Infosys Technologies Ltd.: Growing Share of a Customers Business Harvard Case Solution & Analysis

Infosys Technologies Ltd. provides a full range of IT and consulting services. One of the main clients of the company Infosys is the Prairie Four Square Insurance (PFS). PFS supports an extensive and critical IT systems across the United States. Relentless pressure from Wall Street to cut costs dramatically PFS prompted senior management to outsourcing offshore part of its activities in the field of IT services. Station "White Book" indicated that the purchasing department was one area where it could make a significant contribution to the reduction of operating costs. PFS managers have decided to abandon their traditional "best of breed" approach to outsourcing in favor of a test pilot sources. Thus, PFS managers complete all of the activities related to the reorganization of the procurement process, vendor selection, Ariba software customization, system installation and service in a single project. PFS manager candidates narrowed in the project to two consulting firms (ie Excalibur and Merrimac) plus Infosys. Infosys victory would not only increase its share of the business stations, but also to expand its scope of supply in the market. The successful completion of the project, in turn, would increase the likelihood that the PFS to turn to Infosys for the other end to end IT solutions. "Hide
by James A. Narus, DVR Seshadri Source: Indian Institute of Management, Bangalore 14 pages. Publication Date: January 1, 2006. Prod. #: IMB315-PDF-ENG

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