Think about the following project to initiate. A company is to select a new software system; for example an Enterprise Resource Planning, or ERP system.

Finding ERP suppliers is not that hard. Internet is a willing environment to organize this preliminary step in the selection process. Then (or before) you need some requirements and selection criteria. In the next step you should filter the initial group to a shortlist of high potentials.

Both in the initial long-list phase as in the next sequence with the short-list, you need to match your demand characteristics with those of the suppliers. The challenge pops up in asking the (right) questions