On Thu, Jul 14, 2011 at 12:54 PM, Simon MacDonald <simonmacdonald at uk2.net> wrote: >>>Unless you are positive you will be able to reuse the code elsewhere, >>>you need to price to recoup costs/make profit the first time around. >>>Subsequent uses can be priced just the same, since client B still needs >>>to value your time and experience. >> > > I pretty much agree with Patrick - though I would charge slightly less for > subsequent usage. Why? Does Ford sell the second car it produces at slightly less? Does Pfizer sell the second bottle of pills at slightly less? This is a common mistake for services guys who aren't used to fixed costs. When you sell the second time, that isn't a service. It's a product (or "solution", if you prefer). You are not selling your time. You are selling something that solves their problem and your cost to implement that solution provides only a floor to your price range. Now you absolutely do not want to bid the second project on an hourly basis. That will either leave a ton of money on the table, or leave you in ethical soup. Fixed price. And say it as if you're doing them a favor in structuring it that way to give them some budgetary certainty. -- Matt Warden http://mattwarden.com This email proudly and graciously contributes to entropy.