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Before you quote a giant customer, check how they pay
How small businesses can use the Payment Times Reports Register to understand large customer payment behaviour before taking on major work.
Winning a big customer can feel like the moment the business levels up.
Bigger invoices. Better logo. Stronger credibility. More volume. Maybe even a case study.
But a giant customer can also turn into a giant debtor.
If they pay slowly, require complex approval, reject invoices for tiny admin errors or make you carry months of wages and materials, the sale may create stress before it creates cash.
Winning a big customer can feel like the moment the business levels up.
Bigger invoices. Better logo. Stronger credibility. More volume. Maybe even a case study.
But a giant customer can also turn into a giant debtor.
If they pay slowly, require complex approval, reject invoices for tiny admin errors or make you carry months of wages and materials, the sale may create stress before it creates cash.
Image Caption
The public tool most owners don’t know about
Australia has a Payment Times Reports Register.
It allows users to search payment times reports, compare payment practices, see industry trends and review information reported by large businesses. The register can be searched without an account or login.
This is useful because large-business payment behaviour isn’t just a finance detail. For a small supplier, it can determine whether growth is funded or frightening.
Note, while this is a free tool, there’s also paid resources like Creditor Watch who can report live data on the specific customer you select.
The one bit of gold
Check how a major customer pays before you quote, not after you win the work.
If a large customer has long payment terms or slow actual payment performance, you may still choose to work with them. But you should price, fund and contract accordingly.
Australia has a Payment Times Reports Register.
It allows users to search payment times reports, compare payment practices, see industry trends and review information reported by large businesses. The register can be searched without an account or login.
This is useful because large-business payment behaviour isn’t just a finance detail. For a small supplier, it can determine whether growth is funded or frightening.
Note, while this is a free tool, there’s also paid resources like Creditor Watch who can report live data on the specific customer you select.
The one bit of gold
Check how a major customer pays before you quote, not after you win the work.
If a large customer has long payment terms or slow actual payment performance, you may still choose to work with them. But you should price, fund and contract accordingly.
How to use the check
Before signing a large customer, search the register by business name, ABN or ACN where available.
Note, only large businesses are on the register, for smaller businesses, (even though they might a large customer to you) use the paid resource, Creditor Watch.
Look for:
standard payment terms;
actual payment times;
payments made within 30 days;
payments made between 31 and 60 days;
payments taking more than 60 days;
industry comparisons;
any compliance notices;
whether they appear on a fast payer list.
The data will not answer every commercial question, but it gives you a starting point that many small businesses skip.
Turn the result into terms
If the customer appears to pay slowly, consider:
deposit before work starts;
progress claims;
shorter payment terms;
clear purchase order requirements;
strict invoice submission rules;
credit limits;
staged delivery;
personal escalation contacts;
pricing that reflects funding cost.
Don’t hide from the issue because the customer is impressive. Large logos don’t pay your wages. Cash does.
Before signing a large customer, search the register by business name, ABN or ACN where available.
Note, only large businesses are on the register, for smaller businesses, (even though they might a large customer to you) use the paid resource, Creditor Watch.
Look for:
standard payment terms;
actual payment times;
payments made within 30 days;
payments made between 31 and 60 days;
payments taking more than 60 days;
industry comparisons;
any compliance notices;
whether they appear on a fast payer list.
The data will not answer every commercial question, but it gives you a starting point that many small businesses skip.
Turn the result into terms
If the customer appears to pay slowly, consider:
deposit before work starts;
progress claims;
shorter payment terms;
clear purchase order requirements;
strict invoice submission rules;
credit limits;
staged delivery;
personal escalation contacts;
pricing that reflects funding cost.
Don’t hide from the issue because the customer is impressive. Large logos don’t pay your wages. Cash does.
Build it into the forecast
Once you understand likely payment timing, update the 13-week cash forecast and growth cash gap calculator (both downloadable in my other blogs).
A $200,000 project paid in 14 days is different from a $200,000 project paid in 75 days. The revenue is the same. The funding requirement is not.
The founder mindset shift
Small businesses often feel grateful to win a big customer. That’s understandable. But gratitude shouldn’t replace commercial discipline.
A good customer relationship should work for both sides. If the customer wants enterprise-level service, they should also accept payment terms that don’t turn the supplier into a bank.
Once you understand likely payment timing, update the 13-week cash forecast and growth cash gap calculator (both downloadable in my other blogs).
A $200,000 project paid in 14 days is different from a $200,000 project paid in 75 days. The revenue is the same. The funding requirement is not.
The founder mindset shift
Small businesses often feel grateful to win a big customer. That’s understandable. But gratitude shouldn’t replace commercial discipline.
A good customer relationship should work for both sides. If the customer wants enterprise-level service, they should also accept payment terms that don’t turn the supplier into a bank.
What to do this week
What to do this week
Pick one large customer or prospect. Search the Payment Times Reports Register or Creditor Watch. If the payment behaviour looks slow, update your quote terms before you send it.
Sources and useful links
https://paymenttimes.gov.au/register/how-to-use-the-register
https://paymenttimes.gov.au/small-business/helping-small-business
Website disclaimer note: This article provides general information only and does not take into account your circumstances. It is not a substitute for tax, legal, financial, employment, cyber security or other professional advice.
Pick one large customer or prospect. Search the Payment Times Reports Register or Creditor Watch. If the payment behaviour looks slow, update your quote terms before you send it.
Sources and useful links
https://paymenttimes.gov.au/register/how-to-use-the-register
https://paymenttimes.gov.au/small-business/helping-small-business
Website disclaimer note: This article provides general information only and does not take into account your circumstances. It is not a substitute for tax, legal, financial, employment, cyber security or other professional advice.
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macchiato with Chris.
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© 2026 Denari Advisory. Liability limited by a Scheme approved under Professional Standards Legislation.
Strategy and Site by Touching Base
Ready to kick-start your self-made journey?
© 2026 Denari Advisory. Liability limited by a Scheme approved under Professional Standards Legislation.
Strategy and Site by Touching Base
Ready to kick-start your
self-made journey?
© 2026 Denari Advisory. Liability limited by a Scheme approved under Professional Standards Legislation.
Strategy and Site by Touching Base
