The verdict in three sentences
The biggest risk for a web agency is not price, it is vagueness: a client who pays at the end, adds endless requests and disputes the scope. The counter fits in three words: deposit, milestones, written scope. A two-page contract built on these three pillars protects the agency from non-payment and reassures the client about exactly what they are buying.
Deposit and milestone payments
Asking for a 40 to 50 % deposit at signature is not distrust, it is industry standard. It funds the kickoff, commits the client and secures cash flow. The balance is split into milestones tied to concrete deliverables, never a single final payment that leaves the agency exposed.
| Milestone | % of total | Trigger | Example 500 000 FCFA showcase |
|---|---|---|---|
| Signature | 40-50 % | Contract signed | 250 000 FCFA |
| Approved mockup | 20 % | Design approved | 100 000 FCFA |
| Testing / staging | 20 % | Site tested by client | 100 000 FCFA |
| Go-live | 10-20 % | Site in production | 50 000 FCFA |
Payment is made via mobile money (Wave, Orange Money) or transfer, with a receipt at each milestone. This cadence protects both sides: the client only pays for what is delivered, the agency never advances more than one stage.
Written scope against scope-creep
Scope-creep — those requests that get added "real quick" — is the silent killer of profitability. The only protection is a written scope: number of pages, number of revisions, included features, what is excluded. Anything outside the scope becomes a priced change order.
| Contract element | To spell out in black and white | Example |
|---|---|---|
| Scope | Pages, features, languages | 5 pages, FR only |
| Included revisions | Number of rounds | 2 revision rounds |
| Deadline | Working days | 10-15 days showcase |
| Late penalties | % or amount/day | Discount if agency is late |
| Out of scope | Mandatory change order | Page 6+ = separate quote |
| Maintenance | Included or optional | 1 year included then subscription |
A clear scope turns a potential dispute into a simple change order: "this extra page was not planned, here is the quote". The client understands, because it was written from the start.
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Mini case study
Moussa, a freelance developer turned agency in Thies, signs a Growth showcase at 500 000 FCFA with a clinic. Contract: 45 % deposit (225 000 FCFA), 5 pages, 2 revisions, 12-day deadline, 1 year maintenance included then 60 000 FCFA/month.
Mid-project, the clinic asks for a "medical team" page and online booking. Thanks to the written scope, Moussa answers calmly: team page = 75 000 FCFA change order, booking module = 150 000 FCFA change order. The project goes from 500 000 to 725 000 FCFA, with no friction, because the rule was set. Without a contract, he would have added these for free and lost his margin.
FAQ
What deposit should you ask for? 40 to 50 % at signature is standard. On a 500 000 FCFA showcase, that is 200 000 to 250 000 FCFA funding the kickoff and committing the client.
How do you avoid scope-creep? Write the precise scope (pages, revisions, features) and price anything beyond it as a change order. "That was not planned, here is the quote" is the sentence that saves your margin.
Should there be late penalties? Yes, symmetrical: a penalty for the agency if it exceeds the deadline (10-15 days showcase), and a clause protecting the agency if the client is slow to approve a milestone. Balance reassures.
Is mobile money safe for a contract? Yes, provided you issue a receipt at each milestone and keep a written trail (WhatsApp, email). Wave and Orange Money leave an enforceable transaction history.
Should maintenance be in the initial contract? Ideally yes: 1 year included then subscription (50 000-200 000 FCFA/month). The client anticipates the cost and the agency locks in recurring revenue from signature.
Let's talk about your project. A clear contract, a fair deposit, crisp milestones: let's secure your next project together. WhatsApp +221 77 596 93 33.
Mohamed Bah
Fondateur, Kolonell
Passionate about digital and entrepreneurship in Africa, Mohamed has been helping Sénégalese businesses with their digital transformation since 2020. Founder of Kolonell, he believes every SME deserves a professional and accessible online présence.
