Hi
In my experience, 50% of all project cost issues during delivery are due to poor solution sales phase ( Weak or poor assumptions, missing items, scope / out scope issues, vague grey or complicated acceptance clauses ).
To the extent that it makes it very difficult to impossible for post-sales delivery managers/engineers to deliver on cost.
The issue here is, competition normally will price solutions down (discounts or price war) so it's a chicken and egg. You don't sell engineering solutions which impacts revenues or you do sell them, but then suffer on financial margins.
What's everyone's else opinion on this?
Regards
Anthony