>That is one heck of an epiphany - to reduce by 42% If it were me, I would feel compelled to give something back.
>
>There are those that say I have an interesting moral compass
>
>I would not give the client back 100% of the savings - but I might give him anywhere from 25-50% of it. I do this because it is good business. The client will know that almost half as much time was spent. He might not say anything to you - but the questions will lurk. Eventually, it comes out.
>
>And, if I treat a client like this, it is more likely that a good longer-term relationship can be fostered...
>

The "epiphany" could take the form of an actual epiphany. Inspiration could also take the form of a new product that didn't exist when the contract was signed (e.g. DataClas) that could significantly decrease development time. It could also take the form of asking for suggestions via an on-line forum. One of the "experts" could describe a concept or provide code samples that might make things a lot easier.

*snip*

>IMO, you are selling services. The fruits of that services are the by-product of your work and the client's efforts - period. Whether you can bill based on future value that is derived is another story. But in no way does that mean you are actually delivering the "fruits".
>

I disagree with here. If you are acting as a consultant without a clear cut project, then I would say you are selling your services. However, if there is a specific deliverable then I would say you are selling that deliverable. The fee for the contract should be based on the value of that and not necessarily the your hourly rate. Just my $0.02.

>It does not come down to what you are selling, it comes down to how good of a salesperson you are...< g >

Agreed.