Here is blog post number nine covering the subject of getting paid by your customers. Again, I draw my writing from the article, “How to Collect from Anyone (Even Enron)” found in Inc. Magazine,
Way to get paid #9: Know Your Customer’s Stress Points. If you can’t directly pressure your customer, then pressure your customer’s stress points. In extreme cases, call for work stoppages. One company that provides a pool of skilled labor does this. Many of his customers are general contractors who have been hired by large utility companies to build or overhaul a power plant. He knows that if the general contractor isn’t paying him, then he can threaten to cut off the contractor’s supply of employees. The utility then gets upset at the general contractor, because without Larkin’s employees, the contractor usually fails to meet the utility’s deadlines. And this company also knows that contractors can rarely afford to alienate their large customers.
“Maneuver your army so that you hit your enemy at his weakest points.”– from The Art of War by Sun Tzu.