[TheSpiciestDev]

Note: my income has never been dependent on local/small clients (small being <10 employees) such work has always been "extra income" for me or to build relationships with others.

I've fixed bugs for free (if I failed to interpret requirements or made a mistake) but otherwise I would offer change orders for anything outside the agreed scope. Depending on the changes or how they fit into the existing work, these would possibly be discounted or free, especially if they are made early enough.

That said, I've been solid and explicit in the agreed scope. This goes for every project or org/client, don't get me wrong, but I've found this is much more important with smaller orgs/clients.

Otherwise there are a lot of great suggestions already made elsewhere in these threads. I haven't really ever had issues getting paid. I believe having a clear scope and asking clarifying questions also builds a better relationship (which I think contributes to better engagements, reduces other headaches, and leads to referrals!)