Jonathan Kutchins and Mark Cullen, managing partner of consulting company Exeter Group, Inc is considering four potential liabilities client. Three of them involve known universities, the area of strength of the market for the company, and one includes a top-tier strategy consulting firm, a new market for Exeter. Each project has attractive and unattractive attributes, with varying degrees of upward and downward risks. As a relatively new and small IT consulting firm, Exeter must make careful choices about how it allocates resources to projects, and it is not clear if the company has the ability to add all four projects simultaneously. Thus Kutchins and Cullen must decide which, if any, of these projects done. In some cases, they also have to decide whether they want to try to restructure the nature of the assignment, to better fit the model of the service company. Despite his youth and small firm can not succeed and is optimistic about the future. Kutchins and Cullen so want to take a decision on these very specific customer liabilities in the context of the overall strategy and the contribution of these commitments to help the firm achieve its long term goals. "Hide
by Robert G. Eccles, Das Narayandas, Kerry Herman Source: Harvard Business School 20 pages. Publication Date: 09 February 2009. Prod. #: 409001-PDF-ENG
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