By CEDIA - Thu, Oct 9, 2025 - Blog
Payment structures in the smart home world have always been a challenge. No two projects are the same, and yet integrators need to ensure they’re covered, financially and contractually, from day one through to final sign-off and project completion. So how do you strike the right balance between flexibility and protection?
To find out, Home Tech Pro sat down with Peter Aylett, a partner at Officina Acustica, and Nick Moore, a senior project manager at Link Media Systems.
Nick pointed out that most project failures aren’t about poor workmanship or lack of demand, they’re about cash flow. “Good businesses go under simply because the money didn’t arrive on time,” he said.
That makes your payment schedule a financial lifeline, not just a formality. “You have to model your predicted cash flow for the entire job and align your payment schedule accordingly.”
Unsure of whether a customer is right for you? If a client pushes for a schedule that exposes you to too much financial risk, as Peter says, this is a red flag. He suggests that you put red lines in place early in the sales process. If a client refuses reasonable terms, walk away.
“There are two ways to make money,” Peter said. “One is to make money. The other is to not lose money.”
A recurring challenge is that final, post project completion payment—this is the one that clients sometimes withhold, citing minor issues or unresolved snagging. How do you deal with that? Nick acknowledged it’s a common headache. The key, he said, is communication and documentation.
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