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How much would it cost them to hire a software contractor to reproduce what you've made? Get your boss to ask for fixed-price quotes from three different software contractors. 60-70% of the median value is probably a reasonable ask for you to make, and anything above 50% seems the right ball park for a deal.

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The value of a working system NOW that is in place, guaranteed working, and already trained .. is significantly higher that some quotes for an unknown result in the future.

The real value to the business of your system, if they thought about it fully, would probably be 150% of the quoted cost to replace it by an unknown quantity at some time in the future.

This is true, but it's also about giving the customer a strong sense that they have made a saving, making it easier to reach a deal.

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