Partner Connect earnings · Retainer scenarios, GST mechanics and the Partner Share math.
This page is the earnings manual. Eight worked scenarios spanning single-doctor clinics up to pharma brand launches, the exact GST and TDS treatment on every payment, the payment cycle on the 7th of every month, the invoice format ICG accepts, and the tax planning patterns most active Partners use to protect their take-home. Read it before applying, and read it again after your first Finder's Fee lands so you know what to do with the money.
Two lines of arithmetic that govern every rupee you earn
Partner Connect earnings are simple by design. There is no accelerator tier, no volume kicker and no seasonal multiplier. Every closed introduction pays on the same two-line formula, and every rupee that lands in your account can be traced back to a specific invoice ICG raised on a specific client. If you can read the formula below, you can predict your own earnings inside 5%.
Finder's Fee = 15% × Month 1 retainer invoice value
Partner Share = 5% × every subsequent retainer invoice cleared, for the full life of the ICG engagement
Both lines calculate on invoice value before GST. Both exclude one-time setup fees, media budget passthroughs (Google Ads spend, Meta Ads spend, YouTube ad spend passed through at cost) and third-party platform fees. Only the ICG retainer itself counts — which is the number every Partner should ask about first when a prospect starts pricing conversations.
Why 15% + 5% and not some other split
The 15/5 structure is deliberately weighted to favour retention over acquisition. A pure front-loaded structure (say 30% Month 1 flat) would pay Partners the same for a client that churns in Month 2 as for one that stays 5 years. A pure tail structure (say 0% Month 1, 10% recurring) would leave Partners waiting 8-10 months to see cash on their first close — which most operators cannot afford. 15% + 5% gives Partners meaningful Month 1 cash to justify the introduction effort, and enough tail to compound genuinely across a healthy retainer life. It also aligns Partner interest with ICG's own commercial interest: both sides make the most money when the client stays.
What you actually earn on eight representative healthcare introductions
These eight scenarios use illustrative retainer sizes to show the arithmetic; actual ICG retainers start from ₹20,000/month and are custom-scoped. Every scenario shows year-1 earnings on a 24-month engagement projection and the compound total across a 60-month projection. All amounts are gross before TDS.
Scenario 1 · Single-doctor clinic, SEO Foundation retainer
A solo dermatologist in Indore, running one clinic, sees ICG through a Centre Manager Partner. Signs an illustrative ₹30,000/month SEO Foundation-scope retainer for local SEO, GMB optimisation and 4 monthly blogs. Retainer projected to run 24-36 months as clinic scales.
Scenario 2 · Multi-doctor dental clinic, SEO Growth retainer
A 4-chair dental clinic in Pune wants to scale from 60 to 150 new patients/month. Signs an illustrative ₹75,000/month SEO Growth-scope retainer covering city-specific SEO, review generation, patient nurture flows and monthly reporting. Typical clinic tenure: 30-40 months.
Scenario 3 · IVF centre, SEO Scale + PatientPulse combo
A Tier-1 city IVF centre with 3 branches wants centralised marketing and a patient nurture engine. Signs an illustrative ₹1,50,000/month combined SEO Scale + PatientPulse retainer. IVF centres typically stay 3-5 years once results land.
Scenario 4 · Mid-size 50-bed hospital, SEO + Google Ads
A 50-bed multi-specialty hospital in Gurugram needs OP volume across cardiology, ortho and gastro. Signs SEO Scale + Google Ads retainer combined = ₹2,00,000/month ICG scope (media spend of ₹5-8 lakh/month is a separate passthrough not counted in retainer). Hospital retainers typically run 24-48 months.
Scenario 5 · Aesthetic clinic chain, DoctorBrand + Ads + SEO
A 6-location aesthetic chain wants doctor personal branding across the founder-surgeon + 3 senior consultants, plus Ads and SEO across all locations. Signs DoctorBrand + SEO Scale + Google Ads for an illustrative combined ₹3,25,000/month. Chain tenure trend: 36-60 months.
Scenario 6 · Multi-city clinic chain, full-stack retainer
A 12-location dermatology chain expanding into 4 new cities needs city-launch marketing, patient nurture, reputation management and YouTube. Signs an illustrative ₹4,00,000/month full-stack retainer (SEO Scale + PatientPulse + ReputationShield + YODA). Typical chain tenure: 4-6 years.
Scenario 7 · Diagnostic lab, city-launch retainer
A diagnostic lab chain launching in Bangalore signs a 12-month city-launch retainer at ₹1,80,000/month covering SEO, Ads, physician-network outreach and B2C GMB. Diagnostic labs typically extend to full-stack retention post-launch (24-36 months).
Scenario 8 · Pharma OTC brand launch, 12-month campaign
A pharma OTC brand launching a nutraceutical range across 8 metros signs an illustrative ₹6,00,000/month launch retainer covering digital, doctor engagement, content, PR digital and reporting. Pharma launch retainers typically run 12-18 months, then transition to a lower-value maintenance retainer.
Model your own scenarios in the Partner Connect earnings calculator
The eight scenarios above cover most healthcare retainer shapes we see. If your prospect looks different — say a ₹1,20,000/month single hospital SEO retainer with a 3-year projection, or a ₹5,00,000 pharma launch that steps down to ₹2,00,000 maintenance after Month 12 — model it directly in the calculator. The calculator sits at /calculators/partner-connect-earnings and lets you input monthly retainer, projected engagement months and any retainer step-ups or step-downs. It shows Finder's Fee, cumulative Partner Share by month, and total earnings across the engagement.
Calculator inputs are session-only — nothing is stored, nothing is shared. Use it in a prospect meeting to model live.
The exact rhythm every rupee lands on
Every Partner Connect disbursement follows the same monthly rhythm. This section walks through the mechanics — the cycle, the payment channels, the reference format on your bank statement, the invoice format ICG accepts, and the escalation path if anything is late.
The monthly cycle
1st-5th of every month — ICG month-end close on all client retainers. Invoices raised, receipts collected.
5th-6th — Partner disbursement batch prepared. Every Partner's monthly statement built.
7th — All Partner disbursements released. Finder's Fees, Partner Shares, adjustments — batched into one payment per Partner. Monthly Statement PDF sent by email and WhatsApp.
7th-9th — Bank transfers clear; UPI settles instantly.
Payment channels supported
- NEFT / IMPS / RTGS — default for all Partners. Bank details captured at Welcome Kit stage.
- UPI — supported for disbursements below ₹1,00,000 per transaction (bank limits apply). VPA captured at signup.
- International Partners — Wise or SWIFT for Partners registered outside India. FEMA-compliant, subject to A2 form on ICG side.
Payment reference format
Every disbursement carries a payment reference of the format ICG-PC-[Partner ID]-[Client code]-[Month]. Example: ICG-PC-P047-DENT12-2026-03 means Partner ID P047, Client code DENT12, March 2026 Partner Share. This makes bank reconciliation trivial and gives you an audit trail for every rupee.
Invoice format (for GST-registered Partners)
If you are GST-registered, ICG requires a standard tax invoice for every disbursement. The invoice must include:
- Your legal name / firm name and GSTIN
- ICG legal name: Ichelon Consulting Group Private Limited, address at the Delhi office, GSTIN available on request from your Partner statement
- Invoice number (your sequence), invoice date
- Description: "Introduction services under Partner Connect MoU dated [date]"
- Amount (Finder's Fee or Partner Share month)
- GST at 18% (IGST for out-of-Delhi Partners, CGST + SGST at 9% + 9% for Delhi Partners)
- Bank details for payment
A ready-to-use invoice template is included in the Welcome Kit. Most GST-registered Partners raise one consolidated invoice per month covering all Finder's Fee and Partner Share entitlements for that cycle.
TDS mechanics
TDS at 10% under section 194J is deducted at source on every disbursement, regardless of GST-registered or not. Section 194J covers fees for professional and technical services, which is how Partner Connect earnings are classified for tax purposes. ICG issues a Form 16A quarterly, so your TDS record is available for your income tax return. If your total income is below the taxable threshold in a given financial year, you can claim the TDS back as a refund.
Escalation if anything is late
The escalation path is deliberately short. If your disbursement has not landed by the 10th of the month:
- WhatsApp ICG directly at +91 81302 26224 with your Partner ID and the missing disbursement reference. Reply typically within 4 hours during business hours.
- If not resolved within 24 hours of your first message, email partners@ichelonconsulting.com — the mailbox is monitored by Rohit and the finance operations lead.
- Late disbursements beyond 15 days trigger a 1% per month interest credit under clause 6.3 of the MoU. In the current programme, no disbursement has hit that trigger.
Five patterns active Partners use to protect their take-home
Partner Connect earnings are professional income for tax purposes and can be structured. None of the patterns below are tax avoidance — they are the same tools every consultant, freelancer and small business owner in India uses. Speak to your CA before implementing; the right structure depends on your other income sources, whether you have a business set up already, and your longer-term earning trajectory.
1. Route through a proprietorship or LLP
Most active Partners route Partner Connect earnings through their existing consulting proprietorship or LLP. This lets you claim business expenses — travel to meet prospects, phone and internet bills, laptop depreciation, professional subscriptions — against Partner earnings. The typical expense set is 8-15% of gross Partner earnings, which meaningfully reduces the taxable base.
2. Voluntary GST registration if crossing ₹20L
The GST registration threshold for services is ₹20 lakh in a financial year (₹10 lakh in special-category states). If your Partner Share tail is heading past that, register voluntarily even before you cross the threshold. You start charging 18% GST on your invoices (which ICG pays) and you can claim input credit on your business GST expenses. Break-even is usually within 3-6 months of registration.
3. Front-load into 80C and NPS on Finder's Fee cash
Finder's Fees arrive as lump sums (₹15,000-₹90,000 typically per close, sometimes larger). Front-loading part of that into 80C instruments (ELSS, PPF, tax-saver FD) or NPS gives you an immediate tax shield of up to ₹2 lakh — often larger than the TDS you have paid, leaving you with a refund.
4. Health cover under 80D — buy on the Finder's Fee
A typical family floater health cover of ₹10-25 lakh sum insured costs ₹15,000-40,000 per year for a 35-45 year old — comfortably paid from a single Finder's Fee, with the premium deductible under 80D up to ₹25,000 for you + ₹50,000 for senior-citizen parents.
5. Book Partner Share for retirement, spend Finder's Fee on the year
A useful behavioural pattern many Partners follow: treat the recurring Partner Share as retirement / SIP / long-term savings input, and treat the one-time Finder's Fee as this-year discretionary. It keeps the compounding tail invisible in your daily cashflow and lets it accumulate into a genuine second income by year 3-5.
ICG does not offer tax advice. Every structure above is generic. Your specific optimal structure depends on your other income sources, your CA's read of your file, and the state you are registered in. Consult a Chartered Accountant before implementing.
Not all introductions earn the same — a practical prioritisation rubric
Partner Connect economics are back-loaded and retention-weighted, which changes what "a good introduction" means compared with a typical affiliate scheme. In an affiliate scheme, high-volume small-ticket wins because each one pays a flat fee. In Partner Connect, a single well-chosen mid-to-large retainer beats twenty small ones because the Partner Share tail compounds. Below is the rubric active Partners in the current cohort use to decide which of the several introductions they could make first.
Rank on four variables, in this order of importance
A single hospital or chain retainer at ₹2,00,000+/month earns you more in 6 months than 4 single-clinic ₹40,000/month introductions earn in a year. Prioritise bigger buyers when you have both options in your network.
Groups with in-house marketing team + ICG on top retain the longest (36-60+ months). Single-owner clinics with founder-led marketing retain shorter (12-24 months). Ask yourself: is this a business that will still exist and still need marketing in 3 years?
Introductions that fit an existing productised offer (SEO Foundation/Growth/Scale, ReputationShield, PatientPulse, DoctorBrand, YODA) close faster and stay longer than fully custom scopes. Fit accelerates the close.
A prospect who has already interviewed 2-3 agencies is 3-5x more likely to close inside 30 days than one who is "just exploring". Prioritise the ones already in a buying window.
The 90-day earnings math for a focused Partner
Here is what focus looks like versus scatter. Two Partners, same 90 days, same underlying network.
Partner A · scatter approach
Submits 8 introductions in 90 days, mostly small single-clinic retainers ₹30,000-50,000/month. Close rate 20% = ~1.6 closes. Average retainer ₹40,000.
+ ₹4,000/mo compounding tail
Partner B · focus approach
Submits 3 introductions in 90 days, all mid-large — 2 hospitals ₹2L+ and 1 aesthetic chain ₹3L. Close rate 33% (better because warm handoff time per intro is 3x). = 1 signed at ₹2,50,000/month.
+ ₹12,500/mo compounding tail
The math is not close. Partner B earns 3x the Month 1 cash and 3x the recurring tail, on fewer introductions and less total effort. The reason is Partner Connect's economic asymmetry — the tail dominates over 12-24 months, and the tail scales with retainer size. Focus wins.
The specific scenarios that change your earnings, and what happens in each
Partner Share is straightforward in the base case — 5% of every retainer invoice cleared, every month, for as long as the client stays on an ICG retainer. Five edge cases show up occasionally in practice; each is covered below with what actually happens.
Client pauses for a month or two
Partner Share for the paused month(s) is zero, because there is no cleared invoice. When the client resumes, Partner Share resumes on the new invoice value from the resumption month. No consumption of any earnings entitlement — the entitlement is not time-boxed.
Client renegotiates retainer downward
Partner Share follows the retainer. If the retainer moves from ₹1,50,000 to ₹1,00,000, Partner Share moves from ₹7,500 to ₹5,000 from the new invoice onwards. Past payments are never clawed back.
Client upgrades retainer or adds services
Partner Share moves up automatically to 5% of the new invoice value. All service additions on your introduced client's retainer flow through to your Partner Share without you having to renegotiate anything.
Client cancels then restarts within 12 months
Partner Share resumes on restart as if the retainer continued (same original introduction credit). Beyond 12 months, treated as a fresh engagement — requires a fresh introduction to be credited.
Client transitions to a lower-tier maintenance retainer after a launch
Common in pharma launches (₹6L launch retainer stepping down to ₹2L maintenance after Month 12). Partner Share simply follows — ₹30,000/month during launch, ₹10,000/month during maintenance. Both are yours as long as the retainer runs.
The one scenario where Partner Share stops permanently
Partner Share stops permanently only when the client's ICG retainer ends and stays ended for more than 12 months. At that point, if the same client re-engages, it becomes a fresh commercial relationship and requires a fresh introduction. If you are the natural continuing relationship, submit the fresh introduction — you retain the credit. If you have moved on, another Partner can bring the fresh introduction and earn the fresh Finder's Fee and Partner Share.
Apply, and start earning on the first introduction you make.
Every closed introduction pays 15% Month 1 within 30 days plus 5% every month for the full life of the ICG engagement. On the average retainer with the average tenure, that is between ₹60,000 and ₹5,00,000 per introduction over the client's life.
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Frequently asked questions
How much does an active Ichelon Partner typically earn per year?
Active Partners in the current cohort submit 4-12 qualified introductions per year. At the median close rate of roughly 20% and the current average retainer of about ₹90,000/month, a Partner making 6 qualified introductions per year closes 1-2 retainers, generating ₹13,500-27,000 of Finder's Fee in Year 1 and ₹4,500-9,000 per month of Partner Share thereafter — roughly ₹60,000-2,00,000 total earnings in the first 12 months, compounding as more introductions close and existing clients renew.
What is the highest-earning single introduction on record?
The current top single-introduction outcome sits above ₹8,00,000 in cumulative earnings, from a multi-city clinic chain retainer that grew substantially in scope across a 26-month engagement (and counting). The Partner in question was a healthcare-only staffing consultant who had placed a CMO at the group two years earlier.
How is the Finder's Fee calculated exactly?
15% of the Month 1 retainer invoice value, before GST. If a client signs a ₹1,00,000/month retainer, the Finder's Fee is ₹15,000. If they sign a ₹2,50,000/month retainer, the Finder's Fee is ₹37,500. Any one-time setup fees, media budget passthroughs or platform fees are excluded from the calculation — only the ICG retainer itself counts.
How is Partner Share calculated?
5% of every retainer invoice actually cleared, month by month, for the full life of the ICG engagement. If a client\'s retainer moves from ₹75,000 to ₹1,50,000 mid-engagement, Partner Share moves from ₹3,750/month to ₹7,500/month from the upgrade month onwards. If they pause a month, that month's Partner Share is zero. If they resume, it resumes.
What does the payment schedule actually look like?
All Partner disbursements — Finder's Fee and Partner Share — are batched and released on the 7th of every month. So if a client's Month 1 clears on the 25th of March, the Finder's Fee lands on the 7th of April. Partner Share for that client begins on the 7th of May (against April's cleared invoice) and continues every 7th thereafter.
Do I need a GST number to be an ICG Partner?
No. Partners without GST are paid gross less 10% TDS under section 194J. Partners with GST raise a tax invoice on the disbursement amount plus 18% GST, and ICG pays the invoice. GST-registered Partners typically earn slightly more effective take-home because the input credit on their business expenses offsets output GST.
What TDS is deducted from Partner payments?
10% under section 194J of the Income Tax Act, treating the Finder's Fee and Partner Share as fees for professional or technical services. TDS is deducted at source before disbursement. Form 16A is issued annually. If your income is below the taxable threshold, you can claim a full refund of TDS in your income tax return.
Can I invoice ICG under my company name instead of my personal name?
Yes. Many Partners route Partner Connect earnings through their sole proprietorship, LLP or private limited company. The MoU is signed personally (you are the Partner) but the invoicing entity can be your business. Update the bank / GST details in your Partner profile and switch anytime.
Is there a monthly minimum I need to hit?
No. Partner Connect has no monthly quota, no minimum introduction count and no risk of losing your Partner status for inactivity. Some Partners submit two introductions a year, others submit two a month. The programme is designed to favour warm quality over cold volume.
What tax planning options do Partners typically use?
Three common patterns: (1) route earnings through a sole proprietorship and claim business expenses (travel, phone, laptop, professional subscriptions) against income; (2) if crossing ₹20 lakh threshold in Partner Share tail, register for GST voluntarily and claim input credit; (3) invest Finder's Fee lump sums into 80C / 80D / NPS or PPF for tax benefit. Speak to a CA — the exact structure depends on your other income.
What is the earnings ceiling in Partner Connect?
There is no ceiling. If you submit 10 qualified introductions in a year and 3 close as ₹2 lakh/month retainers with 4-year average tenure, you earn ₹90,000 of Finder's Fee plus ₹10,000/month × 48 months × 3 clients = ₹14,40,000 of Partner Share = ₹15,30,000 total per introduction cohort. Larger hospital or chain retainers scale linearly.
What happens to my Partner Share if the client renegotiates the retainer down?
Partner Share follows the retainer. If a client renegotiates from ₹1,50,000 to ₹1,00,000, Partner Share drops from ₹7,500 to ₹5,000 from the new invoice onwards. If the retainer grows, Partner Share grows. The 5% rate is fixed for the life of the engagement — only the base moves. Past payments are never clawed back.
