Confident Cashflow

When you work closely with your clients, you get to know what’s normal for them. How they communicate, when they pay, how organised they are. So when something changes, even slightly, it’s often a sign that all is not well behind the scenes.

Clients rarely come out and say, “We’re struggling with cash flow.” But there are usually clues. Spotting them early helps you protect your own business, and sometimes, support the client too.

Here are some of the signs to look out for.

Payment Behaviour Tells a Story

This is often the first clue. You might notice:

• Payments arriving later and later, when they’ve previously been prompt.
• A full invoice being settled in two or three chunks instead of one go.
• A previously reliable client suddenly ignoring your payment reminders.

One late payment doesn’t necessarily mean there’s a problem. It could be a blip, like a missed reminder, a delay in authorisation or someone being off sick. But if it starts to happen regularly, or they don’t offer a clear explanation, it’s worth digging into.

Clients under pressure often start prioritising who gets paid and when. If your invoice keeps slipping down the list, that’s not something to ignore.

Changes In Communication Style

Another early indicator is how they speak to you, or whether they speak to you at all.

You might find:

• Calls start going to voicemail.
• Emails replace phone conversations.
• You’re given vague explanations or are promised payment on a date that comes and goes.

The tone might shift too. Someone who was once chatty and open becomes formal or short. Or they avoid your questions altogether.

Changes like this often show up when a client knows they owe you money but doesn’t know how to deal with it. Avoiding the conversation can feel easier than being honest, especially if they don’t have a solution yet.

When Things Stop Running Smoothly

It’s not always about money straight away. Sometimes the first signs show up in the admin.

A client who’s normally on the ball might suddenly:

• Ask to change your agreed payment terms.
• Forget to send a PO or delay the paperwork.
• Seem disorganised or unclear about who’s handling what.

These might seem like small issues, but they often point to something bigger. When cash is tight and things are stretched, it’s the basics that start to slip. The result? Confusion, missed payments, or no payment at all.

If you find yourself chasing the same information more than once, it’s worth asking what’s really going on.

What Else Is Going On

Not every warning sign comes from your own experience with the client.

• You might be getting paid on time and everything feels normal.
• But then you hear someone else is chasing them.
• You spot a social post about redundancies.
• They’ve gone quiet in places they’re usually active.

They haven’t said anything to you, but when you put the clues together, the picture starts to form.

If you’re starting to spot a pattern, even if it’s not affecting you yet, take it seriously. Acting early puts you in control, rather than playing catch-up later.

Slowing Down Or Pulling Back

Sometimes the clearest sign is that things stop moving forward.

You might notice that a client:

• Places smaller orders
• Stalls on signing off new work
• Avoids conversations about what’s coming next

That kind of hesitation often means they’re watching the numbers more closely. It doesn’t always mean something’s wrong, but paired with other signs, it’s worth digging into.

Other Red Flags to Look Out For

Some signs are more subtle but still worth your attention. You might notice:

Requests for unusual billing arrangements
A client might ask you to split invoices, delay sending them, adjust the amounts or make them out to someone else. It might sound like an admin tweak, but if it happens more than once, it could be a stalling tactic or a sign they’re trying to manage the risk.

Change in payment method
If they’ve always paid by BACS and suddenly switch to a credit card, it could mean they’re relying on credit to buy time.

New layers of approval
If someone who normally signs things off suddenly has to “check with finance” or “get authorisation,” spending might be under scrutiny.

A spike in invoice disputes
When clients start challenging things they’ve never questioned before — the rate, the scope, the wording — it might not be about the invoice. It could just be a way of buying time.

An overly apologetic or overly friendly tone
If the tone suddenly shifts and they’re unusually warm or overly grateful, they may be trying to keep you onside while they figure things out.

Cancelled direct debits or bounced payments
If you get a failed payment notice or a regular method is cancelled without warning, that’s often a sign things are tight.

No single sign tells you everything, but if two or three are showing up at once, it’s time to ask a few questions and protect your position.

What Can You Do About It?

If your gut says something’s off, trust it.

Spotting the signs early gives you options. You can ask what’s changed, have a direct conversation or look at ways to reduce your exposure. What you don’t want is to keep delivering work while quietly wondering whether the money will come in.

If you’d like help getting confident with those conversations or putting a proper process in place so you’re not left guessing, get in touch. You don’t have to chase alone.