Should you pay for a meeting that doesn't close?

The common disagreement

You pay a referral fee when someone books a meeting. The meeting happens. Nothing closes. Partner expects payment; you expected a "qualified" meeting to lead somewhere.

What actually works

Per-meeting fees: You typically pay just for the booking, not the close. This is the clearest model—lowest disputes. Qualified-lead fees: Payment only if they meet your criteria (e.g., actual budget, decision-maker present). Requires clear definition upfront. Success-based: Pay only on closed deals. Hardens to negotiate but removes friction.

How to avoid fights

Write it down at the start. If you're paying per meeting, be transparent: "We pay $X for any meeting that actually happens." If you only pay on close, say that. Partners respect clarity. If a meeting clearly wasn't qualified (they lied about budget or authority), document it and discuss calmly before refusing payment.