The verdict in three sentences
A clear contract with payment milestones dramatically reduces unpaid invoices. In Accra in 2026, moving from end-of-project payment to a 50/25/25 schedule cuts the unpaid rate from 15% to 4%. The golden rule: code assignment happens on full payment, never before.
Structuring payments by milestone
A single end-of-project payment is a trap: you commit the entire production cost before seeing a single franc. Staging aligns payments with progress and spreads the risk.
| Milestone | Share of price | Trigger |
|---|---|---|
| Deposit at signature | 50% | Contract signed |
| Mockup approval | 25% | Design approved |
| Final delivery | 25% | Going live |
| Source code assignment | — | 100% paid |
With this framework, a client who vanishes after the mockup already leaves you 75% collected, well above your production cost. That mechanism is what drops unpaid invoices to 4%.
The clauses that protect your margin
Beyond milestones, a few clauses prevent disputes and secure cash flow. They must be read and signed, not hidden in fine print.
| Clause | Content | Effect |
|---|---|---|
| Late penalty | 5% of balance per client delay | Holds the client accountable |
| Payment term | 15 days after invoice | Paces cash flow |
| Code assignment | transferred on 100% payment | Guarantees final payment |
| Annual maintenance | 50,000 FCFA/month optional | Recurring income |
| Revision cap | 2 rounds of edits included | Prevents endless projects |
The 5% penalty isn't meant to punish but to hold accountable: a client who drags out approvals blocks your schedule and cash flow. The 15-day term after invoicing paces incoming payments.
Mini case study
Kofi, a developer at an agency in Accra, used to sign projects at 800,000 FCFA payable on delivery and suffered 15% unpaid, i.e. an order of magnitude of 120,000 FCFA lost per project on a weighted average. He switches to 50/25/25 with code assignment on final payment. Across his next 10 projects, only one client is late but pays after the 5% penalty is applied. His unpaid rate falls to 4%, i.e. 32,000 FCFA average loss: a saving of 88,000 FCFA per project, purely thanks to the contract.
Become a Kolonell referral partner
Do you recommend serious, solvent clients? The Kolonell referral partner (apporteur d'affaires) program pays you on every signed project, with a contractual framework already secured on the agency side — you have no unpaid invoices or production to manage.
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| Division | Referral commission | Recurring |
|---|---|---|
| Showcase | 15% | + 5% recurring |
| E-commerce | 12% | — |
| Marketplace | 10% | — |
| Institutional | 8% | — |
On a 5,000,000 FCFA institutional project, your 8% referral commission is 400,000 FCFA. The solid contract also protects your commission: it is paid on collected payments.
FAQ
Why a 50% deposit and not 30%?
In Lagos as in Accra, 50% covers the bulk of the committed production cost. Below that, an abandonment mid-project leaves you at a loss.
What if the client never approves the mockup?
The revision cap (2 rounds included) and the late penalty unblock the situation. Invoice extra rounds.
When should I transfer the source code?
Only on 100% payment. As long as the code remains your property, the client has an incentive to pay the final milestone.
Is the 5% late penalty enforceable?
Yes if it appears in the signed contract. It applies to the outstanding balance and holds the client accountable without being aggressive.
By how much do unpaid invoices really drop?
Moving from end-of-project payment to a 50/25/25 schedule typically cuts the unpaid rate from 15% to 4%.
Let's talk about your project. We provide a ready-to-use milestone contract template adapted to the West African market. 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.
