Can a company base history with all the client, a major proposal on its good standing, and a viewpoint that differs from that client's own? Emphasizing both its engineering capability and 80 years' expertise, Parsons Brinckerhoff spends $1 million and one year preparing a proposal to construct a $17 billion metro line. Competition from four capable businesses is stiff, but PB is sure top-level and its history Metropolitan Transit Authority links make it a shoe-in. Despite MTA's concerns about the finished line's functionality, PB believes the building of the tunnel itself is the key to winning the bid. In the A case, the company expects the great news. The B and C cases reveal the direction as well as the effect the company then selects to take.
Parsons Brinckerhoff The Second Avenue Subway (C) Case Solution
PUBLICATION DATE: May 31, 2011 PRODUCT #: UV5753-PDF-ENG
This is just an excerpt. This case is about SALES & MARKETING
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