OP here, my whole question wouldn't fit in 2000 characters so here is the rest: 1. I could charge them more by the hour. My champion at the company thinks the

OP here, my whole question wouldn't fit in 2000 characters so here is the rest: 1. I could charge them more by the hour. My champion at the company thinks they would balk if I told them $250/hr. - even though I would be saving them that much in the first year. 2. Since I intend to have the product finished by the time I negotiate, I could give them a fixed price with very low risk to me – say $25K-35K. 3. I could demo a working version when I talk to them. Having something that demonstrably works from Day One should be worth a premium over “I think I can get this done in time.” right? The risk is that part of my Secret Sauce would be revealed by the demo. 4. What is a good way to point out how much I’d be saving them? I imagine I can use that to set/justify my price somehow but I’m a little fuzzy on the approach. 5. Licensing the software to them (including source) on a yearly basis – say $15k a year. I would have to trust them as this is embedded software and they would have the source. This is the Big Question. I've never done something like this before. I probably won’t be licensing this to anyone else. Can I charge more for an “exclusive” license? 6. The counter person at a junk yard once told me “How much have you got?” when I asked the price of a part that I needed for my car. Is there a less obvious way of asking this of a client? :-) Thanks in advance.