Dragon Systems, Inc., a medium-sized, minority-owned information technology solutions firm, has received a Request for Solutions (RFS) from a major department of the U.S. government. The multimillion dollar project involves upgrading the IT network of a historically significant and heavily used building. Dragon Systems has estimated the cost of the job and surveyed the competitive landscape. The question that remains is how much should they bid? This case is an excellent fit for a discussion of competitive analysis and bidding in business-to-business and business-to-government markets. See also the B case (UVA-M-0725).
Darden Business Publishing – University of Virginia