Under the deal, Compass would provide foodservice management and cleaning services for 86 of the hospitals of Ascension. Compass applies a "sectorized" strategy to deliver service through a portfolio of focused brands, each of which targets focused groups of customers with particular needs. After months of negotiating, the deal had come down to an individual request: Could Compass provide both of these services through one operation? Compass must weigh the advantages of operational focus against the prospect of an extremely profitable contract. The case details the strengths and limits of a strategy that is sectorized. In addition, it provides a window into the complicated and time-intensive supplier selection procedure inherent in several business to business service connections.
PUBLICATION DATE: March 09, 2016 PRODUCT #: 616705-VID-ENG
This is just an excerpt. This case is about TECHNOLOGY & OPERATIONS
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