Outsourcing calculations, the reason why some companies fail !
Sales persons must have enough knowledge about costing the elements of their solution. Â Calculating the cost of machines, SW, furniture, etc.. is direct and straightforward. However Calculating the total cost of human resources is tricky. I will give some examples from the Middle East and GCC countries in particular.
 I experienced cases where the sales person says “ the salary of the network admin is 10,000 CU (currency unit, could be Dirham, Riyal, USD, etc..). I will sell his time as part of the contract for 13,000 CU which means 30% profit!
This is not true, and I will show you why!
 Following is a list of the cost elements applied to human resources in the Middle East (Gulf region). Some of these items do not apply on all companies, however it is good to keep them in mind:
Housing; calculated as an agreed upon lump sum or a percentage of annual salary like 3 months, etc.)
Transportation; either a lump sum or actual. In both cases it has to be calculated.
Schooling; some companies pays schooling allowance to their employees ( typically 1000-3000 USD per child).
Residence permit expenses
Share of employee in S&GA ( sales & General admin.)
 When adding all these elements, the total cost becomes 1.8- 2.0 times the base salary, so when calculating the selling price of internal company resources we should follow the following example:
 Base Salary                           10,000 CU
Total cost (1.8 to 2.0)Â 10,000 * 1,8= 18,000 CU (we took the low estimate)
Gross profit required is 30%
Selling price = (cost price/(1-GP)) = 18,000/(1-.3)= 18,000/.7= Â 25,714 CU
So when our sales person “sold” the network admin at 13,000 CU, he eventually lost 12,714 CU !
This is one reason why and how companies fail!Sales persons must have enough knowledge about costing the elements of their solution.  Calculating the cost of machines, SW, furniture, etc.. is direct and straightforward. However Calculating the total cost of human resources is tricky. I will give some examples from the Middle East and GCC countries in particular.
 I experienced cases where the sales person says “ the salary of the network admin is 10,000 CU (currency unit, could be Dirham, Riyal, USD, etc..). I will sell his time as part of the contract for 13,000 CU which means 30% profit!
This is not true and I will show you why.
 Following is a list of the cost elements applied to human resources in the Middle East (Gulf region). Some of these items do not apply on all companies, however it is good to keep them in mind:
Housing; calculated as an agreed upon lump sum or a percentage of annual salary like 3 months, etc.)
Transportation; either a lump sum or actual. In both cases it has to be calculated.
Schooling; some companies pays schooling allowance to their employees ( typically 1000-3000 USD per child).
Residence permit expenses
Share of employee in S&GA ( sales & General admin.)
 When adding all these elements, the total cost becomes 1.8- 2.0 times the base salary, so when calculating the selling price of internal company resources we should follow the following example:
 Base Salary                           10,000 CU
Total cost (1.8 to 2.0)Â 10,000 * 1,8= 18,000 CU (we took the low estimate)
Gross profit required is 30%
Selling price = (cost price/(1-GP)) = 18,000/(1-.3)= 18,000/.7= Â 25,714 CU
So when our sales person “sold” the network admin at 13,000 CU, he eventually lost 12,714 CU !
This is one reason why and how companies fail!