Can the company offer a large base of its good reputation, the history of the client, and a perspective that is different from your own client? Emphasizing his engineering capability and experience of 80 years, Parsons Brinckerhoff spends one year and $ 1 million in preparing a proposal to build a $ 17 billion metro line. Competition between four equally qualified firms is fierce, but PB is confident his stories at the highest level MTA connections makes it a shoe. Despite fears about the functionality of the finished MTA lines, PB considers that the construction of the tunnel itself is the key to winning the bid. In the event that the company is waiting for good news. B and C cases reveal the results and the direction the company chooses to take. (Teaching note is available for registered teachers.) "Hide
by Ronald T Wilcox, Carlos Michael Santos Source: Darden School of Business 9 pages. Publication Date: May 31, 2011. Prod. #: UV5750-PDF-ENG
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