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I tend to base payment on the client.  As a small business it is important for me to at least get my foot in the door.  So alot of times, I would say..75% of the time I do advance work..simply because I know there are always going to be changes.  And when the client starts asking for those changes, then I think it is time that we discuss payment. 

In my market, especially being a chamber of commerce member in my community, I tend to "donate" alot of my time and materials for the overall advancement of my business.  If I think a client is going to stick around for the long haul, I tend not to worry about payment.  If I think that this is a one shot project, then I do ask for a downpayment of at least 25% of the total job. 

In this line of work, as I am sure you guys will atest too, there are alot of big dreamers that want champagne style of work on a kool aid budget. 

I always try to at least teleconference with a potential client, even if they are really far away.  I feel that always ads an extra touch, Customer service is what makes them come back...:friends: