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James
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Regarding the carrot concept; I noticed last year on an invoice from Energy Australia that they added the late payment fee to the total by default, but it was phrased in such a way that it appeared like we would get an early/on-time payment discount.

Although deceptive, I was certainly intrigued by the psychology. I was much more committed to paying on time, even though I was paying what was due.

Obviously with fixed price agreements this extra fee will stick out more, but as an idea you could introduce an additional line next to the total:

Total if paid before X date: $100
Total if paid after X date: $120