Teaching Plan | HBS Case Collection | June 2013

Fairstar Heavy Transport

by Guhan Subramanian and Charlotte Krontiris


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.

Keywords: Fairstar; Gorgon; bidding; Bids and Bidding; Energy Sources; Shipping Industry; Australia;


Subramanian, Guhan, and Charlotte Krontiris. "Fairstar Heavy Transport ." Harvard Business School Teaching Plan 913-045, June 2013.