Author Profile
Cross, Tom
Naval Supply Systems Command Change Management Support Solicitation: Bid or No-Bid (A)
S-0222 | Published November 29, 2012 | 13 pages Case
Collection: Darden School of Business
Cowan and Associates (C&A) provided strategic planning, business planning, change management, performance measurement, and knowledge management support to various Navy commands. Its managing director,... Read More
Naval Supply Systems Command Change Management Support Solicitation: Bid or No-Bid (B)
S-0223 | Published November 29, 2012 | 3 pages Case
Collection: Darden School of Business
Jeff Pottinger, managing director at Cowan & Associates and the president and CFO of the company had discussed whether to bid on a solicitation to support the Naval Supply Systems Command requirement ... Read More
Leading and Managing Change in Contracting and Acquisition
OM-1478 | Published November 08, 2012 | 18 pages Case
Collection: Darden School of Business
The Chief of Contracting for the Combined Joint Task Force-Horn of Africa (CJTF-HOA) responsible for all U.S. Department of Defense (DoD) contracting in 12 African nations has reviewed the results of ... Read More
The Evolution of Selling
M-0811 | Published July 26, 2011 Technical Note
Collection: Darden School of Business
Appropriate for marketing classes. This note follows the evolution of selling starting with the skills set forth by Dale Carnigie in the 1950s through the 1970s followed by consultive selling in the 1... Read More
The Business Case for the F-22 Raptor
S-0188 | Published April 07, 2011 | 22 pages Case
Collection: Darden School of Business
The F-22 was the world's first fifth generation and most capable fighter aircraft. It combined very low observable stealth, supercruise speed, extreme agility, high tactical maneuver ceiling, and info... Read More
VIRGINIA-Class Submarine: Two for Four in 2012 (A)
OM-1384 | Published September 01, 2009 | 24 pages Case
Collection: Darden School of Business
The VIRGINIA-class submarine was one of the largest naval-acquisition projects in history, involving the construction of 30 submarines at an acquisition cost of $93 billion. By FY05, the VIRGINIA-clas... Read More
VIRGINIA-Class Submarine: Two for Four in 2012 (B)
OM-1385 | Published September 01, 2009 | 9 pages Case
Collection: Darden School of Business
The VIRGINIA-class submarine was one of the largest naval-acquisition projects in history, involving the construction of 30 submarines at an acquisition cost of $93 billion. By FY05, the VIRGINIA-clas... Read More
Financial Impact of Nuclear Power Plants: FirstEnergy and Davis-Besse
Allen, Brandt R. Simko, Paul J. Cross, Tom
C-2232 | Published April 06, 2009 | 6 pages Case
Collection: Darden School of Business
In March 2002, during a scheduled refueling outage, workers at FirstEnergy's Davis-Besse nuclear power plant found a football-sized hole in the reactor head caused by boric acid corrosion. Redundant s... Read More
Financial Impact of Nuclear Power Plants: PSEG and Hope Creek
Allen, Brandt R. Simko, Paul J. Cross, Tom
C-2233 | Published April 06, 2009 | 8 pages Case
Collection: Darden School of Business
This case is about the financial impact of negative publicity and a company's reaction. A Public Service Enterprise Group had ownership interest in five nuclear power plants, three of which were locat... Read More
Financial Impact of Nuclear Power Plants: Dominion Resources, Inc.
Allen, Brandt R. Simko, Paul J. Cross, Tom
C-2234 | Published April 06, 2009 | 9 pages Case
Collection: Darden School of Business
Dominion Resources was the fourth-largest operator of nuclear power plants in the United States with seven nuclear reactors in operation. Two of the reactors had been acquired in the past five years: ... Read More
James Madison and "The Business of May Next" (A)
Cross, Tom Newell, Terry Rice, Peter
OB-0968 | Published March 02, 2009 | 10 pages Case
Collection: Darden School of Business
On April 8, 1787, James Madison wrote to Governor Edmund Randolph of Virginia: "My Dear Friend, I am glad to find that you are turning your thoughts towards the business of May next." Madison was refe... Read More
James Madison and "The Business of May Next" (B)
Cross, Tom Newell, Terry Rice, Peter
OB-0969 | Published March 02, 2009 | 6 pages Case
Collection: Darden School of Business
On May 30, 1787, the second day of the Convention held in the Pennsylvania State House, six states voted "aye" and one "nay" to the proposal to establish "a national Government ? consisting of a supre... Read More
Office Depot E-Business (Abridged)
Venkataraman, S. Cross, Tom Chatterjee, Sayan
BP-0524 | Published January 21, 2009 | 11 pages Case
Collection: Darden School of Business
This case is an excellent illustration of offline/online integration. Office Depot used its supply chain, systems integration, and existing offline channel strengths to overcome competitive online thr... Read More
Nuclear-Powered Aircraft Carrier Life-Cycle Cost Analysis
Cross, Tom Sack, Robert J. Pottinger, Jeff
C-2282 | Published March 25, 2008 | 11 pages Case
Collection: Darden School of Business
In 1996, to find ways to reduce operating costs as well as the costs of future acquisitions, the Navy began to assess various design concepts for a new class of aircraft carriers and to analyze life-c... Read More
Naval Supply Systems Command: Leading Change (A)
Cross, Tom Pottinger, Jeff Harris, Jared McCarthy, J. D.
S-0148 | Published March 25, 2008 | 22 pages Case
Collection: Darden School of Business
The effects of a declining resource environment were evident in the challenges facing the Commander of Naval Supply Systems Command in maintaining the readiness of Pacific Fleet forces. His superiors ... Read More
Naval Supply Systems Command: Leading Change (B)
Cross, Tom Pottinger, Jeff Harris, Jared McCarthy, J. D.
S-0149 | Published March 25, 2008 Case
Collection: Darden School of Business
The Commanding Officer, Fleet and Industrial Supply Center Jacksonville (FISC Jax) has returned from a meeting that was the latest step in NAVSUP's effort to determine how best to meet customers' need... Read More
Smoke and Mirrors (A)
OB-0948 | Published February 27, 2008 | 6 pages Case
Collection: Darden School of Business
The CEO of Exhaust Tech, the worldwide leader in exhaust systems, has directed the newly appointed head of marketing to advertise and market a new product that is less expensive to manufacture but has... Read More
Smoke and Mirrors (B)
OB-0949 | Published February 27, 2008 Case
Collection: Darden School of Business
It had not been easy to change the CEO's mind about the new, premium muffler the marketing vice president had wanted to market from the very beginning. His logical appeal was based on facts, rationale... Read More
Mine Resistant Ambush Protected (MRAP) Vehicle
OM-1375 | Published January 21, 2008 | 13 pages Case
Collection: Darden School of Business
Soldiers in Iraq are dying in increasing numbers from improvised explosive devices planted in roads by insurgents. Up-armored Humvees offer little to no protection. Specialty vehicles with v-shaped bo... Read More
This Office Is Jinxed (A)
OB-0925 | Published November 12, 2007 | 5 pages Case
Collection: Darden School of Business
Tom Jordan, vice president of Strategy and new to a large office-products firm has been handed three objectives by the company president: revise the pricing strategy, adding a minimum $50 million to 2... Read More
This Office Is Jinxed (B)
OB-0926 | Published November 12, 2007 | 3 pages Case
Collection: Darden School of Business
The pricing task force organized by Tom Jordan in the (A) case, UVA-OB-0925, recognized the opportunity to adopt a new price strategy and become the price leader. It decides to use ABC SKU categorizat... Read More
Role Plays?MiniCase Simulations?Interpersonal Relations
OB-0917 | Published October 02, 2007 | 8 pages Case
Collection: Darden School of Business
In this case, there are six short scenarios depicting a leader who needs to function in the role of mentor or coach to a junior employee. Students are assigned scenarios and engage in role play with a... Read More
Dow Chemical Polyolefins and Elastomers R&D: Sustaining High Performance (Abridged)
Horniman, Alexander B. Cross, Tom
OB-0918 | Published October 02, 2007 | 9 pages Case
Collection: Darden School of Business
Once considered a candidate for divesture, Dow Chemical Polyolefins and Elastomers has had 12 successful years in a row. The company has set the standard of excellence for new-product innovation, havi... Read More
Navy Marine Corps Intranet (NMCI): 2007 Update
C-2270 | Published October 02, 2007 Case
Collection: Darden School of Business
In 2007 it was six years since NMCI had been launched as the largest intranet system ever with more than 650,000 users. This update provides a summary of the problems and issues raised by GAO in its ... Read More
The F/A-18 F404 Engine: Getting Lean (B)
Brownlee, E. Richard II Cross, Tom Osterhoudt, Robert Jaynes, C. J. Pottinger, Jeff
C-2269 | Published September 25, 2007 | 11 pages Case
Collection: Darden School of Business
After the successful implementation of Lean manufacturing concepts at U.S. Navy Aircraft Intermediat Read More
The F/A-18 F404 Engine: Getting Lean (A)
Cross, Tom Osterhoudt, Robert Jaynes, C. J. Pottinger, Jeff
C-2268 | Published September 19, 2007 | 12 pages Case
Collection: Darden School of Business
The U.S. Navy Aircraft Intermediate Maintenance Depot (AIMD) Lemoore Power Plants Division (F404 engine maintenance) was a real mess. Not-Ready-For-Issue parts were everywhere. Division thru-put was p... Read More
Lone Star Steakhouse
M-0736 | Published March 17, 2006 | 2 pages Case
Collection: Darden School of Business
This case is about a restaurant franchisee's flight department that is reexamining its pilot training requirements. It is one of a series of four cases to be used in a value-based selling workshop. Read More
What A Deal
M-0738 | Published March 17, 2006 | 1 pages Case
Collection: Darden School of Business
This case is about a charter operator's flight department that is reexamining its pilot training requirements. It is one of a series of four cases to be used in a value-based selling workshop. Read More
Guide to the U.S. President's Administration
OM-1211 | Published November 17, 2005 | 4 pages Technical Note
Collection: Darden School of Business
This note provides a guide to dealing with the President's administration from the perspective of the nuclear energy industry. Read More
U.S. Congressional Authorization and Appropriations Process
OM-1212 | Published November 17, 2005 Technical Note
Collection: Darden School of Business
This note provides a guide to the U.S. Congress budget and appropriations process from the perspective of the nuclear energy industry. Read More
U.S. Congressional Committees of Primary Interest on Nuclear Energy Issues
OM-1213 | Published November 17, 2005 | 7 pages Technical Note
Collection: Darden School of Business
This note provides a road map to U.S. Congressional committees that are of most interest to nuclear power plant operators. The names of the 2005 committee members are given, along with notes on their ... Read More
Autozone: How Long Will They Be In The Zone?
Farris, Paul W. Simko, Paul J. Cross, Tom
M-0730 | Published September 26, 2005 | 5 pages Case
Collection: Darden School of Business
Bad news for AutoZone: until recently the sales and store count leader in the retail auto parts category, AutoZone has been surpassed by Advance Auto Parts; Wall Street has punished AutoZone and is pr... Read More
World Portal
Allen, Brandt R. Cross, Tom Sack, Robert J.
C-2225 | Published July 15, 2005 Case
Collection: Darden School of Business
World Portal was a successful Internet portal. They had just received a letter from a Wall Street analyst expressing skepticism about their financial statement transparency. How would they respond to ... Read More
Human Capital Strategy
OB-0848 | Published July 06, 2005 | 11 pages Case
Collection: Darden School of Business
There are two key principles in human capital strategy. One is that people are assets whose value can be enhanced through investment. The other is that an organization's human capital policies must be... Read More
Terminal High Altitude Area Defense (THAAD): Five Failures and Counting (A)
OM-1185 | Published July 05, 2005 | 9 pages Case
Collection: Darden School of Business
THAAD was a kinetic-energy weapon designed to protect the United States against enemy missile attack. But after $3.2 billion had been spent, the program was deemed a failure, as all five of the initia... Read More
Terminal High Altitude Area Defense (THAAD): Five Failures and Counting (B)
OM-1186 | Published July 05, 2005 | 10 pages Case
Collection: Darden School of Business
THAAD was a kinetic-energy weapon designed to protect the United States against enemy missile attack. But after $3.2 billion had been spent, the program was deemed a failure as all five of the initial... Read More
Office Supplies for Entertainment World (A)
M-0719 | Published July 05, 2005 | 3 pages Case
Collection: Darden School of Business
Global Paper was a major player in the worldwide office products market. They had served the Entertainment World West Coast business for many years. Entertainment World had issued an RFP for global su... Read More
Office Supplies for Entertainment World (B)
M-0720 | Published July 05, 2005 | 2 pages Case
Collection: Darden School of Business
Global Paper was a major player in the worldwide office products market. They had served the Entertainment World West Coast business for many years. Entertainment World had issued an RFP for global su... Read More
Insulation Coating for Oil/Chemical Storage Tanks (A)
M-0712 | Published June 13, 2005 | 3 pages Case
Collection: Darden School of Business
VaporLock was a proprietary coating sold by Heinrich Chemical as a vapor barrier over polyurethane insulation on oil/chemical storage tanks. A company engineer had developed a computer program to comp... Read More
Insulation Coating for Oil/Chemical Storage Tanks (B)
M-0713 | Published June 13, 2005 | 2 pages Case
Collection: Darden School of Business
VaporLock was a proprietary coating sold by Heinrich Chemical as a vapor barrier over polyurethane insulation on oil/chemical storage tanks. A company engineer had developed a computer program to comp... Read More
A Note on Understanding, Detecting and Reporting Criminal Antitrust Violations
Terzaken, John F. III Cross, Tom
OM-1174 | Published June 07, 2005 | 9 pages Technical Note
Collection: Darden School of Business
This technical note focuses on assisting industry professionals in better understanding the types of conduct that constitute criminal violations of the federal antitrust laws. It outlines concepts and... Read More
Understanding, Detecting, and Reporting Criminal Antitrust Violations: Case Demonstration
Terzaken, John F. III DARDEN, Darden Cross, Tom
OM-1175 | Published June 07, 2005 | 3 pages Case
Collection: Darden School of Business
This mini-case demonstrates bid rigging and how it can be recognized. It accompanies the technical note - A Note on Understanding, Detecting and Reporting Criminal Antitrust Violations. Read More
United States Postal Service: Office Products Sourcing
OM-1176 | Published June 07, 2005 | 4 pages Case
Collection: Darden School of Business
This is the story of office products strategic sourcing at the United States Postal Service. Read More
Department of Defense: Contract Labor Sourcing (A)
Cross, Tom Laseter, Timothy M. Burns, Heather Consulting, Censeo
OM-1183 | Published August 15, 2004 | 11 pages Case
Collection: Darden School of Business
Contract labor services were typically sourced through small businesses, with large, nationally (and globally) recognized firms making up a small portion of total spend; however, large businesses coul... Read More
Department of Defense: Contract Labor Sourcing (B)
Cross, Tom Laseter, Timothy M.
OM-1184 | Published July 05, 2004 | 2 pages Case
Collection: Darden School of Business
This case details the sourcing strategy that was developed for the Department of Defense so it could more efficiently spend money on contract labor sourcing. Read More
Eagle Industries: Office Supplies Sourcing
Cross, Tom Laseter, Timothy M.
OM-1181 | Published July 05, 2004 | 16 pages Case
Collection: Darden School of Business
Eagle Industries was in the midst of an ongoing strategic sourcing project to reduce costs. The strategic sourcing team analyzed indirect purchases and identified office products as an opportunity are... Read More
Department of Homeland Security: Office Products Sourcing
Cross, Tom Laseter, Timothy M.
OM-1182 | Published July 05, 2004 | 5 pages Case
Collection: Darden School of Business
DHS had become a leader in implementing strategic sourcing among federal government agencies, with 14 commodity councils established to support the initiative. This case traces the work of the office ... Read More
State Farm Insurance: Taking the Reins (A)
S-0120 | Published July 07, 2002 | 4 pages Case
Collection: Darden School of Business
Joann Smith had risen to assistant brand manager at Bank One over seven years. Smith decided to follow in her father's footsteps and take over a State Farm Insurance agency in Lake Edna, Missouri. The... Read More
State Farm Insurance: Taking the Reins (B)
S-0121 | Published July 07, 2002 | 3 pages Case
Collection: Darden School of Business
Joann Smith had risen to assistant brand manager at Bank One over seven years. Smith decided to follow in her father's footsteps and take over a State Farm Insurance agency in Lake Edna, Missouri. The... Read More
Office Depot E-Business
Venkataraman, S. Cross, Tom Chatterjee, Sayan
BP-0445 | Published April 16, 2002 | 22 pages Case
Collection: Darden School of Business
This case is an excellent illustration of offline/online integration. Office Depot used its supply chain, systems integration and existing offline channel strengths to overcome competitive online thre... Read More
Dow Chemical Polyolefins and Elastomers R&D: Sustaining High Performance
Horniman, Alexander B. Cross, Tom
OB-0813 | Published April 15, 2002 | 18 pages Case
Collection: Darden School of Business
This case is about the highest performing R&D department in the chemical industry. It illustrates how a 650-person group was transformed from a low performing department in a poor performing business ... Read More
John Wolford (A)
OB-0167 | Published April 03, 1981 | 8 pages Case
Collection: Darden School of Business
When a former middle manager of a technology manufacturing company becomes a general manager, he finds his new role more stressful. There are complaints from sales reps about delayed shipments to cust... Read More