Publications
Publications
- November 1990 (Revised March 1994)
- HBS Case Collection
Digital Equipment Corp.: The Kodak Outsourcing Agreement (A)
By: Lynda M. Applegate and Herminia M. Ibarra
Abstract
Describes grassroots effort which culminated in Digital's winning a competitive bid for the outsourcing of Kodak's internal telecommunications business. Describes the "Telstar" project, from the initial identification of the business opportunity to the process of crafting a partnership contract. Discussion topics include obtaining managerial and peer support, mobilizing informal networks, building an ad hoc team, managing relationships across organizational boundaries, and planning the transition from project team to ongoing operations. As the case ends, a key player must be replaced and a decision must be made concerning which Digital group will manage the new business. Russ Gullotti, the Digital executive who has overseen this effort considers how to help the team achieve a successful contract negotiation and subsequent transition to operations. Should also prompt discussion about leadership under ambiguity and management of innovation.
Keywords
Innovation and Management; Partners and Partnerships; Leading Change; Agreements and Arrangements; Business or Company Management; Bids and Bidding; Decision Making; Management Teams; Telecommunications Industry
Citation
Applegate, Lynda M., and Herminia M. Ibarra. "Digital Equipment Corp.: The Kodak Outsourcing Agreement (A)." Harvard Business School Case 191-039, November 1990. (Revised March 1994.)
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