Chapter 4 Case Study

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Chapter 4 Case Study

a.John Ryan – Superior Systems relationship manager – Aggressive. b.Nick – Superior Systems managing consultant – conservative. c.Sandy – Superior Systems Technical – observant.
d.Sara – Superior Systems possible project manager -
e.Ron Gimble – Point of contact for Capitol State Chemicals. f.Ron Newell – Capitol State’s IT operations manager.
g.Kelly – Capitol State’s network technician – viewed as a project manager. h.Alex – Capitol State’s IT representative from the R&D group – bold, difficult, focuses on security of staff communication.

2.What problems or opportunities does the protagonist face? a.Capitol State is on a short time line and is starting two separate tracks of negotiation with Superior Systems and another consulting firm. b.Capitol State seems more concerned with where the separate phase is going and getting help with clarifying their RFP more than the confidence that they can complete the project due to experience. c.Preparation – Competitors came with lawyers, big fancy binder versus a bound proposal copy. Is SS showing CapState that they are willing to move forward with this project as the time period allows? d. There are still some open issues & gaps in questions about network documentation and asset management database. e.Possible tension between IT and R&D.

f.Fees are discussed privately – company has a sense of secrecy throughout.

3.What is the solution or recommended course of action?
a.After this meeting, Capitol State should have a clear view of what their final RFP should look like. The SS company has helped them along this route and gotten most of the questions answered and though through so that both parties agree on the priorities and details. If SS wants to move forward, the gaps in the RFP need to be filled in. Details about the network documentation and inventory need to be clear and any tension between the IT and R&D should be discussed if SS is to be...
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