---
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