The Winning Strategy of the Late-Comer:How Korea Was Awarded the UAE Nuclear Power Contract

초록

This case study examines the successful winning strategy of the Korean KEPCO consortium against the French AREVA consortium on the $20 billion nuclear power plant contract with the United Arab Emirates. Applying the ‘Ser-M’ paradigm, the two consortia were subjected to a detailed comparative analysis in terms of cost and lead time of construction, core technology, major actors’ leadership, and collaborative efforts of consortium members. This case analysis revealed that the relatively lower price, shorter lead-time, and above all the ‘animal spirited’ leadership appeared to be the most significant strengths that drove the success of the Korean consortium in winning this historical contract.