Communications of the IIMA


This paper utilizes a case study approach to analyze the key decisions, stakeholders, and lessons learned from a project to develop an Electronic Data Interchange (EDI) application conceived and developed by a consulting firm. Several individuals within the firm viewed this EDI service as an opportunity for generating new revenue. However, the new system was not embraced fully by several sales and account representatives who did not view this potential product as a service that could make an adequate profit margin and translate into larger commissions. In addition, the consulting firm's president supported the project to the extent that it must be completed and generate revenue within three months. As a result, the project manager and team had to overcome a number of obstacles and issues. Several key decisions and lessons learned are discussed and should be of interest to both information system practitioners and researchers.