Growing Key Accounts: Case Study #1
Leading manufacturer of DSL-based communications equipment nabs additional $500,000 from existing accountThe Issue
Our client was working on a chief telecommunications project in a major metropolitan city. The city was looking at our client's hardware to help communicate 911 information instantaneously among 60 different sites.
Although the city was the ultimate end-user, independent systems integrators were the ones reviewing the products and presenting the best solutions to the city. Our client knew that one piece of the business was essentially already won but there was another $500,000 worth of business that he really wanted to win as well.
The Solution
In the three days he spent in Miller Heiman's combined Large Account Management Process (LAMP®) and Strategic Selling® program, he discovered other influencers he should be dealing with in addition to his primary contacts within the city's organization. Fortunately, the program showed him how to develop his primary contact into a Coach who identified the other key people involved in the decision. Shortly after completing the Miller Heiman program, he developed a contact who helped set up a meeting with the city and the systems integrator in the same room.
The Result
Although our client was forecasting the sale to close August 31, he closed the $500,000 deal 30 days earlier than projected. He went through the program in June and closed the sale in August. His goal was to increase the sale amount and he also wanted the city to use a specific reseller that handles his company's products. Using Miller Heiman's principles and identifying all the parties involved, he was able to accomplish goals and win the large deal.
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