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
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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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