When first starting out in a service-oriented business, it may be tempting to start work on a project with only verbal instructions from a client. Get it in writing first. Without the documentation, the project may get muddled, and things can get ugly.

Let me give you an example. In this example, you are a freelance web designer. Say a client wants you to build a website, and wants you to start on it right away. This client gives you some general ideas about the look and functionality of the site, and you say you’ll get right on it. With just a basic idea of what you need to do, you start developing a site skeleton for the client. Then, the next day the client sends you payment in full for the project, saying they just want to get that payment out of the way.

And then the problems start. You’ve got the full project fee in your hand, so there may be the temptation to slack off, since you don’t have the payment motivating you. But that’s not the real problem. The problem lies with you not being able to complete the project because you don’t really know what you’re supposed to be doing. The client never gave you full project specifications. So now, they have paid you for something when you aren’t really clear about what it is you need to do. At this point you’ll really have to push for those website specs.

The problem, as far as I’ve experienced, is that some people see what they want clearly in their head, but have trouble communicating that vision. In this example, the client might know exactly what they want, and can visualize it just fine. But the client did not communicate that to you in a useful manner. If project-necessary details are not coming in, you are going to have to work hard to get them. If you do not, a couple of things can happen.

The project can stretch out. Without a defined scope, the client can request revision after revision. You’ll finally have to say enough. Which, unfortunately, can be met with, “Well, that’s not what I paid for.” Without the project specs in writing, this can turn into a mess…fast.

Or…The client isn’t happy with your work, though you did the best you could with what you had. Any future work that comes down the pipe is given to someone else. Losing a client like this might be a blessing, but it can impact your cashflow.

The client may also ask for a full or partial refund, or a credit for free work, because the project is taking so long. The fact that you tried and tried to get project details from the client won’t matter to them. They know what they want and what they paid for–and in their mind, that’s all that matters. Nevermind the fact that no project deadline was set.

Don’t let any of this happen. Even though the problems in this scenario are coming from the client, they could have been avoided if you had simply insisted on getting everything in writing. Taking the payment in advance isn’t really a problem, but the rest of the scenario is inviting disaster.

Let’s review. Before you start working on any project from a client, get the project details in writing. Agree, and get in writing, how much you are being paid, and for what, exactly. Don’t settle for something like “The pay is for a website” in some email. Get details…as many as possible. This way, the client knows exactly what they are paying for, and you know exactly what you need to do to finish the project. Set a deadline and get it in writing, and then, only after all the paperwork is in place, should you accept an advance payment.

I have some personal experience with this, so let me just say that neglecting the initial paperwork is not worth the headaches. If you’re just starting out, I know you’re eager and want to start generating cashflow. Just be patient and do it right.