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Conference call: Mike Gialketsis President and one of the founding partners of San Diego-based Rincon Consultants, Inc. (Hot Firm #35 for 2016), a 115-person environmental planning and engineering firm.
By LIISA ANDREASSEN Correspondent M ike Gialketsis shares his insights on collect- ing fees, discusses the importance of a strong marketing team, and reminds firm founders not to get greedy when it comes to ownership transition. A CONVERSATION WITH MIKE GIALKETSIS. The Zweig letter: What’s your philosophy on fee/ billing and accounts receivable? How do you col- lect fees from a difficult client? Mike Gialketsis: We bill as aggressively as our
contracts will allow and, where possible, we nego- tiate contracts that include aggressive payment schedules. We are comfortable with time and ma- terials and fixed pricing billing structures that are designed to correlate to actual time spent during the billing cycle. We secure retainers or front-load- ed payments when feasible and especially from new private sector clients without an established pay- ment record. We maintain close communication with all clients regarding payment expectations and have offered fast pay discounts for larger clients to facilitate prompt priority payment. For difficult clients, we
Mike Gialket- sis, President and Founder, Rincon Con- sultants, Inc.
THE ZWEIG LETTER Febru
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