Pharmaceutical company GlaxoSmithKline (GSK) uses an innovative novel method to procuring outside legal counsel: it replaces relationship-predicated selection and law firms' conventional time-based billing with data motivated decision making and a web-based reverse auction. In this case scenario, the GSK is hit out with a suit that was possibly disastrous and must hire a company in time to react. The recently hired handling lawyer, Sophia Keating, grapples with GSK's approach.
The GSK experts assure her that the strategy drives down prices and improves the standard of the work by correspondingly escalating the rigor in the procurement procedure. Still skeptical, Sophia runs the process of systematically examining and comparing the competing firms' bids. This case also describes the procedure by which these tools were created and embraced. Past the consequences for other providers and law firms, lessons from using this case are applicable for teaching about institutional change, procurement procedures relevant to a lot of fields, and the way to increase rigor in business processes that are generally casual.
PUBLICATION DATE: September 03, 2013 PRODUCT #: 414003-HCB-ENG
This is just an excerpt. This case is about ORGANIZATIONAL DEVELOPMENT
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