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Zhou Jianglin

In: Business and Management

Submitted By a008
Words 1718
Pages 7
Q1. What are the Key Issues faced by Zhou?

1. The Project Budget has been 110 Million, but the Proposal from Postal/Nortel has come for 107.5 million. Including engineering, installation and maintenance, the project is over budget by 37.4 million dollars.
2. Non Availability of in house telecommunications Engg Expertise at JBC which makes them completely dependent on Postal/Nortel which again leads to Risky Situation as far as Short term span of the Project is considered.
3. The director of the Services division, who is an influential stakeholder preferred a comparison between Nortel and Alcatel before deciding on the equipment provider for the project. However Postal (who will ultimately deliver the solution to JBC) positioned the deal in such a way that including bids from Alcatel and Nortel would delay the project, and got the project scope only from Nortel for the data equipment. Though Nortel agreed to be compatible with Alcatel voice equipment as part of the turnkey solution, Zhou will have to convince his stakeholders as to why the comparison was not done for data equipment

4. Han has to look into the Regulatory Issues Like whether data and voice services can be sold by non-government entities or not, and the Project can also not be Delayed as this will affect the Timely Completion of the Project.

Q 2. What were the decisions made? What were the implications?

1. Postal was selected for implementation of the DVP project. He had a good working relationship with Nortel and the implication of this deal was that he pushed Nortel's products rather than a competitor like Alcatel. Hence JBC lost out on a competitive bid which might have lessened the price otherwise.
2. Nortel's project scope was done only for the equipment used and it did not mention engineering & installation charges. When these were mentioned in the final proposal,

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