Boise Automation Canada Ltd.: The Lost Order at Northern Paper (B) Harvard Case Solution & Analysis

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There was a senior account manager at Boise Automation Canada Ltd. who was disappointed with the news that he had recently lost the $1.2 million opportunity with Northern Paper Inc. (Northern), a paper mill in Rocky Falls, Ontario. The chance was to design, supply and install an automated control system for Northern wood chip management.

With more than 20 years’ experience selling automation systems in heavy business, had he won the order, it would have substantially improved his incentive payout and readily put him over his goal quota for 2011. With less than three months prior to the end of the year, he was not likely to attain his goal for the year. The senior account supervisor wanted to learn from this encounter and to understand what had gone wrong, to avoid duplicating it. What should he have done otherwise?

This is just an excerpt. This case is about SALES & MARKETING

PUBLICATION DATE: June 11, 2015 PRODUCT #: W15235-PDF-ENG

 

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