I'm rubbish at making sure there's something in it for me - who do I charge

[toysoldiers]

I'm a freelance consultant. Have worked on both sides of the fence (buyers and sellers) and mainly my job is introducing companies to me contacts and advising them on how to develop a business.

One of my contacts is a representative who is looking for new clients/projects to take on. He has asked if I have anything suitable. I don't, but have a number of companies I have been touting for work from, who would fit the bill perfectly.

I have emailed them asking for a meeting to discuss the opportunity.

Trouble is, how do I phrase it so that I actually earn some money out of it. In theory, I could just give them each others contact details, let them sort it out for themselves and there would be nothing in it for me at all.

So, do I ask for a finders fee from the representative? Or do I offer to act as intermediary for the company, working on the project and ask for commission from sales.

I HATE this. I doing what I do but am just very bad a getting paid for it :-(

should have been I love doing what I do.

Hello

I find the whole thing difficult too.

I'd say:

• The contact is probably the person most motivated to make money, so I'd try to get the money out of him...
• It is going to be a difficult sell (I am guessing) convincing your client to a) buy into a service they didn't know they needed - until you tell them how wondeful it is naturally - and b) to pay you money to introduce them.

My only other comment would be, is this a one off activity or something ongoing? As a stuctured scheme can take a lot of setting up.

I have dabbled in the referal fee area a little:

1. With a contact I passed to clients a couple of times and they used her. We did talk about a fee, but she was earning such small money from them (blogging) we couldn't work out what was equitable. As it happens I am now working on a project with her, which we hope will make us money.

2. I work as an Associate for a co where I give a % of the fee, but they do all the biz dev. It is a very long legal contract. However, despite it all being thought through, we then came up against what if I (or other Associates) bought business to the org what happens to the fees then. So far the refereals haven't resulted in work, however if they do the fees then might be split amongst us.

It is difficult. Hopefully somebody that does this successfully will be along.

Good luck!

Marking my spot.

I do sales for a company and signed a contract stating X% commission on each sale.

I contacted a large company who wasn't interested in the existing range of products. They then proceeded to agree for the manufacturer to design and make two new bespoke products for them. I was left out of the equation.

I was deliberately left out of any further communication, which is now being used against me as 'there is no need for project management'. My contract does not mention project management, it states I work on sales commission.

The company has now offered me a 'finders fee' which equates to approximately 2% of the total value of the order.

I'm pissed off.