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wiki/concepts/ESN-Margin.md

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+---
+title: "ESN Margin"
+type: concept
+tags: [business-model, france, esn]
+date: 2026-04-20
+---
+
+## Summary
+ESN 在 TJM brut（向客户收取）和支付给顾问费率之间的加价差额，是法国 ESN 商业模式的核心。
+
+## Definition
+```
+Client pays: 1,000 EUR/day (sell rate)
+              │
+        ESN Margin
+        25-40%
+              │
+ESN pays consultant: 600-750 EUR/day (buy rate / TJM brut)
+```
+
+## Margin Ranges by Tier
+| Tier | Margin | Freelancer Impact |
+|------|--------|-------------------|
+| Tier 1 | 35-50% | Low leverage, standardized |
+| Tier 2 | 25-40% | Medium leverage, negotiable |
+| Tier 3 | 15-25% | High leverage, volume play |
+
+## Key Insight
+"同一 Salesforce 架构师通过一个渠道报价 450/day，通过另一个渠道报价 850/day" — 差异来源就是 margin 结构和议价能力。
+
+## Connections
+- [[ESN Tier Classification]] ← tier_specific
+- [[French Consulting Market Navigator]] ← margin_analysis