Can the company offer a large base of its good reputation, the history of the client, and a perspective that is different from their own that customer? Emphasizing his engineering capability and experience of 80 years, Parsons Brinckerhoff spends one year and $ 1 million in preparing a proposal to build a $ 17 billion metro line. Competition between four equally qualified firms is fierce, but PB sure his stories and top-level connections Metropolitan Transit Authority to make its shoes. Despite fears about the functionality of the finished MTA lines, PB considers that the construction of the tunnel itself is the key to winning the bid. In the event that the company is waiting for good news. B and C cases to identify the direction of the result and the company chooses to take. "Hide
by Ronald T Wilcox, Carlos Michael Santos Source: Darden School of Business 1 pages. Publication Date: May 31, 2011. Prod. #: UV5753-PDF-ENG
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