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> 22. If you're at a company with deep pockets and you want to really have influence, offer the potential of a very large license fee for key software middlewar
by scardine 9y ago
> 22. If you're at a company with deep pockets and you want to really have influence, offer the potential of a very large license fee for key software middleware. It works.
What is number #22 (sorry, English is not my native language)? Is he talking about clients that offered him a large licensing fee and gained huge influence over him for doing so?
- gbacon 9y agoThe opposite. To a company with lots of money to spend (deep pockets) the author offered the client a large license fee for middleware that was important (to the client). This is a bit of a mind game. Confirmation bias[0] and the sunk-cost fallacy[1] being what they are, after a client makes what she sees as a large investment in you and your product, she has tied her success to your success. [0]: https://en.wikipedia.org/wiki/Confirmation_bias https://en.wikipedia.org/wiki/Confirmation_bias [1]: https://en.wikipedia.org/wiki/Sunk_cost#Loss_aversion_and_the_sunk_cost_fallacy https://en.wikipedia.org/wiki/Sunk_cost#Loss_aversion_and_th...