How would you respond if asked: "Our sales representatives always provide the wrong accounting records that simply do not balance in the balance sheet. Are we using the wrong sales system?" You would probably reply:
"You are asking the wrong people the wrong questions!"
Now here is my reply to your problem: "You are asking the wrong people the wrong questions!" You should not take exception to people in cost accounting who honestly provide wrong answers. Cost accountants are only human, and do not like to admit that they do not know something.
The consequence is: Never again ask the only people in the company who have never met with a customer to provide a recommended price. The definition of prices is the responsibility of management (strategic) and sales (operational). Cost accounting can then issue a price evaluation. There are integrated budget and marginal costing tools for this.
Never submit a marginal costing without an integrated budget. First the integration of all parameters including financing allows you to really evaluate pricing decisions.
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