Fairstar Heavy Transport, Teaching Plan
This case traces the efforts of Fairstar Heavy Transport, a heavy marine transportation company, to secure a contract associated with the development of the Greater Gorgon gas fields off the coast of Australia. It examines Fairstar's approach to a highly regimented bidding process, focusing on the interplay between the company's bid and its long-term position in a changing competitive landscape. In (B) and (C) sequels, the case reviews Fairstar CEO Philip Adkins's strategy in final price negotiations.
Collection: HBSP (USA)
Ref: HBS-913045-E
Format: PDF
Number of pages: 5
Publication Date: Jun 28, 2013
Language: English
Description
This case traces the efforts of Fairstar Heavy Transport, a heavy marine transportation company, to secure a contract associated with the development of the Greater Gorgon gas fields off the coast of Australia. It examines Fairstar's approach to a highly regimented bidding process, focusing on the interplay between the company's bid and its long-term position in a changing competitive landscape. In (B) and (C) sequels, the case reviews Fairstar CEO Philip Adkins's strategy in final price negotiations.
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Year: 2009
Geographic Setting: Australia
Industry Setting: Shipping
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"Fairstar Heavy Transport, Teaching Plan"
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