Why technology firms end up waiting on their own revenue
An IT services company sells expertise by the hour, by the deliverable or by the month. A systems integrator bills time and materials against a statement of work. A managed services provider bills a recurring monthly fee for monitoring and help-desk coverage. A consultancy bills a fixed fee when the client signs off on a project milestone. In each case the firm's largest cost is people: salaried engineers, hourly contractors and subcontracted specialists who expect to be paid on schedule regardless of when the client pays.
The clients that make IT firms grow are usually the slowest to pay. One factor's published guide for the sector notes that consulting firms commonly factor because large clients pay on net 45 to 90 while consultants are paid every two weeks, and that enterprise clients often pay on net 60 or net 90. A factoring marketplace's sector guide describes enterprise procurement cycles running net 30, net 45 or net 60, with receivable aging of 30 to 60 days from invoice acceptance. Add the time it takes to get a new vendor set up in a large company's procurement system, and a firm that lands a Fortune 500 engagement can carry several payroll cycles for that team before the first payment arrives.
Federal work has its own clock. Under the Prompt Payment rules in 5 CFR part 1315, when a contract does not specify otherwise, payment is due 30 days after the agency receives a proper invoice, and an agency that receives a defective invoice must return it within 7 days identifying the defects. Interest penalties accrue on late payment, but a returned invoice resets the clock, which is why small errors in a federal invoice can cost weeks.
In IT factoring the debtor is the client that approved the work: an enterprise, a mid-market company, a hospital system, a university, a state or federal agency, or, for subcontractors, the prime contractor or larger integrator that holds the client relationship.
How an IT invoice moves through a factoring facility
The core steps match our overview of how factoring works. What is specific to technology work is the evidence that the invoice is earned.
- Work is performed and approved. For time-and-materials work, that means timesheets approved by the client or entered in the client's vendor management system. For fixed-fee projects, it means written acceptance of a milestone or deliverable.
- Invoice is issued and uploaded. Many enterprise clients require invoices to be submitted through a supplier portal with a purchase order number. A missing or mismatched PO is a frequent reason an otherwise valid invoice sits unpaid.
- Factor verifies. The factor confirms the invoice in the portal or directly with the client's accounts-payable team.
- Advance is funded. The factor pays the agreed percentage of the invoice.
- Client pays the factor. Payment instructions in the vendor record are changed to the factor's account under a notice of assignment.
- Reserve is released less the fee once payment clears.
Step 5 is where IT firms most often hit friction. Large companies guard their vendor master data closely, and changing remittance details can require a formal request, a bank letter and a call-back. Build that time into your plan for the first funded invoice.
Typical pricing by invoice type
The kind of invoice matters as much as the client. Approved time-and-materials billing is the easiest to fund; milestone billing depends on whether acceptance is clear. That factor publishes the following ranges, and a factoring marketplace's sector-wide band is shown for comparison. Both are commercial sources, so treat these as reference points.
| Invoice type | Advance rate | Fee per 30 days | Source |
|---|---|---|---|
| Large enterprise client, approved T&M | 85–90% | 1.0–2.0% | Factor's published rate page |
| Government or public-sector client | 85–90% | 1.0–2.5% | Factor's published rate page |
| Mid-size commercial client | 80–85% | 1.5–2.5% | Factor's published rate page |
| Accepted milestone or fixed-fee invoice | 75–85% | 2.0–3.0% | Factor's published rate page |
| IT services, MSP and consulting, overall band | 80–90% | 1.0–2.5% | Factoring marketplace guide |
Because fees accrue per 30-day period, payment terms drive total cost more than the headline rate. The factor's example: a $95,000 monthly time-and-materials invoice to an enterprise client, paid in 60 days, at an 88 percent advance ($83,600) and 1.25 percent per 30 days charged twice ($2,375), leaving $9,025 released after payment. Its milestone example, a $60,000 accepted milestone paid in 45 days, carries an 80 percent advance and 2 percent per 30 days charged twice, for a $2,400 fee. Same firm, same month, very different economics.
Run your own client mix through the factoring calculator, and ask each factor to price T&M, milestone and recurring managed-services invoices separately rather than accepting one blended rate. Also read our list of hidden factoring fees before comparing quotes.
What factors check before approving an IT firm
Client credit and concentration. Technology firms often have a handful of large accounts. The marketplace guide cites concentration limits of 25 to 40 percent per single enterprise client, so a firm with one client providing most of its revenue should expect a cap or a lower advance on that account.
Whether the invoice is fully earned. The marketplace guide lists invoices for undelivered or unearned work, such as prepaid retainers and deferred subscription periods, as a common disqualifier. An MSP that bills a quarter of service in advance cannot factor the unearned months. Switching to monthly billing in arrears, or splitting advance billing out of the facility, usually solves this.
Acceptance disputes. Unresolved milestone acceptance disputes make an invoice ineligible. Contracts that define acceptance criteria and deemed-acceptance periods are far easier to finance than those that leave sign-off open-ended.
Hardware pass-through. Resold hardware and software licenses carry their own risks: returns, vendor financing liens and title questions. The marketplace guide flags a heavy hardware-resale mix without a clean title chain. Some factors will fund services invoices but exclude product resale or fund it at a lower advance.
Assignment restrictions. Many enterprise master services agreements restrict assignment of the contract. Under UCC section 9-406, a term between the account debtor and the seller that prohibits or restricts assignment of an account is generally ineffective, subject to exceptions listed in the statute; the same section provides that once the client receives a proper notice of assignment, it can discharge the debt only by paying the factor. Factors rely on those rules, but they will still read your MSA, and some will ask the client to acknowledge the notice.
Federal contracts. Federal receivables require compliance with the Assignment of Claims Act. Under FAR subpart 32.8, the contract must call for payments of $1,000 or more, the assignment must be to a bank, trust company or other financing institution, the contract must not prohibit assignment, and the assignee must send written notice with a copy of the assignment to the contracting officer, any surety and the disbursing officer. Expect the setup to take longer than a commercial facility. Our page on government contractor factoring covers this in more depth.
Pitfalls in technology contracts
- Net terms that are longer than the contract says. Some enterprises pay on a fixed cycle, for example only on certain days of the month, which can push an invoice past the next 30-day fee boundary. Track actual days to pay by client.
- Most-favored-customer and rebate clauses. Volume rebates or service-level credits issued later can reduce what the client pays on invoices already factored. Disclose them to the factor upfront.
- Subcontracting under a prime integrator. A sub billing a prime inherits the prime's payment behavior. If the subcontract includes pay-when-paid language, the factor may treat the prime's own client as the real credit risk and price accordingly.
- Long-term minimums. Many factoring agreements have annual terms, monthly minimums and termination fees. A firm whose large engagement ends early can be left paying for unused capacity. See our guide to reading a factoring contract.
- Recourse exposure. Most IT facilities are recourse, meaning you buy back invoices the client does not pay within a set window. Non-recourse typically covers client insolvency only. The distinction is explained in recourse vs. non-recourse factoring.
When IT firms should use something else
Factoring is most useful to a firm whose revenue is growing faster than its working capital, particularly one adding consultants for new enterprise or public-sector engagements. It is less useful in several situations.
If your clients pay by card or ACH on receipt, there is little gap to finance. If your business is primarily software subscriptions billed in advance, the receivable is unearned and generally cannot be factored; recurring-revenue lenders that underwrite subscription metrics are a different category of financing.
If you have two or more years of profitable statements and steady receivables, a bank line of credit secured by receivables will usually cost less. SBA's 7(a) program lists working capital as a permitted use, and its Working Capital Pilot offers monitored lines of credit up to $5 million aimed at businesses, including professional services firms, that can produce timely financial statements and receivable agings. Our comparison of factoring and lines of credit explains the trade-offs.
And if the underlying problem is a single client that habitually pays late, it can be cheaper to negotiate early-payment terms or a deposit structure with that client than to finance its delays indefinitely. Technology firms that place contractors on client sites under a staffing model may also find better-fitting terms on our staffing factoring page.
Frequently asked questions
Can a managed services provider factor its monthly recurring invoices?
Yes, as long as each invoice covers service already delivered. Monthly billing in arrears for monitoring, help-desk and maintenance factors well because amounts are predictable and clients rarely dispute them. Invoices billed in advance for future months, annual prepaid contracts and pass-through license renewals are usually excluded or funded at a lower rate.
Will factoring affect my ability to win enterprise contracts?
Rarely. Enterprise accounts-payable teams process remittance changes for factored suppliers routinely. The practical cost is administrative: updating vendor records, sending notices of assignment and responding to verification calls. Some firms tell procurement contacts in advance so the remittance change does not raise a fraud alert inside the client's payment controls.
Do federal IT contracts qualify for factoring?
Many do, provided the contract does not prohibit assignment and the factor completes the Assignment of Claims Act notice process. Federal agencies are strong credits, so pricing can be favorable, but setup takes longer than for commercial accounts. Subcontractors under a federal prime are underwritten on the prime's payment record, not the government's.
How do factors handle milestone invoices that the client has not signed off on?
They generally will not fund them until acceptance is documented. An invoice for a milestone the client is still testing is treated as unearned. Writing clear acceptance criteria and a deemed-acceptance period into your statements of work makes these invoices fundable sooner and reduces the chance of a later dispute.