Do sales metrics incentivize underfunded projects? What responsibility do those getting the sales revenue credit have for the success of the project, assuming they are not receiving managed revenue for the work?

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No. This is why we have quality and risk management reviews and approvals prior to the sale, and in many cases prior to even pursuing it, to ensure we want it, it is deliverable and profitable or alternatively we want to make an investment. We don’t just go and sell out there - there are processes and targets we must adhere to in order for those deals to be approved.

Those with just sales credit generally do not have responsibility for delivery unless they also happen to be on the delivery or account team.

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Something I've noticed is that after those reviews occur, there is often a last minute effort to reduce the price by cutting the hours or number of staff in the pricing model. It could very well be that the whole thing goes back again for another round of reviews that I am not privy to, though.

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