I'm self-employed and develop custom databases. I had to turn down a prospect this week because they wanted the world for a dime, and were not willing to discuss the actual value of the project to their company. By contrast, I brandished the value argument before a recent prospect (if you pay me $27,000, you've already admitted this software may save you $100,000 per year) and they backed down from a small budget to green-flagging the project.Pricing is an art, as Jessica's article suggests. Sometimes it's the art of persuasion.I've never considered discussing usage rights for the software I create. That could become interesting. It's creative content, just as photography and other graphic arts are.
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