Business Case Studies & Business Publications

Arjun Sachdev and the Collingwood’s Deal

Davidson, Martin N...

Case

Arjun Sachdev and the Collingwood’s Deal

Davidson, Martin N.; Schur-Narula, Niki

OB-1428 | Published March 9, 2023 | 4 pages Case

Collection: Darden School of Business

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Arjun Sachdev is in a quandary. He is eager to land a $4 million account with Collingwood's Supermarkets, a large Australian supermarket chain, but Neil Fletcher, Collingwood's buyer, has casually made a number of racist comments in talking with Sachdev. This is a high-stakes sale; landing the account would certainly validate Sachdev's recent promotion to director of business development at his company, Strasbourg Organics. Losing it could jeopardize his future opportunities to advance in the company. But is it worth it to put aside his pride and dignity in the face of the ignorance he had witnessed from this prospective client?