The Challenge of a Corporate Matchmaker

The Challenge of a Corporate Matchmaker

Francisco Chia Cua (University of Otago, New Zealand)
DOI: 10.4018/978-1-61520-609-4.ch005


The common structured procurement process of the Request for Information (RFI), Request for Proposal (RFP), and Business Case Development (BCD) is thought to establish ties with the right vendors and to strengthen relationships among other stakeholders. This single-case study gathered information through archival documents, observations, and in-depth interviews and examined whether RFI-RFP-BCP processes fostered favourable relationships with vendors. The study revealed certain disadvantages of the process.
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“All change is not growth; as all movement is not forward.” - Ellen Glasgow


Evaluation Criteria

In appraising the matchmaking stage, a small number of broad questions (Ellet, 2007) using Rogers’ DOI theory (1962, 2003) will serve as the evaluation criteria (see Table 1).

Table 1.
Questions and evaluation criteria
TriggerOpinion leaderMatchmakingSome concerns
1.What drove the innovation?
2.Who was the opinion leader? How was the need for change communicated?
3.How did the executive sponsor explore the opportunity?
4.How did the executive sponsor communicate his agenda?
5.How did the vendors react to the communication?
6.Was the outcome of the matchmaking in line with the expectation?

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