| HBS Case Collection
Fairstar Heavy Transport
This case traces the efforts of Fairstar Heavy Transport, a heavy marine transportation company, to secure a contract associated with the development of the Greater Gorgon gas fields off the coast of Australia. It examines Fairstar's approach to a highly regimented bidding process, focusing on the interplay between the company's bid and its long-term position in a changing competitive landscape. In (B) and (C) sequels, the case reviews Fairstar CEO Philip Adkins's strategy in final price negotiations.
Subramanian, Guhan, and Charlotte Krontiris. "Fairstar Heavy Transport ." Harvard Business School Teaching Plan 913-045, June 2013.