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If your agency isn’t a member yet, get in touch with Anne.

Late payments are nothing new – but the real issue? Most agencies set themselves up to fail from the start.

Whether it’s risky payment terms, over-reliance on project completion, or failing to build a cash buffer, Rory Spence has seen too many agencies flirting with financial chaos.

“We’ve seen agencies agree to 50% on completion – and then act surprised when they don’t get paid,” says Rory, head of commercial at The Wow Company.

“That is very high risk. Instead, it’s better to flip that. For example, instead of it being a 10% deposit and 50% on completion, go for 50% deposit, then 20% after stage one, 20% after stage two, and 10% at the end is the go-live money.”

“At least then, if they do decide to be a bit of an arsehole at that point, you’re only losing out on 10%.”

In this session, Rory will lift the lid on how the smartest agencies are managing their money – and how to put payment structures, pricing models, and planning processes in place before cash flow becomes a crisis.

“More than one in ten agencies only have a month’s overheads in the bank,” he says. “That’s incredibly high risk.”

“We often find people have been doing the same thing for years, and really they’ve just never stopped to think, ‘Is this actually the best way to do it?'”

“It’s not about being militant. But there’s no reason to be the bank for your clients.”

In this session, we’ll cover:

• How to spot and fix risky payment terms before they leave you exposed.
• What “good” looks like when it comes to cash flow and cash reserves.
• Rory’s seven steps to stronger cash flow – from forecasting to client conversations.

If your agency is feeling the squeeze, or you just want a smarter, safer financial setup, this session is perfect for you.