invoice. When you purchase any service for yourself, such as from your doctor, housecleaner, or hairdresser, you pay at the time of service, right? So why should you wait longer than 30 days to get paid for your work? If the client says: "We don't usually pay within 30 days,” move on—no matter how cool the project or company. Keep in mind, of course, that some accounting departments are given directives by senior management to hold up invoices as long as possible for the sake of cash flow. This is a hard, cold reality that every consultant/contractor must fight vigorously. At a certain point, you may have to walk away from a client that continues to violate your 30-day payment window.

5. Consider asking for a portion of your fees upfront. A marketing colleague told me that she is often able to get 50% down. That's impressive. I've not tried it myself but I must say it is tempting. For a new client with a big project that could be risky, it's worth asking. I'm just simply not sure how effective this tactic is today in the marketing/PR/freelance writing world in which I work. But if you have a unique product or service, and competitive prices, you've got a decent chance.

6. Kill them with kindness.Your invoice is two, three or perhaps even four weeks late. After the first reminder, it's time to get tougher – yet still remain the courteous, friendly professional person that you are. "Dear editor/marketing manager/accounting person: I've really enjoyed working on this project with you. But at this point, I really do need to get paid. I'm sure there's some kind of mix-up, and I'd love to just get beyond this issue so that we can move on to the next project. What do you say? Can you give me an answer by tomorrow as to when I will get my check? Thanks so much. I appreciate your help."

7. When all else fails, get nasty.
"I once told a publisher that unless I was paid immediately I would tell everyone on the masthead, as well as all of the publication's advertisers, the story of my shoddy treatment. It worked,” says John, a freelance writer friend. There are many ways you can spread the word about a company’s disreputable ways through the Web: review pages, Better Business Bureau, online forms for your industry, and so on. You can also  take them to small claims court--a protracted, frustrating process which I did once and I would not recommend doing for any amount less than $1000. (Collections agencies are another option, of course, but you'll have to meet their minimum and pay their fees)

8. Know your tipping point.
Don't kill yourself over principle. If a company is simply out of cash, then you're just not going to get paid. It's better to spend your time taking care of your good clients, and developing relationships with new clients who have money in the bank and a solid reputation with vendors. In short, know when to walk away. All that stress is simply bad for your health!

Late and unpaid invoices happen to all of us at some time. Just make sure that you do everything in your power to ensure it’s an occasional blip and not the status quo; otherwise, sister (or brother, as it may be), you’ve got the wrong kind of clients!

High-tech marketing: is content still king?

These days, as a home-based writing and PR consultant, I work with a lot of marketing teams. Most of them are in high-tech, and I am also working to build up a business involving green tech and health care. Marketing budgets have been slashed over the past couple of years. I don't have the numbers to show for it, only the anecdotal evidence and my own personal experience—enduring a 20% downturn in income since 2007.

When companies have marketing dollars to spend, they are ruminating long and
hard about how to spend it: what kind of messages and information will resonate
today?

Some people think that micro-blogging a.k.a. Twitter is a high-value activity for marketing when you have a tight budget. Yet despite all the hype it's unclear what tangible results most companies are gaining from social media, and there’s a lot of a palaver that's time-wasting and annoying. Behind the tweets and posts there has to be some useful, valuable content. I'm not talking about quick-hit promotions and spin but information that will help purchasers and decision-makers learn more about your products and services and their industry: research, analysis, predictions, and customer stories. It's about building a relationship, sharing information, and enriching a discussion with customers and other stakeholders.

In 1993, I began my career in journalism, and while I occasionally still write journalism pieces, the bulk of my work has evolved into corporate-sponsored writing and communications activities. I like to call myself an information broker. The same tenets that I learned at the American University M.A. program in Journalism in 1991 and 1992 still apply to my work today: research, relevance, and really good writing.

Sometimes however, I wonder if anyone really cares about that anymore. White papers seem to have gone by the wayside. Cases are getting shorter and shorter. The bulk of news and analysis publish exclusively on the web, which means articles must be tight, concise, and often lacking perspective. Blogging is hot -- yet there's plenty of blabber out there on the Web and it's hard to know what's credible and what's not.

I surveyed a few friends and colleagues for their perspective on the world of marketing content today, and here's what they said:

"Ultimately, I'm thinking the issue is less the mode of content delivery instead of the nature of the content itself," says Jason Gillikin, president of Gillikin Consulting which provides business communications services. “Material that speaks to the effectiveness of some new technology are going to play better than empty sales rhetoric, irrespective of the mode of delivery. So emphasizing the ROI will be a smart move. Show the customer how this new tech will make their lives easier or cheaper or reduce their carbon footprint. That, ultimately, will count for the most.”

Michael Schmier, VP of research and media at high-tech market research network Tippit, still believes in the power of white papers and case studies, as long as they are distributed widely on other sites. Blogging, if attached to a social media strategy, is another favorite of this San Francisco-based former marketing exec. And webinars on products can be very useful for customers, he says.

Michael: I agree wholeheartedly. I believe that diversity is paramount: technical people might enjoy spending five minutes watching a product demo while marketing-savvy execs can quickly breeze through your social media updates on their mobile phones. And, members of the media and prospects can get a better idea of the capabilities of your product or service by reading a well-written and engaging case study. Everyone knows such documents are always one-sided, but they can also offer a valuable snapshot into the real-life scenarios your company enables.

In the world of headlines and sidebars and video clips in which we now live, I sometimes mourn the halcyon days in which I could interview 7 or 8 people and spend hours researching a subject to pen a thoughtful and comprehensive 3,000-word piece. I hope that marketing folks won’t lose sight of the fact that not everything can be consumed in 10 seconds. Nor should it be.

What’s your take on the state of corporate-sponsored content? What do your clients and customers want?

When life gets rough, it's time to pamper

In the days before children, when life consisted of a small (yet very comfortable) townhouse in San Mateo, CA, my husband and I, and two very stressful jobs, we became quite adept at pampering. On Saturday morning we’d do the obligatory errands, then exercise, and then the remainder of the day (and Sunday) were committed to hanging out on our "deck" (the roof of our garage), reading, seeing friends, walking to dinner, and in the winter, enjoying a glass of wine by the fireplace. Weekends were bliss.

Once the kiddos arrived, pampering got lost in the diapers, bottles, and mountains of laundry. One lost all track of Monday versus Saturday…and when the small fries got older the weekends became even more busy and exhausting than the weekdays: errands, birthday parties, cleaning, outdoor adventures, play dates, bills.

Yet the fact remains: I still need to pamper myself.
For my husband, pampering consists of the Food Network, a beer, and/or ESPN. I love the simplicity and the consistency of that plan.

For me, on the other hand, I indulge in the following, sometimes even in one day:

1. Exercise. Yes, that's weird, but it is a form of pampering for me. Sometimes it's just a brief jaunt around the block with my dog. Other times it's a nice long run in the morning cool or a swim during the heat of the day. I feel completely rejuvenated when I’m done.

2. Chocolate. I don't have any rules about chocolate. When I need a square, I get it. Morning, noon or night. You’ve likely read about its antioxidants/health benefits but for me, it's that happy little feeling inside that does it for me. In my sedulous research over the years for the ultimate chocolate bar, I believe I have finally found it: Vosges Barcelona Bar.

3. Bath products. I like to say that I take lots of baths… I don't. I used to, but now, it seems to be impossible to find the time nor energy to fill up the bathtub again after I've already bathed and put to bed two energetic little girls. However, I do indulge in comforting lotions and bath gels. They don't have to be pricey. My personal favorite right at this moment is: Burt’s Bees Honey & Shea Body Butter. It's all natural and smells sooooo good. I also love L’Occitane bath oils, lotions, and shower products (for a few more greenbacks).

4. Wine. A glass of red wine in a beautiful stem: Oregon Pinot Noir, Argentinean or Chilean Malbec, Australian Shiraz, California Zinfandel, blends from Ridge. Paired with a commodious, cushioned chair, newspaper or magazine, and no children in sight— that's pretty much a spa experience for me. At about 1/10th the price.

5. Reading. History, biography, memoir, novel, People magazine, the Wall Street Journal weekend section. Those are my top picks. I'm sure that you have your own. On the couch or in bed, even just for 10 minutes—with a book I have successfully transported myself into someone else’s world. It’s magical.

6. Silence. This is rare, but if I remember to do it, I will shut my bedroom door before bedtime, warn my husband not to bother me for 10 minutes, and sit on the floor and just be still. We live in a quiet neighborhood right now so it's easy to obtain this blessed silence. I don't know which is better: the silence unbroken only by an occasional bird, or my immovable limbs. But it's a mini-vacation, for free.

7. Fancy coffee drinks. If I have a slow day I will go down to one of the many quaint little cafés in downtown Golden, order a mocha (with whipped cream, thank you), and sit down and read the newspaper or answer some e-mail. For just a few moments, I feel like an intellectual. And that's priceless.

8. Window shopping. I've gotten over the fact that I can’t spend much money on clothes and accessories these days. It's been that way for a while, and now I actually enjoy popping in to cute little boutiques or meandering through the shoe department at Nordstrom and just looking around at the latest styles. I might buy myself a lip gloss. Or not.

I would love to hear your top ideas for pampering: particularly, activities or items that don't cost a lot of dough. Now don't get me wrong: I love four-course gourmet dinners out, and I'd kill to go on a five-star resort vacation right now. I won't even be picky about the locale: beach, mountains, lakes, city, whatever. But that's for later. For now: it's pampering on a budget.

And you?