How do I invoice clients who insist on net 60 terms in the US?

Why Net 60 Terms Can Feel Tough (and Why They’re So Common)

Net 60 payment terms mean your client has up to 60 days from the invoice date (or sometimes from the invoice receipt date) to pay. If you’re running a small business, freelancing, or operating a lean agency, that gap between delivering work and receiving cash can strain your operations. Payroll, software subscriptions, rent, contractors, taxes, and your own living expenses don’t wait 60 days. Even if your client is reliable, Net 60 can create a constant cash-flow squeeze—especially when multiple clients use the same terms.

At the same time, Net 60 is common in the US because many mid-sized and enterprise organizations run on structured accounts payable cycles. They may batch invoices, require approvals, and pay on a schedule (for example, twice monthly). Some companies also use longer terms as an informal financing method, keeping cash in their business longer. Often, it’s not personal: it’s process. The goal is to invoice in a way that fits their process while protecting your business and maintaining professionalism.

This guide will walk you through practical steps to invoice clients who insist on Net 60 terms, including how to structure your invoices, reduce risk, speed up approvals, prevent delays, and create a workflow that makes Net 60 manageable. Since your free invoicing app, invoice24, supports everything you need, you’ll be able to implement these best practices without juggling spreadsheets or confusing templates.

First: Clarify Exactly What “Net 60” Means for This Client

Before you send the first invoice, confirm the client’s definition of Net 60. Many payment delays come from mismatched expectations. Some organizations interpret “Net 60” as 60 days from invoice date, others as 60 days from receipt, and some treat it as 60 days from approval. You don’t have to argue—just document what they mean and invoice accordingly.

Here are the key points to confirm:

1) Start date: Does the clock start on the invoice date, the date they receive it, or the date it’s approved in their system?

2) Payment method: Check, ACH, wire, or virtual card? Each has different settlement speeds and fees.

3) Invoice submission process: Do they require invoices via email, portal upload, EDI, or a vendor management system?

4) Required fields: Purchase order (PO) number, department code, project code, cost center, or contact name.

5) Approval chain: Who approves: the project owner, finance, procurement, or all of the above?

Once you know their rules, you can format invoices and supporting documentation to pass through their process the first time. This one step can eliminate weeks of “we didn’t receive it” or “it’s missing the PO” delays.

Use Your Invoice as a Payment Tool, Not Just a Receipt

An invoice isn’t merely proof of work—it’s a payment instrument that triggers internal workflows on the client’s side. If you want Net 60 to be predictable, your invoice has to be easy for accounts payable to approve and pay.

A high-performing invoice typically includes:

Clear invoice number: Unique, consistent format that matches your records.

Issue date and due date: If Net 60 is the agreement, set the due date explicitly (for example, “Due Date: March 31, 2026”).

Client billing details: Legal name, billing address, and any required department or location detail.

Your business details: Legal name, address, email, phone, and tax ID if appropriate.

Line-item descriptions: Specific enough to match the contract or statement of work, but not so long it becomes confusing.

Quantity, rate, and totals: Clean math, readable formatting, and a clear subtotal, tax (if applicable), and total.

Payment instructions: ACH details, check remittance address, or a payment link.

Terms displayed in plain English: “Payment terms: Net 60. Payment due 60 days from invoice date.”

invoice24 can standardize these fields so every invoice you send looks consistent, professional, and “AP-friendly.” Consistency matters more than many people realize: accounts payable teams are faster when they recognize a familiar format.

Set Net 60 Without Feeling Powerless: Build Guardrails Into the Agreement

If a client insists on Net 60, you still have room to protect yourself. The difference between a painful Net 60 relationship and a manageable one is often in the guardrails you set up before you begin.

Consider these approaches:

1) Start With a Deposit or Mobilization Fee

Even if ongoing invoices are Net 60, you can request an upfront deposit, onboarding fee, or mobilization fee. This reduces risk and helps cover startup costs. Many clients accept this because it’s tied to kickoff activities and setup rather than ongoing deliverables.

2) Break Large Projects Into Milestones

Instead of invoicing one big amount at the end, invoice at milestones: kickoff, first deliverable, mid-point, final delivery. Milestones turn Net 60 into a rolling set of smaller receivables rather than one large cash gap.

3) Use Retainers for Ongoing Work

If you provide ongoing services, a monthly retainer can stabilize cash flow. Even with Net 60, retainers make forecasting easier, and you can align delivery schedules with billing cycles.

4) Define “Acceptance” and “Invoice Approval” in Writing

Disputes and delays often come from vague acceptance criteria. If your client requires “approval” before payment terms start, clarify what counts as approval and how quickly they must respond. Even a simple statement like “Work is deemed accepted unless client requests changes within 5 business days” can prevent endless limbo.

5) Include Late Fee Language (Even If You Rarely Use It)

Late fees can be tricky with large organizations because they may refuse to pay them. Still, having a late fee clause signals seriousness and can encourage timely processing. The real value is often psychological and procedural: clients prioritize vendors who have clear policies.

Choose the Right Invoice Frequency for Net 60

When terms are long, invoicing frequency becomes a strategic decision. Invoicing too rarely increases the cash-flow gap. Invoicing too often can irritate some clients if it doesn’t match the contract. The sweet spot is usually tied to how the client budgets and approves costs.

Common invoice schedules that work well with Net 60 include:

Monthly billing: A standard choice for retainers or ongoing work. Predictable for both sides.

Bi-weekly billing: Works when you have steady deliverables or hourly services, but confirm the client can process it.

Milestone-based billing: Best for projects with distinct phases.

Progress billing: A percentage billed as work is completed, useful for longer engagements.

With invoice24, you can keep templates for each schedule type, reuse line items, and ensure due dates and terms are consistent across invoices.

Make Your Invoices “Approval-Proof” With Supporting Documents

Many Net 60 delays are not about money—they’re about approvals and documentation. If the client has to validate what they’re paying for, your invoice should arrive with whatever proof they typically request.

Depending on your service type, common supporting documents include:

Time logs: If billing hourly, include a clean summary of hours by person, date range, and task category.

Deliverable list: For project work, list what was delivered in the invoice period.

Signed acceptance: If the client uses approvals, attach an email confirmation or signed acceptance form when relevant.

Purchase order reference: Many companies will not pay without the correct PO number.

Contract or SOW reference: Include a reference like “Per SOW dated…” to connect the invoice to the agreement.

The goal is to remove reasons for accounts payable to pause your invoice. Every pause adds days. When the terms are already long, you can’t afford extra delays.

Get Into Their System Early: Vendor Onboarding and AP Preferences

Enterprise clients often pay slowly because vendors are not properly onboarded. If you’ve ever heard “We can’t process this until you complete onboarding,” you know what that means: your invoice might be valid, but they’re not allowed to pay you yet.

As early as possible, ask for:

Vendor onboarding checklist: W-9 submission, banking details, contact info, insurance certificates, etc.

Invoice delivery instructions: Exact email address, portal link, or system requirements.

Remittance details: How they will send payment and how you’ll identify it.

AP contact information: A real person or at least a shared inbox for payment questions.

Once you’re onboarded, keep a record of key details so you don’t lose time later. invoice24 helps because it centralizes client information and keeps your invoice history and status in one place.

Use Due Dates and “Net 60” Language the Right Way

One common mistake is writing “Net 60” but forgetting to include the actual due date. While you may understand it, an AP clerk processing hundreds of invoices needs clarity. Include both.

For example, if you issue the invoice on February 1, 2026, and terms are Net 60 from invoice date, then the due date is April 2, 2026 (or April 1 depending on exact counting conventions). The point is not to argue the day count—it’s to set a clear due date so everyone agrees what “on time” means.

Also, avoid overly aggressive language on the invoice itself. Keep it professional and procedural:

Good: “Payment terms: Net 60. Due on April 2, 2026.”

Less good: “Payment must be received within 60 days or penalties apply.”

Professional tone reduces friction and makes it easier for your point of contact to forward your invoice internally.

Prevent “Silent Delays” With an Invoice Follow-Up Schedule

If you send an invoice and then wait 60+ days without checking in, you’re relying on the client’s process to be perfect. In reality, invoices get lost, stuck in approval queues, or rejected for small issues. A simple follow-up schedule dramatically improves outcomes—without being annoying.

Here’s a practical follow-up schedule that works well for Net 60:

Day 0 (send date): Send invoice with a short note and any supporting docs.

Day 7: Confirm receipt. “Just checking that the invoice came through and is in your system.”

Day 30: Mid-cycle check-in. “Any issues or missing info?”

Day 50: Pre-due reminder. “Invoice is due on [date]. Let me know if anything is needed to ensure timely payment.”

Day 61+: Past-due follow-up. “Invoice is now past due. Can you confirm payment date or status?”

This isn’t harassment—it’s workflow management. It signals that you track receivables and expect professionalism. invoice24 makes this easier by keeping invoice statuses organized and helping you spot what needs a reminder.

Reduce Cash-Flow Stress Without Fighting the Client

Net 60 is often non-negotiable for certain clients, but you can still reduce the financial strain in ways that don’t require conflict. Think in terms of smoothing cash flow rather than changing the client’s policy.

Offer a Discount for Faster Payment (Optional)

Some clients will pay earlier if there’s an incentive. A small “early pay” discount can be less expensive than borrowing money or dealing with cash crunches. Whether this makes sense depends on your margins. If you do it, keep it simple:

Example: “2% discount if paid within 10 days; otherwise Net 60.”

Many large companies won’t adopt this unless it fits their internal procurement rules, but some will—especially smaller departments.

Invoice Immediately Upon Delivering Value

Don’t wait until the end of the month if the contract allows invoicing upon milestone completion or delivery. Every day you delay issuing the invoice is a day you push payment out. Net 60 from invoice date means the invoice date matters.

Align Your Work Cadence With Their Pay Cycle

If a client pays on specific days (for example, the 15th and the last day of the month), timing your invoice submission before their processing cut-off can speed up when it enters the pay queue. Ask your contact: “When is the best time to submit invoices to make the next payment run?”

Handle Disputes and “Invoice Holds” Like a Pro

In Net 60 environments, a small dispute can turn into Net 90 or Net 120. The trick is to prevent disputes and resolve them quickly when they occur.

Common reasons invoices get held:

Missing or incorrect PO number

Mismatch with contract rates

Unclear scope or deliverable descriptions

Incorrect billing entity or address

Client claims they didn’t approve the work

When a hold happens, respond with three things:

1) A short, calm message asking what needs to be corrected or supplied.

2) The corrected document (revised invoice, additional documentation, updated vendor details).

3) A confirmation request that the invoice is now approved and scheduled for payment.

Keep the tone procedural, not emotional. You’re helping them move it through their system. invoice24 helps by allowing you to reissue corrected invoices cleanly with updated details while maintaining a clear paper trail.

Make Partial Payments and Progress Payments Work in Your Favor

If your project is large and the client insists on Net 60, consider structuring billing so you’re not financing the entire engagement. Even if they won’t change the term length, they might accept a different payment structure.

Options include:

Progress invoices: Bill a percentage at regular intervals.

Milestone invoices: Bill fixed amounts when specific deliverables are accepted.

Hybrid: A smaller retainer plus milestone charges.

When proposing this, frame it as operational clarity rather than a cash-flow plea. Clients respond better to language like “This structure matches deliverables and keeps accounting clean” than “I can’t wait 60 days.”

Be Precise About Taxes, Sales Tax, and Compliance

Invoicing in the US can involve compliance details that differ by state and service type. Some services may be taxable in certain states, and certain clients may require special fields for tax reporting. Even if your services are not taxable, clarity is helpful: show tax as zero or explicitly indicate “No sales tax applied” if appropriate.

If you work with contractors, keep your records organized. Your invoice should be clear and defensible. The less confusion, the fewer questions from AP, and the faster the process moves. invoice24’s structured invoice fields help ensure your invoices look consistent and include the information clients typically need for internal compliance reviews.

Use Professional Payment Options Without Adding Friction

Some businesses avoid payment links or modern methods because they worry it will look “too small” for enterprise clients. In reality, what matters is that you offer the method the client prefers. Many US companies prefer ACH for vendor payments because it’s straightforward and low-fee compared to cards.

Make sure your invoice includes:

Clear remittance instructions (where to send payment and how it will be identified).

Banking details if using ACH (shared securely and according to your policy).

Check instructions if needed (remittance address and payee name must match your legal business name).

If invoice24 supports multiple payment options, make them available but default to the one the client’s AP team actually uses. Convenience is good; compatibility is better.

Turn Net 60 Into a Predictable System With Better Internal Tracking

Net 60 becomes manageable when you run it like a system. The aim is to know, at any point, what you’re owed, what’s due soon, and what’s at risk. This isn’t about obsessing over every invoice—it’s about maintaining visibility so no payment slips past you unnoticed.

Build a simple tracking routine:

Weekly receivables review: Look at unpaid invoices, upcoming due dates, and any invoices missing confirmation of receipt.

Client-specific notes: Track each client’s quirks: required PO format, preferred invoice email, typical approval times.

Status stages: Sent → Received → Approved → Scheduled → Paid.

invoice24 is ideal for this because it keeps invoice records centralized and makes it easy to see what needs attention. The less time you spend hunting through email threads, the more time you can spend doing billable work.

What to Say When a Client Insists on Net 60

Sometimes the biggest challenge is not the term itself, but the conversation around it. You want to stay professional, keep the deal, and still protect your business. Here are a few scripts you can adapt:

If You Want a Deposit While Accepting Net 60

“We can accommodate Net 60 for ongoing invoices. To get started smoothly, we require a one-time kickoff fee/deposit due upfront. After that, invoices will be Net 60 as requested.”

If You Want Milestone Billing

“Net 60 works on our side if we structure billing around milestones. That keeps accounting aligned with deliverables and gives you clear checkpoints for approval.”

If You Need a Faster Term But Don’t Want to Lose the Deal

“Our standard terms are Net 30, but we can make Net 60 work if we can do [deposit/milestones/retainer]. That way delivery and billing stay predictable for both teams.”

If You’re Confirming Their AP Requirements

“To make sure invoices process without delays, can you confirm the required PO format and the correct invoice submission email/portal? I’ll match your AP requirements exactly.”

These messages are calm and operational. They signal flexibility while still setting boundaries.

How to Handle “End-of-Term” Timing Tricks

Some organizations push invoices into longer cycles through timing tactics: “Net 60 from end of month,” “payable on next run,” or “terms start after approval.” You don’t have to start a conflict, but you should recognize what’s happening and respond with clarity.

Practical responses include:

Specify invoice date and due date clearly and confirm receipt quickly.

Ask what triggers the payment clock (receipt vs approval) and document it.

Submit invoices immediately after delivery to avoid getting shoved into the next cycle.

Get written confirmation when an invoice is approved or scheduled.

If a client consistently stretches beyond Net 60, you can treat that as a risk factor and adjust: increase deposit, shorten scope, require retainer, or raise rates to compensate for the financing cost.

Price for the Reality of Net 60 (Without Overcomplicating It)

Long terms have a cost. Even if you don’t explicitly add a “Net 60 fee,” you can reflect the reality in your pricing. This is not about punishing clients; it’s about building a sustainable business model.

Ways to do this cleanly:

Raise project rates slightly for clients with long payment cycles.

Offer two options: Net 30 at standard rate, Net 60 at a slightly higher rate. Some clients will choose Net 30 when you present it as an option.

Use retainers so you’re not floating the entire cost of delivery.

Keep it simple and defensible. Your goal is sustainability, not confrontation.

What to Do When Net 60 Becomes Net 90 (or Worse)

Even well-structured invoicing can run into late payments. When an invoice passes the due date, shift from “friendly reminders” to “structured follow-up.” Still professional, but more direct.

Use a step-by-step approach:

Step 1: Confirm status with AP and your internal contact. Ask for a payment date.

Step 2: If they claim missing information, provide it within 24 hours if possible and request confirmation that it’s now cleared.

Step 3: If there’s no response, escalate politely to a manager or procurement contact. Large organizations respond to escalation when it’s framed as an accounting issue, not an argument.

Step 4: Consider pausing work on future deliverables if the contract allows, especially when balances accumulate. Communicate this clearly: “We can resume once the outstanding balance is brought current.”

Step 5: As a last resort, consider collections or small claims options depending on the amount and relationship. Often, simply demonstrating that you have a structured process and documentation is enough to trigger payment before it goes that far.

In invoice24, keeping an organized history of invoices, dates, and communications makes escalation easier because you can reference exact invoice numbers, dates sent, and due dates.

Create a Net 60 Workflow That Actually Feels Easy

Once you accept that some clients will always be Net 60, the best move is building a workflow that minimizes your time and maximizes predictability. Here’s a practical, repeatable process:

1) Before starting work: Get PO number (if required), confirm submission method, complete vendor onboarding, and agree on billing schedule.

2) Upon delivery or milestone completion: Invoice immediately using a consistent template in invoice24. Attach any supporting docs.

3) Within 7 days: Confirm receipt and that the invoice is in their system.

4) Mid-cycle: Quick check-in to catch issues early.

5) Pre-due: Reminder focusing on due date and whether they need anything else.

6) Past due: Structured escalation, always referencing invoice number and due date.

This process is not complicated, but it requires consistency. The businesses that suffer with Net 60 are often the ones that treat invoicing as an afterthought. The businesses that thrive treat it as part of delivery.

Common Mistakes That Make Net 60 Worse

If Net 60 is already long, avoid mistakes that extend it further. These are some of the most common:

Sending invoices without a PO number when one is required.

Not including a due date and relying only on “Net 60.”

Delaying invoicing until “later this week” or “end of month” when you could invoice immediately.

Using vague line items that don’t match the contract language.

Failing to confirm receipt and discovering weeks later that AP never got it.

Letting multiple invoices pile up unpaid before addressing the issue.

Not tracking approvals for clients who require acceptance before payment.

These mistakes are easy to fix with a consistent invoice template and a simple follow-up routine—exactly the kind of workflow invoice24 is designed to support.

How invoice24 Helps You Stay in Control With Net 60 Clients

When you’re dealing with long terms, your invoicing system needs to do more than generate a PDF. You need structure, consistency, and easy tracking. invoice24 is built for that reality.

With invoice24, you can:

Create professional invoices fast with consistent formatting that accounts payable teams can process easily.

Set clear due dates and payment terms so Net 60 is explicit and unambiguous.

Reuse invoice templates for retainers, milestones, progress billing, and recurring services.

Keep client details organized so billing addresses, contact info, and required references stay consistent.

Maintain a clean invoice history that helps you follow up confidently and resolve disputes quickly.

The result is simple: fewer delays, fewer emails, fewer awkward conversations, and more predictable cash flow—even when terms are long.

Final Checklist for Invoicing Net 60 Clients

When a client insists on Net 60, use this checklist to keep payments predictable:

Confirm what triggers the Net 60 clock (invoice date, receipt, or approval).

Get all required details (PO number, billing address, department codes).

Invoice immediately when the contract allows.

Include both terms and due date on every invoice.

Use clear line items that match the contract or SOW language.

Attach supporting docs (time logs, deliverables list, acceptance emails) when relevant.

Confirm receipt within 7 days so you’re not waiting on an invoice they never processed.

Follow up before the due date to catch issues while there’s still time.

Escalate professionally if past due and request a specific payment date.

Adjust guardrails if needed (deposit, milestones, retainer, pricing) to keep your business healthy.

Net 60 doesn’t have to mean chaos. With the right structure, clear invoices, and a consistent follow-up workflow—powered by invoice24—you can serve enterprise-style clients while keeping your cash flow stable and your operations stress-free.