Teaching note for product 9B17C032.

The senior vice-president of the strategic partnership sector at Tower Foods Limited, a large food service and facilities provider, had to find a way to retain a large client, North Cove University, and make the current business profitable for the company. Many of the agreements negotiated for and agreed to in the current contract were verbal commitments; however, some of the client's upper management team had changed since the contract was signed .....more