How to talk to a C-level client?

[xchaotic]

Hi.

While I think I have a very good experience in my technical niche and so far I have 100% success rate of talking myself into a contract once I get to the interview stage, I am a little bit overwhelmed with what I got right now.
I have been invited to a C-level meeting with quite a few board members (£400m turnover company) and we are to talk about possible cooperation.
So I think it is great that I acted as a representative of my Ltd co, and I think the perception now is that myCo should provide consulting services to their co (spec writing, vendor management etc).
Can you point me to any resources that can teach me a little bit more on how to handle such negotiations?
In particular what I want to achieve is:
1. Flexible arrangement, as the client is overseas and I'd try limit my physical being there a little.
2. % of the future income - is this a sensible option, rather than a daily rate?
(I've driven a similar solution in my existing co to a completion and now they are seeing their sales figures soar and all I've been offered is a rate increase, to a level that's still lower than my 2008 gig) The project is at R&D stage so funding my beefy rate I suppose could be a problem now and I don't mind the risk and delay of defering my income to the future...
3. In general, how do I present myself to best sell the service:
a)an apt manager and delegator
b)a technical authority (my best hat to be honest)
c)both

I am quite aware that the advice I'd be getting here is free and anyone can write whatever they want, still, I really appreciate the input..

[Jeebo72]

Go in with a "can do everything" attitude. Don't present barriers, in terms of availability, skills etc etc. Worry about the detail later...

It's a hard concept to master, but this is how it has to be ...

If you are in the position to genuinely ask for % of future sales, rather than a day rate (there’s potentially an exponentially massive difference) then ask for equity in the company in lieu of payment.

[xchaotic]

Go in with a "can do everything" attitude. Don't present barriers, in terms of availability, skills etc etc. Worry about the detail later...

It's a hard concept to master, but this is how it has to be ...

If you are in the position to genuinely ask for % of future sales, rather than a day rate (there’s potentially an exponentially massive difference) then ask for equity in the company in lieu of payment.

The "can do everything" reminds me a bit too much of "plenty cheapness, much quickness", but I guess you're right, sell the deal first worry about the details later.

Now, for the % of the shares, I don't really agree with the concept - assuming that my solution works indeed, it's not going to affect the bottom line of the whole company in a significant way and even if it does, it will still be dragged down by other divisions that are not performing as well, are there any other arrangements that are popular out there?

[Moscow Mule]

, are there any other arrangements that are popular out there?

I assume that your services are going to help them sell more product? If that's the case, why not go for a basic + commission on sales that you are involved with (or everything if you think you can get away with it).

[Paddy]

[QUOTE=xchaotic;985737]Hi.


1. Flexible arrangement, as the client is overseas and I'd try limit my physical being there a little.
QUOTE]

There may be a key point here. If it is an overseas company don’t presume that doing business is the same as in the UK. Business conduct can be totally different and many people from the UK get caught out.

What is the County?

[cojak]

Seriously?

I would PM Threaded.

He does this kind of thing and I'm sure he'd give you valuable advice on how to go about this.

(We take the mick out of him, but he knows his stuff...)

[Clippy]

This sounds an important meeting so I would investigate hiring someone with commercial/sales experience to either attend the meeting with you or mentor you beforehand.

I believe there are websites where you can hire freelancers who specialise in various fields in sales who should be able to help.

P.S. If you do pursue this this route would suggest they sign a NDA and non-compete agreement beforehand.

Edit: As this is quite an interesting topic did a quick Google and came up with http://www.sales-agents.com/ or http://www.virtual-sales.com/

Please post back after your meeting - I'm sure many, myself included, would find your comments on how it went interesting.

Good luck.