Really interesting stuff! I dunno if the (fully) loaded margins are really 15-40%... The client is essentially heaping all of the risk on you. A good sales g

Really interesting stuff! I dunno if the (fully) loaded margins are really 15-40%... The client is essentially heaping all of the risk on you. A good sales guy deserves a base salary, expenses paid for, and a "draw" (essentially, a non-refundable advance on future commissions). Your business was essentially a salesguy who was ONLY getting paid commission. It's no surprise that you were able to sell a service like this. If you keep on it, I'd make darn sure that any client you take shares some minimal risk (i.e. your costs are covered if they bail, you get profit if they stay). Seems like plenty of lead gen efforts (from yellow pages, to adwords, to salesguys) share the risk with both sides.