We All Answer to Someone

Everybody works for somebody! I don’t care who you are, we all answer to someone. When you think about starting your own business, the first thought is usually, I can’t wait to be my own boss. No more listening to the man! I’ll call the shots and make my own decisions.

But once you’re flying solo in your self-made business, reality hits. The people you’re trying to get money from are the ones who control you. Your clients dictate, at least in part, how and when you’ll be paid. Sure, you’ve got a contract, a payment plan, a schedule, and you’ve submitted billing on time — but somehow, you still end up chasing that money.

Now, nothing is perfect and nothing completely solves this problem, but after 37 years of negotiating, chasing, and (in some cases) threatening, I’ve found something that helps. I call it “Petting the Dog.” Remember — you heard it here first.

To stay ahead of a growing receivables list, you need to “Pet the Dog” first. That means visiting job sites, checking in on maintenance accounts, and reaching out to general contractors and architects. Let them know you’re thinking about them and that they’re at the top of your list when something needs attention. In other words… pet their egos.

For some reason, the clients you “pet” the most tend to pay the fastest. For example, I once had a maintenance client call to complain about the quality of the work, saying she hadn’t seen me or my supervisor in weeks. So, I called her back and asked when she’d like to meet. A few days later, we met, chatted about politics and the weather, and I left. We never walked the job or even talked about the landscape. A few days later, her full payment showed up in the mail. Bottom line: she needed face time. She needed to know she was still important.

The lesson here is simple: we all answer to someone. The sooner you accept that, and make a habit of “Petting the Dog,” the smoother your business will run.

~ David Horton, 2025 CLCA OC Chapter President