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Bombardier TEG (A): Operational and Political Issues in Multinational Projects Price, technical proficiency, delivery dates, and domestic content/presence were the most important award criteria to win bids for passenger railcar manufacturing contracts in the US. For most bids around 1992, Morrison-Knudsen (M-K)’s offers were outweighing the technical edge Bombardier’s Transportation Equipment Group (TEG) had through fast delivery times and performing most of the contract locally (e.g. open more local plants or hire more local people than competitors). In addition, the company considerably underbid contracts by 7% on average. Remarkably, all those key deciding factors were based on promises without a record of proof. Therefore, M-K’s promises seemed to be out of touch when considering that the company lacked substantial experience in manufacturing rail equipment, and had not delivered a single working vehicle to any client so far at that time. M-K had experience in the refurbishment market for mass transit cars, but this is considered an entirely different business from car manufacturing, e.g. it did not involve design, and many integration issues were already solved (blueprints). Consequently, without the control of the overall design and the integration of various systems, while having components coming from all over the place (e.g. M-K was supplied and supported by low-cost overseas firms from Brazil, Japan or Portugal, even for design and engineering), M-K took a huge risk of not being able to fulfill its contracts through production shortages or other process issues, especially as the company came from the refurbishment market and did not have much experience in critical areas of design and integration. Although TEG outsourced about the same amount of total work (60%), the Canadian company kept control of the design and integration part, as these are critical to

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