34 lines
968 B
Markdown
34 lines
968 B
Markdown
---
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title: "ESN Margin"
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type: concept
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tags: [business-model, france, esn]
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date: 2026-04-20
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---
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## Summary
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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。
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## Definition
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```
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Client pays: 1,000 EUR/day (sell rate)
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│
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ESN Margin
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25-40%
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│
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ESN pays consultant: 600-750 EUR/day (buy rate / TJM brut)
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```
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## Margin Ranges by Tier
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| Tier | Margin | Freelancer Impact |
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|------|--------|-------------------|
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| Tier 1 | 35-50% | Low leverage, standardized |
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| Tier 2 | 25-40% | Medium leverage, negotiable |
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| Tier 3 | 15-25% | High leverage, volume play |
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## Key Insight
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"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。
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## Connections
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- [[ESN Tier Classification]] ← tier_specific
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- [[French Consulting Market Navigator]] ← margin_analysis
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