EXACTLY.

Because of this, we have chosen to structure our deals so that only ten per cent of the total is not paid at the time that we make it play. We use one of two approaches:
Charge in full for the components and an estimated parts cost, then order them; this method has us collecting for labor as we go, with a maximum of ten per cent of the total unpaid at the moment that we make things play. Up to that time, they have nothing that works.

Or, structure payment for all components, parts and labor without requiring payment in full for components and parts to start. Again, there is a progress payment such that only about ten per cent is unpaid when we light it up.

This way, if someone wants to play with the deal after it has happened,
a)we fire in advance any customer who wants to play with the whole ten per cent, or any more, because they know about this in advance, or
b)they can't slap us around for a whole lot of the job. For ten per cent, if we have to, we can still fire them and make sure they know that we will not be available to service them when (never say IF to such a person) it becomes necessary.