Respond to common objections to ABC with principle-based language.
Strategic customer "This account is strategic, so the cost does not matter." Customer profitability review. Your line Strategic value can justify investment, but let us make the investment explicit instead of hiding it in service cost. Letting "strategic" erase cost visibility removes accountability for the promise. It respects strategy while preserving the economics. Driver fairness "That driver makes my team look bad." Operations challenges a cost driver. Let us test whether the driver moves with the work. If it does, it is a process signal, not a blame signal. Defending the driver as a finance choice turns the model into…
Sign up free — one personalized lesson every day, matched to your role and goals.
Already have an account? Sign in