Businesses are not adverse to paying money for things. They’re set up to do this. They often prefer concrete, bounded, forecastable prices to unknown, unbounded risks like e.g. “We will need to hire someone to support that thing.”
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Incidentally, and this goes out to many creative friends: you need to have restrained professional confidence and boundaries. I have watched people get mad and burn bridges over “Can you come give a talk at my company?” because they were offended about being asked for free work.
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A better response to that is: “I would be happy to give you a proposal for a training engagement. What did you have in mind?”
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In the worst case scenario, you’re about two more questions from a hard No. Talk to a good lawyer sometime informally if you want to see someone very good at this in action. They are generally good about informally giving pointers but if you ask for a contract review Shields Up.
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End of conversation
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