“We have learned from an employee of Windfall, Ltd., that its accounting department, by checking about 10 percent of the last month’s purchasing invoices for errors and inconsistencies, saved the company some $10,000 in overpayments. In order to help our clients increase their net gains, we should advise each of them to institute a policy of checking all purchasing invoices for errors. Such a recommendation could also help us get the Windfall account by demonstrating to Windfall the rigorousness of our methods.”
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The author recommends doing a review of all invoices generated by the company. To support the same, the author cites a recent incidence of Windfall Ltd, and incidence in which the company reviewed some invoices and saved $10000 in overpayments. Further, the author states that review process will help company increase net gains for customers and get the Windfall account. The proposal in unconvincing for several reasons.
First, the author has not provided any details about the flawed invoices. Perhaps, the wrong invoices were generated by a specific employee, who was not aware of the processes , or a faulty software system. And the company had realized the issue and thus went ahead with the review of those specific invoices. But, the author’s firm is not prone to such issues as it arranges recurring training programs and periodic review of its software systems. Thus, the author’s company has already fixed the anticipated problem in a more efficient way.
Second, while proposing an extensive review system, the author has not considered the cost and time associated with the new process. Moreover, the author has also not compared the volume of invoices and the percentage of invoices reviewed. What if the volume of invoices of author’s firm is 100 times that of Windfall. And only 0.1% invoices are prone to error. In that case, cost incurred in the process would be much more than savings. This additional cost would be passed on to customers leading to eventual loss, rather than gain to the customers.
Third, while advocating that the rigorousness of methods would help the company win Windfall’s account, the author has failed to consider the role of many other factors that companies consider in business dealings. Rigorous methods can be one of the contract winning factors, but is it the only or primary factor for Windfall? What if, Windfall considers the past experience, skill set of company’s employees, and cost as the top 3 factors in deciding the company to which it gives its account? And many of the competitors of author’s firm are already far ahead on all these fronts. In this case, the new process might offer little or no benefit to the author’s firm in winning Windfall’s account.
To sum up, author needs to fix many loose ends in the argument to strengthen it. The author needs to give more information about the prevalence and nature of wrong invoices. The author must also prove that cost-benefit analysis of the process favors establishing the process. Lastly, while stating that rigorous methods will help company win Windfall account, the author must confirm that it is the one of the topmost factors for Windfall ltd. and making an impact on this front will surely help author’s firm win the contract.