Price is always relevant. I heard Nolan Bushnell talk at a VC lunch 20 years ago and he said (approximately) that all marketing research is bullshit until you say "What's your VISA card number?" This was the mid-90s and he was espousing lean startup philosophy then. But I digress.
The idea ("international tax structures in a box") can only be intelligently pitched as a money question.
E.g., "Your income tax liability this year is $2,000,000. You can postpone payment and use that money as working capital for one year, and you pay zero interest on that working capital "loan" from the IRS. At your gross profit margin of 40%, at the end of the year you will have $800,000 in profit that you would not have otherwise achieved. What's that worth to you, Dear CFO?"
Take what the CFO would pay for that result. This is the value you have delivered to the customer. Now you assign a price to that. Tell the CFO you will deliver a black box of magic that delivers $800,000 of pre-tax profit in exchange for $X.
This is how a CFO should look at these complex structures. And this, by the way, is how you do value pricing.
The idea ("international tax structures in a box") can only be intelligently pitched as a money question.
E.g., "Your income tax liability this year is $2,000,000. You can postpone payment and use that money as working capital for one year, and you pay zero interest on that working capital "loan" from the IRS. At your gross profit margin of 40%, at the end of the year you will have $800,000 in profit that you would not have otherwise achieved. What's that worth to you, Dear CFO?"
Take what the CFO would pay for that result. This is the value you have delivered to the customer. Now you assign a price to that. Tell the CFO you will deliver a black box of magic that delivers $800,000 of pre-tax profit in exchange for $X.
This is how a CFO should look at these complex structures. And this, by the way, is how you do value pricing.
I look forward to your email.