Tata Consultancy Services: Selling Certainty (Ghemawat & Altman) from the course pack

Tata Consultancy Services: Selling Certainty (Ghemawat & Altman) from the course pack. As you read through the case:

  1. identify relevant P.E.S.T.L.E. items, using the PESTLE figure found in the course material section, and
  2. identify the key management strategy issues that arise in the case 

The following discussion questions may help with part 2.

Guiding managerial/strategy questions:

  1. Is the “Experience Certainty” strategy proposed at TCS low-cost or differentiated?
  2. Evaluate the proposed strategy from the perspective of TCS?
  3. What implications does this new strategy have for customer selection, contract pricing, human resources, global delivery footprint, inorganic growth (complementary versus supplementary acquisitions) and R&D at TCS?
  4. Consider in greater depth the expansion of TCS’s delivery footprint particularly in Latin America. Does this expansion make sense for TCS?
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