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Eric -
there are 'hard' dollars, and there are 'soft' dollars.
A recovery firm makes their money on recovery - so the more they are able to recover, the higher the annual revenue.
I've had some success in the past on projects where we [me and the client] were speculating on revenue generation.
I gave them a fixed upfront price, but included a percentage of fees they made over a 12 month period utilizing my firm's software effort.
The last one I did - I charged enough upfront fees to keep me in beer and pay the mortgage, but the residuals paid for my office space and a few sports cars.
IF the client can be 'trained' to think about increased revenue, then I would suggest you include in your contract a concept of future revenue sharing.
But !! This usually entails a change of business process - and the 'discovery' period for business process automation can be quite bloody.
Hang in there - tread lightly and carry a few disparate contract types.
mondo regards [Bill]
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