The director of client services at henderson bas, an interactive advertising business, was trying to determine just how to set a price for the recently proposed effort for Halpernia Industries, one of her clients. Halpernia had rejected the two creative suggestions already presented to it though the tactical direction of the effort was agreed upon.
The director was uncertain how to establish a price for the effort. She needed to balance the need for the business to be profitable with the importance of keeping the client relationship with Halpernia by determining whether or not to charge Halpernia for the significant quantity of work that had gone into the rejected propositions.
PUBLICATION DATE: November 18, 2008 PRODUCT #: 908D08-HCB-ENG
This is just an excerpt. This case is about SALES & MARKETING
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