Providing an on-point, creative solution that increases a client’s return on technology investment and produces the Raving Results we constantly seek to deliver.

The Client: Henderson ISD

The Account Representative: Kaylee Lynn

In small town East Texas, inside the pine curtain, relationships are everything.

Imagine Kaylee Lynn’s frustration, then, when she literally could not reach the new Business Manager and ultimate decision maker at Henderson ISD. The school was up for a renewal, and Kaylee didn’t want to miss such an incredible opportunity and existing business relationship. So she remained undeterred.

Underneath a deal that included 37 MFPs — one that took forever but then happened fast — was more than a year and a half’s worth of legwork by Kaylee. Behind the numbers lies a plethora of strategic relationship-building maneuvers to ensure that the district knew that Kaylee was both genuine and unrelenting in her pursuit of their business.

The Business Challenge

The obvious challenge was making contact with a newly-hired business manager.

“Over a year and a half ago, when she was hired, I began trying to reach out but never could get a hold of her,” Kaylee said.

Emails and phone calls remained unanswered, mainly because the business manager was "absolutely swamped," district employees told her. Nonetheless, Kaylee did what she could during a pandemic when actually visiting the school was not possible. She maintained a solid relationship with the IT Director to ensure that any issues were quickly addressed.

She got to know the staff in the administration office. As a Henderson Chamber Ambassador, she got to know some of the school board members. By attending ribbon cuttings and other events, she got to know a city council member, who also just happened to be a coach at Henderson ISD. She even got to know the Superintendent after attending a Kiwanis Club meeting.

“In somewhere like Henderson, it’s all about being known. They want to do business with someone who is involved in their community,” Kaylee said. “Not being from there, I have to do everything I can so people know that I’m truly involved with and care about things that are happening in Henderson.”

So that’s what Kaylee did for 18 months. She stayed plugged into the community and made contact with school representatives, whenever and wherever she could.

The Thought Process

“As luck would have it, the day after Kaylee went on maternity leave, the business manager called.

“She just called and simply said, ‘we’re ready for a quote,’” Kaylee recalls.

Sales Manager Kenny Prince stepped in in Kaylee’s absence. All of her notes and files on existing equipment were organized and easy for him to work with. A proposal was put together and a decision was quickly made.  At that point, the Dallas service team stepped in to help set up equipment.

The delivery team hustled and helped complete a speedy turnaround time. Between Kenny, the East Texas Team and their DFW cohorts, it was an absolute all-hands-on-deck proposal and installation.

The Prevailing Results

For Kaylee, now that the district is settled, it comes down to doing more of the same.

“The last thing I want to do is be that rep that makes the deal, and then think that we’re done,” Kaylee said. “I plan to continue checking in, particularly with the IT Director and the decision maker. The IT Director is the one that’s hands on and will be aware of any issues. And ultimately, I just want them to know, ‘hey, I’m here if you need anything at all.’”

After all, in business and certainly in small town East Texas, relationships are everything.