Can a business base history together with the customer a leading proposition on its good reputation, and also a viewpoint that differs from the customer 's own? Accentuating its engineering capability and 80 years' experience, Parsons Brinckerhoff spends $1 million and one year preparing a proposal to build a $17 billion metro line. Competition from four competent businesses is stiff, but PB is certain top-level and its history MTA connections make it a shoe-in. Despite MTA's concerns about the finished line's functionality, PB considers the building of the tunnel. In the A case, the good news is awaited by the firm. The B and C cases show the outcomes and the direction the company subsequently chooses to take.
Parsons Brinckerhoff The Second Avenue Subway (A) Case Study Solution
PUBLICATION DATE: May 31, 2011 PRODUCT #: UV5750-PDF-ENG
This is just an excerpt. This case is about SALES & MARKETING
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