Write a factual scenario which involves a strategic decision during request for quotation (RFQ) stage.
Write a factual scenario which involves a strategic decision during request for quotation (RFQ) stage.
Homework Answers
When KPMG was responding to RFQ of a lube transformation business (Servo) in India, it chose to under-quote and cut the low cost PWC team. The value was far less than the value it would generally command. This was a strategic decision because, delivery of such an engagement would help it enter into many such other engagements. Typically big4 firms don't have many transformation credentials in India, where the Big3 - McKinsey, BCG and Bain , deliver most of transformation projects. Hence gaining a big transformation credential was essential - even at the cost of profitability
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Write a factual scenario which involves a strategic decision during request for quotation (RFQ) stage.
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