Reply To: Cultural Differences – Customer Billing


Tanaquil Chantrill

Very interesting Gina, I have not run into this in an integration setting but have seen this in my previous operations role and unfortunately it is a common tactic in sales and pursuits. There are many ways to approach this, one could be how the sales/marketing teams are compensated and whether it is on a volume of sales vs. profitability of project after the job is complete. Another approach I have seen is an education on the impact of these low profitability projects from a compensation standpoint and how it can impact the entire organization negatively when a contract is won by underbidding. Providing training and sales tactics to help the sales and marketing division approach bids differently could also help change the culture.

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