Hekimian Laboratories, Inc., Rockville, Maryland

Hekimian Laboratories provides software that tests communication networks, primarily those of the Bell Operating Companies. 

Situational Overview

Hekimian had determined that it's future depended on the success of sales within its major accounts (Bell Operating Companies). Hekimian was looking for new ways to make their major account selling/managing and penetration process more successful.  

Efforts:

The Chapman Group (TCG) used their Performance Readiness Audit to diagnose areas for improvement and determine specific solutions for increased sales and profits. TCG's strategic account management technology, SMARTS™, was determined to be the business best practice that would meet Hekimian's needs. Processes were put in place, sales teams were designed, methodology training was conducted, and strategic account planning workshops were initiated. A complete list of our efforts includes:  

·    Strategic & tactical sales methodology

·    Skills training

·    Definition of strategies and activities

·    Relationship management

·    Account and opportunity profiling

·    Specific opportunity coaching and strategic planning tools

·    Value-added solutions selling

·    Effective management of Mega account information

·    Planning and information sharing

·    Mega account management process models

·    Reward system planning

Results:

·     An immediate 25% increase in sales revenue with record profit levels

·     Increase in total revenue from $38mm to $80mm in 24 months

·     A national interactive “team-based” selling system achieved with real time sales strategy

Award of Recognition as one Axel Johnson’s most profitable divisions