1% of the management fee for the first year (monthly contract) or 3% pay raise. Which ever is higher.
You have added value to your position and presence within the organization. If you didn't already have your job, you would not offer to fly the new customer's aircraft for free, so why then would you work MORE for FREE?
Don't be bashful. Don't be demanding. Just assertive. Owners can smell fear and beat you down into a puddle with it. Your current pay check is based upon your normal and ordinary service to the company. If you have run the lead through and qualified the prospective owner to a successful and fruitful contract to them and your company, that has been beyond your normal and ordinary service and therefore commensurate with an equal monetary recognition of your contribution.
KEEP IN MIND. A "Bonus" is taxed at a much higher tax rate than your wages. Your company will write off 100% of whatever they give you while what you take home may be only 50% of the original amount.
If you can, get the pay hike! You will likely put more of the pay increase in your pocket than the bonus. Your tax accountant or turbotax can forecast 2009 for your liability under each scenario provided we have enough Republicans left that still have a set to fight Barry off for another year or two.
As your boss, I would not respect you if you didn't ask for some props for your hard work.
Good Luck!
Merry Christmas!
100-1/2