nexus/wiki/concepts/ESN-Margin.md

title, type, tags, date

title	type	tags	date
ESN Margin	concept	business-model france esn	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