Setting Payment Terms

The terms you put on an invoice are a quiet but powerful business decision. They tell a customer exactly when payment is due, what happens if it is late, and how much credit you are prepared to extend. Set them well and you protect your cash flow, shorten the gap between doing the work and being paid, and reduce the chance of a debt turning sour. Set them carelessly, or leave them unspoken, and you invite slow payers and awkward conversations. This guide sits within our invoicing and getting paid hub and pairs naturally with our guidance on how to write an invoice .

Why Payment Terms Matter

Every day a customer holds onto money you have earned is a day that money is not in your account. For a small business, that gap can mean borrowing to cover wages, suppliers and tax. Clear payment terms turn a vague expectation into a firm agreement, which makes it far easier to chase a debt and, if necessary, recover it.

Good terms do three things at once:

They set a due date so there is no ambiguity about when payment is expected.
They establish what you are owed if payment is late, including interest where it applies.
They signal that you run a professional, organised business, which on its own encourages prompt payment.

If late payment is already a recurring problem, our notes on dealing with late payers explain how to escalate firmly but fairly.

Common Net Terms

Most invoices use net terms, which state how many days a customer has to pay from the invoice date. The right choice depends on your sector, your costs and how much working capital you can afford to tie up.

Term	Meaning	Best suited to
Due on receipt	Payment expected immediately	One-off jobs, new customers, small amounts
Net 7	Pay within 7 days	Trades, services with tight cash needs
Net 14	Pay within 14 days	A common middle ground for SMEs
Net 30	Pay within 30 days	Established B2B customers, larger contracts

Shorter terms keep cash moving but can deter customers used to longer credit; longer terms win larger clients but stretch your working capital. As a rule, offer the shortest term the relationship will comfortably bear, and reserve Net 30 for customers you trust. For more on the underlying mechanics, see our guidance on improving working capital .

Deposits and Stage Payments

For larger projects, asking for money up front is entirely reasonable and spreads your risk. A deposit taken before work begins covers your initial costs and confirms the customer is committed. Stage payments, sometimes called milestone or progress payments, break a big job into chunks tied to agreed points of delivery.

Typical approaches include:

A deposit of an agreed proportion before any work starts.
One or more interim payments as defined stages are completed.
A final balance due on completion or handover.

This structure is common in construction, design, manufacturing and any long-lead project. It keeps you from carrying the full cost of a job until the very end, and it gives an early warning if a customer is reluctant to pay. Our guidance on quotes, estimates and deposits covers how to present these clearly before work begins.

Early Payment Discounts

An early payment discount rewards customers who pay ahead of the due date, for example a small percentage off if they settle within a few days. It is a trade-off: you give up a slice of margin in exchange for faster cash and lower collection effort.

Weigh it up before offering one:

Calculate the cost of the discount as an annualised rate; it can be surprisingly expensive.
Offer it selectively, where speeding up cash genuinely helps.
Be aware of the VAT treatment, as the tax follows the amount actually paid where a discount is taken.

For some businesses a modest discount pays for itself in reduced chasing; for others, firm terms and a reliable follow-up process work better.

Late Payment Clauses

State plainly on the invoice and in your terms what happens when payment is late. In the UK, businesses have a statutory right to claim interest and reasonable recovery costs on overdue commercial debts under late payment legislation, but you can also set your own contractual terms provided they are fair and agreed in advance.

A clear late payment clause typically covers:

The interest rate applied to overdue amounts (the applicable statutory or agreed rate).
A fixed recovery charge to reflect the cost of chasing the debt.
The point at which you may pause further work or services.

Spelling this out is not aggressive; it is professional. It also strengthens your position considerably if a dispute ever reaches a debt recovery process or the courts.

Credit Limits and Checks

If you supply customers on account, decide in advance how much credit each one can have. A credit limit caps your exposure so a single non-payment cannot threaten the business. For new or larger customers, a quick credit check through a reputable agency, plus a look at filings at Companies House, helps you gauge how much risk you are taking on.

Sensible safeguards include:

Setting a per-customer limit and reviewing it as the relationship grows.
Running a credit check before extending significant terms.
Watching for warning signs such as repeated late payment or sudden large orders.

Terms for New Versus Established Customers

It is perfectly normal to apply different terms depending on how well you know a customer. Tightening terms for newcomers protects you while trust is built, and relaxing them later rewards reliable payers.

Customer type	Suggested approach
New customer	Deposit or payment on receipt, low credit limit
Growing relationship	Net 7 to Net 14, modest credit limit
Established, reliable	Net 14 to Net 30, higher credit limit
History of late payment	Shorter terms, deposits, reduced limit

Review terms periodically rather than setting them once and forgetting. A customer’s circumstances change, and your terms should move with them.

Putting Terms in Writing

Terms only protect you if the customer has agreed to them in advance. Set them out in writing before you start work, ideally in a quote, contract or set of standard terms and conditions, and repeat the key points on every invoice. That way there is no argument later about what was agreed.

Make sure your written terms include the due date or net period, the accepted payment methods, your bank details, and the consequences of late payment. Keeping these records digitally also supports good practice under Making Tax Digital and gives you a clean audit trail. For the practical mechanics of raising the document itself, our guide to how to write an invoice walks through every field, and you can browse more in our invoicing and payments guides .