Quoted: I think the term originated from the standpoint that the controller is impartial to the incoming and outgoing revenue streams. All the controller does is verify that the expenditures are being made according to policy and procedure, and that the income is distributed properly. The controller is probably the single most powerful post in a corporation with proper checks and balances in its accounting system.
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When I worked in the corp world (Coca Cola sales manager), our controller would come to me and say something like we need more 2 liter sales before the end of the month to hit the projected bottom line.
So I would not say that all controllers are impartial to the income or expenses, especially if they are charged with providing info that ensures a profitable company and not just doing the beancounting.
My bonus was ONLY tied to sales figures.His bonus and the GM's bonus was tied to the bottom line number. It was beneficial to me if I tried to assist them in making their bonuses