drunkenbeagle
Gang Member
Former employer cut that crap out with a "You win it, You Skin it" Program. Business Development pursues sales until they reach a win, then they switch hats to Program Management until its complete.
While that can happen anywhere, it tends to be an issue of organization. Tends to work best when the sales and customer facing engineers work for the same managers. Tends to work poorly when support and delivery are a totally separate organization. From what I have seen at big corporations, this happens because the bean counters want SG&A expenses to be as small as possible, so they put anything that they possibly can into a COGS line item.