Senior Account Manager at Boise Automation Canada Ltd. was disappointed with the news that he had just lost a $ 1.2 million opportunity at Northern Paper Inc. (Northern), a paper mill in Rocky Falls, Ontario, installing a control system automated for Northern’s wood chip handling system. With over 20 years of experience in heavy industry automation sales, he would have brought the order slightly above his target quota for 2011 and significantly increased his incentive pay. Now, with less than 3 months to go to the end of the year, it was unlikely that he would reach his annual goal. The senior account manager wanted to understand what had gone wrong and learn from the experience to avoid repetition. What should he have done differently?
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