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Primus has an opportunity to recoup some of it fixed costs while having the potential to earn future revenues if it performs the job to Northwood's satisfaction. Primus should accept the contract, but have Northwood sign a letter of confidentiality in regards to the price of the contract.
Exhibit 1
Classification Hours Rate Amount
Partner 100 $250 $25,000
Senior consultant 200 $150 30,000
Staff consultant 200 $80 16,000
Travel costs 15,000
Overhead @ $20 per hour 8,000
Total $94,000
Exhibit 2
Revenue: Consulting Contract $85,000
Costs:
Travel costs 15,000
Variable overhead
(400 non-partners hours x 10% x $20 per hour) 800
Incremental profit $69,200
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Primus is a consulting firm that focuses on process reengineering and quality improvement initiatives. Northwood Industries, a potential client, has asked Primus to perform a study at a fee rate lower than the normal standards. Historically Primus has billed clients for consulting time at standard flat rates plus actual travel costs and estimated overhead...
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