This Case is about CHANGE MANAGEMENT, COLLABORATION, COMPETITION, MARKETING, PRICING, SUPPLY CHAIN
PUBLICATION DATE: September 03, 2013 PRODUCT #: 414003-HCB-ENG
Pharmaceutical corporation GlaxoSmithKline (GSK) exploit a pioneering new approach to procuring exterior legal counsel: it restores relationship-based assortment and law firms’ usual time-based billing with data-driven decision making and a web-based reverse auction.
In the instance, GSK is hit with a suit that was possibly disastrous and must hire a company in time to respond. Sophia Keating, the freshly hired handling lawyer, grapples with the approach of GSK. The GSK experts guarantee her that the strategy drives prices down and enhances the standard of work by systematically raising the severity in the procurement process.
Still suspicious, Sophia runs the procedure for systematically examining and comparing the rival companies’ bids. Long-ago the consequences for other providers and law firms, lessons from using this case are appropriate for teaching about institutional change, procurement procedures related to a lot of fields, and the best way to improve rigor in business processes that are generally usual.