In 2010, Skanska USA Building is involved in a competitive bid for the National Security Agency’s Utah Data Center. President Bill Flemming must submit a bid that will be low enough to win against four rivals, yet high enough to allow the company to make a profit. The case describes the bidding process, the approach taken by Skanska, the organizational and strategic setting, as well as the career consequences of success and failure. The case ends by asking students to determine what bid they would offer to win the contract for the Utah Data Center.
Learning Objective
Examine a strategic decision under conditions of intense competitive rivalry and high uncertainty. Explore decision biases and errors, and think about the way that managers make decisions under pressure.
Keywords
Decision Making, Competitive Strategy, Construction, Competitive Bidding
Settings
Northern America, United States of America
Skanska, Construction and Engineering
2009-2010
Available Languages
English
Copyright Information
IMD retains all proprietary interests in its case studies and notes. Without prior written permission, IMD cases and notes may not be reproduced, used, translated, included in books or other publications, distributed in any form or by any means, stored in a database or in other retrieval systems. For additional copyright information related to case studies, please contact Case Services.
This case study is part of a series
