Marcia - 7:46 am on Sep 21, 2002 (gmt 0)

You also have to consider whether it'll be on only the original fee or residuals on site maintenance and updates. It sounds like it'll be on the original contract only, so the income that comes from that client after the initial site is done is commission free. In the long run 10% of a 10K job will be a fraction of that considering long term revenue from the client. Plus, consider the possibilities of referrals through long term clients afterward.

His referral is actually worth much more if he can get his foot in the door where you can't. It's much more effective than sending out random mailings or other cold-call types of marketing. He's giving you credibility by the referral. Pay him nicely.