Don't Punish the 99%: How to Build Client-Friendly Contracts with Hidden Teeth
Intel Brief
Design simple, frictionless contracts for good clients while maintaining strong protections against bad actors.
Zach Brown
Founder, Sales Pipeline Pros
Operator Note
Just finished the 2025 refresh of the Sales Pipeline Pros recruiting agreement.
18 pages of pure “please don’t try to screw me” wrapped in a pretty little bow 😂
Here’s the thing a mentor taught me a while back I'll never forget:
Don't punish the 99% who pay on time and play nice just because the 1%,who were going to break the rules anyway, give you a hard time.
Don't add so much red tape that makes your good clients hate your guts.
Instead, build a contract that’s super simple and frictionless for the people who are going to do right by you,and an absolute nightmare for the ones who weren’t.
Build your offer and your rules for the majority.
Then quietly build a thermonuclear weapon thats ready for launch should a pooper show his face (every party has 'em).
Welcome to The Casino.
Written by Zach Brown
1,100+ hires placed. 300 founders. Five years of reading people for a living. Need a sales hire?
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