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@dbr
Just for a little balance, I'm currently involved in a court case trying to get money from a non-paying customer. I now do 100% proforma.
I think a small retainer on a bigger building job is essential just given the nature of builders wanting (and needing) to get onto the next job as soon as they possibly can. Also the sad truth that 90% don't give a fuck about the last most important 10% of the job.