Senior Manager in Boise Automation Canada Ltd. was disappointed by the news that he had just lost $ 1.2 million with the ability to Northern Paper Inc (North), pulp and paper mill in Rocky Falls, Ontario.The opportunity lies in the development, delivery and installation of automated control system wood chip processing system's North. With over 20 years experience in sales automation systems for heavy industry, had he won the order, it would be easy to put it on their target quotas for 2011 and significantly increased their incentive payments. Now, less than 3 months before the end of the year, it is unlikely to meet its target for the year. Senior manager wanted to understand what went wrong and learn from the experience in order to avoid a recurrence. What should he do differently? "Hide
by Michael Taylor Source: Richard Ivey School of Business Foundation 13 pages. Publication Date: Mar 08, 2012. Prod. #: W12785-PDF-ENG
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