You must get paid
for your services; many customers will force the scope of work to
creep up by adding new tasks which they tacitly expect you to “eat”
at no extra charge. You can invest in the relationship by allowing a
certain amount of this to happen (say on the order of 10% of the
contract value) but make sure that they are aware of the cost and
effort of this extra work. You want them to come back but also you
want them to recognize the value of your services. Sometimes it is I
better to walk away rather than to agree to everything.
The best customers will prepay you for travel or make downpayments on the work because they realize it is in their best interest that you have the resources to deliver ...
