Can a firm base a major proposition on its great standing, history together with the customer, and also a perspective that differs from that customer's own? Emphasizing its engineering ability and 80 years' experience, Parsons Brinckerhoff spends $1 million and one year preparing a proposal to construct a $17 billion metro line.
Parsons Brinckerhoff The Second Avenue Subway (B) Case Study Solution
Competition from four equally competent firms is hard, but PB is confident top-level and its history Metropolitan Transit Authority links make it a shoe-in. Despite MTA's concerns about the functionality of the finished line, PB believes the construction of the tunnel. The B and C cases show the result as well as the direction the company subsequently chooses to take.
PUBLICATION DATE: May 31, 2011 PRODUCT #: UV5752-HCB-ENG
This is just an excerpt. This case is about SALES & MARKETING
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