The case shows the sequence of events that occurred when the global leader in automated information management technology had to compete fiercely to keep one of its key customers. It presents the conditions for B2B sales and the challenges facing the company in a highly competitive market scenario. The case details the politics and personalities involved and the importance of relationships and optimism in making sales. It is intended to encourage readers to explore strategies for the restoration of the existing situation, a technology provider that faces the emergence of capable competitors. Discussion of such strategies include ethical considerations and highlights subtle gap between ethics and diplomacy in selling effort. "Hide
by Pratibha Wasan, David J. Sharp Source: Richard Ivey School of Business Foundation 7 pages. Publication Date: December 14, 2012. Prod. #: W12381-PDF-ENG
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