|
|
| Owner |
Head of Development (HOD), commercial approval Andrew |
| Status |
Active v1 |
| Last Updated |
July 2026 |
| Part of |
AIS Master Service Documentation |
| Companion documents |
AIS_Referral_Partner_Register.md (F4, the single place a referral share is stated as a number), AIS_Rate_Card_v1.md (the rate basis a share is calculated against), Embedded_AI_Engineer_Service_Agreement_v3.md, 04_Placement/AIS_Placement_SOP_v2.md (Stage 1 referral flag, Stage 9 activation, Replacement Re-Entry) |
Referral partners are people or organisations who introduce REMAP to a client that goes on to take an AI Specialist. In return, the referrer receives an agreed monthly share of that client's fee for as long as the arrangement provides. This document is the rule set for how that works: eligibility, how a share is negotiated and where it lives, payment timing, non-circumvention, and how a placement's referral status is recorded and tracked. It does not state any percentage or amount.
The governing principle: no number lives here. Every referral arrangement is negotiated individually with the specific partner at the time they commit a specific client, and is written once into the AIS_Referral_Partner_Register.md, which also holds the standard starting share the HOD and Andrew negotiate from. This document is never edited to reflect a rate, and no other document in the library states one either. Every row in the register can differ from the standard starting share and from every other row.
A referral partner is anyone, individual or organisation, who is not a REMAP employee acting in the ordinary course of their job, and who introduces a prospective client to REMAP with the specific intent that the introduction leads to an AIS placement. This includes, without limitation, industry contacts, past or current clients, consultants, and other service providers.
Not a referral: a lead REMAP generates itself through the Phase 3 channels (personal branding, word of mouth, marketing and sales) is not a referral simply because someone mentioned REMAP in conversation. A referral requires a deliberate introduction that REMAP can trace to the partner, made before REMAP had independent contact with that client.
- The introduction must be the effective cause of REMAP's engagement with the client: the client had no pre-existing relationship or open conversation with REMAP at the time of introduction.
- The referrer is identified and the introduction is disclosed to REMAP before the client signs a Service Order Form. A referral claimed after signing is not honoured, to avoid retroactive disputes.
- The referrer is not a REMAP employee, the Assigned Engineer on the resulting placement, or a person acting in a capacity where introducing clients is already part of their paid REMAP role.
- The client goes on to execute a Service Order Form. No agreement, no referral share; an unconverted introduction earns nothing.
A borderline case (shared credit between two referrers, an introduction through an intermediary, timing disputes) is decided by the HOD, with Andrew's sign-off where the commercial terms are in question.
- When a referral partner brings a client that is ready to commit, the HOD and Andrew negotiate that specific commitment's share directly with the partner: share type (a percentage of the client's monthly fee, or a fixed monthly amount), the value, what it is calculated against, and how long it runs.
- The negotiated terms are written into a new row in
AIS_Referral_Partner_Register.md before the client's Service Order Form is executed.
- A Referral Partner Agreement is executed with the referrer for this specific commitment, referencing the register row rather than restating the figure inline, so the figure is never duplicated in two places that could drift apart.
- A share negotiated for one referrer-client pair is never precedent for another. The same partner bringing a second client negotiates that commitment separately, and may receive a different share, type, or duration.
- The referral share is calculated against the client's invoiced monthly fee for the period the share is active, per the basis recorded in the referrer-client's register row.
- Payment to the referrer is made monthly, after REMAP has received the client's payment for that period. REMAP does not advance a referral share against an unpaid client invoice.
- Where a client payment is late or partial, the referral payment for that period is delayed or reduced in proportion, consistent with what REMAP actually received.
- Where a share is a fixed monthly amount rather than a percentage, it is still payable only for a period in which the client engagement was active and REMAP was paid.
- The Client, once introduced by a referral partner, may not be re-routed around the referral relationship: REMAP will not knowingly accept a materially identical engagement with the same client through a different or no channel to avoid an active referral share.
- If the client's engagement lapses and later resumes with REMAP within 12 months, the original referral share is presumed to continue at the terms on file in the register for that referrer-client pair, unless the HOD determines the resumption is genuinely unrelated to the original introduction.
- A referral partner may not represent to a client that they are acting on REMAP's behalf, negotiate REMAP's commercial terms, or make commitments about scope, pricing, or delivery. The referrer's role is the introduction; REMAP owns the client relationship and the engagement terms from Phase 3 onward.
Per Placement SOP v2:
- Stage 1 (Client Intake and File Open): if the client was referral-sourced, the referrer and the fact of the referral are recorded in the client file and the Jira placement record immediately, before matching begins. The specific share figure is not written into Jira or the client file; both cite the register row.
- Stage 9 (Contract Completion): once the Service Order Form is executed, the referral cut is activated and recorded against the placement in Jira and the client file, referencing the
AIS_Referral_Partner_Register.md row that governs it.
- The register is the only place the actual figure is written; every operational record downstream of it points back rather than repeating the number.
¶ Replacement, Expansion, and Ending
- Engineer replacement (Phase 5): a referral share was earned for the introduction of the client, not for a specific engineer. A replacement does not automatically end a referral share, but it is not automatically guaranteed to continue unchanged either: the HOD decides case by case at the point of replacement, per the Escalation and Replacement SOP, and any decision is recorded as a new line in the register's change log against the original row.
- Client adds a second engineer: whether the existing referral share extends to the additional engagement, or a fresh negotiation applies, is likewise an HOD decision made case by case at that point, recorded in the register.
- Referral share ends: when a placement ends, or a capped duration expires, the register row's Status is set to Ended with the date. The referral relationship itself may continue for future introductions; ending a share does not end the referrer's standing as a partner.
- Referral partner status can be revoked by the HOD at any time for conduct inconsistent with this document, including misrepresenting REMAP to a client or breaching the non-circumvention terms, without affecting shares already earned and unpaid for placements already committed.
- HOD: owns the eligibility decision, negotiates share terms with the partner, maintains the Referral Partner Register, and decides replacement or expansion continuity.
- Andrew: commercial sign-off on every negotiated share and on any dispute over eligibility or continuity.
- CS Pre-sales / Post-sales: flags a referral-sourced lead at intake and confirms the referral fact is carried through Jira and the client file.
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