The Parkdale Group is a consultancy based in Kyoto, Japan focused on medical devices that helps overseas companies enter the Japanese market. Philip O’Neill is its Representative Director. In its early years, as it was building its reputation, it provided detailed quotations for free to prospective overseas clients. These quotes were time consuming and provided a significant amount of valuable information for these potential clients. Unfortunately, over time it became apparent that some of these companies would happily accept the quote but not enter into a contractual agreement with the Parkdale Group for consulting services. Service quotations are an important feature of business relationships. Phil needed to figure out a strategy moving forward. Visit casenet.ca from Acadia University for more decision focused video business case studies and to learn how you can use our cases in your classroom.