Entrepreneurs who lose money aren't less smart. They simply don't know what to watch for. They pay the invoice after signing the contract, then discover — too late — that the signs were there from the first conversation.
Here are 7 signs we've seen repeated across hundreds of recovery cases. If you spot 3 or more in the first 30 days after contracting — it's time to protect yourself.
1. They constantly change the contact person
First email goes to A. B replies. On the phone, C speaks. It's not a coincidence — it's a tactic. When no one is clearly responsible for payments, no one can be held accountable. Serious companies have a single financial contact point, with a name and title.
What to do: request the full name of the person responsible for payments, in writing, before the first delivery.
2. They pay the first invoice with a "small" delay
5–10 days late on the first invoice — who doesn't forgive that? Everyone. But statistically, a client who delays the first invoice is 3 times more likely to systematically delay all subsequent ones. The first invoice is the test. If they fail it, the rest will be the same.
What to do: if the first invoice is paid late, change terms for the next ones — shorten the deadline from 30 to 15 days, or require an advance.
3. They respond promptly to the offer, but slowly to the invoice
Before signing: responds in 2 hours. After invoicing: responds in 2 weeks. It's not negligence — it's strategy. The pattern clearly shows priority: the signature is urgent, the payment isn't.
If you notice this speed shift in communication, it's a red flag. Debtors who do this know exactly what they're doing.
4. They ask for "a little flexibility" from the first interaction
"Can we pay in installments?" "Would you accept 60 days instead of 30?" "Can you give us a small margin?" — all before signing. A client who aggressively negotiates payment terms from the start isn't looking for partnership, they're looking for free credit.
Flexibility in negotiation is normal. But when every term is negotiated toward delaying payment — it's a pattern, not a coincidence.
5. The company has tax debts or active litigation
This is the one sign you can check before contracting. The check takes 10 minutes and can save you tens of thousands of lei. If the debtor has debts to the state, disputes with other suppliers, or active enforcement proceedings — it's a maximum alarm signal.
What to check: the company report in the registry, tax debt status, active court cases. If there are 3 or more — advance payment conditions, no exceptions.
6. The registered office address seems "empty"
Registered office in a residential apartment. Or at an address where 50 companies are registered. Or at an address that doesn't appear on Google Maps. All are signs of a company with no real activity — or with activity intentionally hidden.
A company with no real physical office has no assets to recover. If something goes wrong, there's nowhere to send the bailiff.
7. They refuse the delivery receipt
I deliver the goods. "I don't need a receipt, I'll sign the invoice." — sounds harmless, but it's one of the most dangerous tactics. Without a signed and stamped delivery receipt, proof of delivery becomes debatable in court.
An honest client has no problem signing a receipt. A client who refuses is laying the groundwork to contest receipt.
How to use these signs
It's not about becoming paranoid. It's about having a system. Note every sign you observe. If you collect 3 — change the conditions: advance, short deadline, bank guarantee.
If you collect 5 or more — don't sign the contract. A client showing 5 signs isn't a client. They're a future recovery problem.
And if you already have a client with these signs and an overdue invoice — send it for analysis. The faster you act, the more likely the recovery.