June 2013
Teaching Plan
HBS Case Collection

Fairstar Heavy Transport

By: Guhan Subramanian and Charlotte Krontiris

Format:Print
| Language:English
| Pages:5

Abstract

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.