Farm-out work

Definition

Jobs handed between operators across cities, run for another company's account.

Why It Matters

Revenue that arrives this way is somebody else's customer relationship being sublet, and it does not convey the way a corporate contract does. The other operator can move it in a phone call, and the rate is theirs and not yours. Split direct corporate accounts from affiliate work in diligence and price them differently, because a book that looks diversified by customer name may have one real customer behind it.