This case describes the situation that SourcingParts faced in the summer of 2002 and the development of its business over the past two years. SourcingParts is a start-up company providing supplier relationship management solutions. During the past two years, the company’s success had been limited but in summer 2002 SourcingPart had just agreed on a worldwide deployment contract with a large company. Now the challenge for the CEO, Paul de la Rochefoucauld, was to make this deal a success and use this as a springboard for other contracts. This case is a follow-up case of IMD POM 225 ‘Nextrom: Procurement through an Online Marketplace’ but it can also be used as a separate case.
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