A Senior Account Manager at Boise Automation Canada Ltd. has been designing with the news that he was just the $ 1.2 million opportunity with Northern Paper Inc. (Northern), a paper mill in Rocky If lost, disappointed Ontario.The opportunity to supply and an automated control system for installation Northern wood chip handling system. With over 20 years experience in selling automation systems in heavy industry, he had won the contract, it would be easy to have him on his target quota for 2011 and signi … Read more »

A Senior Account Manager at Boise Automation Canada Ltd. has been designing with the news that he was just the $ 1.2 million opportunity with Northern Paper Inc. (Northern), a paper mill in Rocky If lost, disappointed Ontario.The opportunity to supply and an automated control system for installation Northern wood chip handling system. With over 20 years experience in selling automation systems in heavy industry, he had won the contract, it would easily have raised him above his target quota for the year 2011 and its clear incentive payout. Now, with less than 3 months before the end of the year, he was likely to meet its target for the year. The Senior Account Manager wanted to understand what had gone wrong and to learn from the experience to avoid repeating. What should he have done differently?
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from
Michael Taylor
Source: Ivey Publishing
13 pages.
Release Date: 8 March 2012. Prod #: W12785-PDF-ENG
Boise Automation Canada Ltd.: The Lost Order Paper at Northern HBR case solution