Chapter 4.

Case

Mobilogics and HSK, PC

Background

This case involves you, as a salesperson representing MobiLogics (a leading provider of large-scale, multi
location technology hardware and software solutions), and Gage Waits, Director of IT for HSK, PC (a
prominent Dallas-based national law firm specializing in corporate litigation). HSK is in the planning
stages for a move to larger facilities across town. As part of the move, HSK wants to completely update
their technology across the new offices, conference rooms, teamwork areas, and mobile platforms.
MobiLogics has established itself as a major competitor in the technology marketplace specializing in
value-added systems solutions for business and government entities nationwide. This past year,
Houston-based MobiLogics has added sales and distribution centers in Dallas and San Antonio, Texas.

Current Situation

As an integral part of their move to new and larger facilities, HSK want to replace their computers,
telecom, and information technology systems including laptop/desktop/mobile combinations for each of
their 21 attorneys, desktop systems for their 10 staff members, along with archive and e-mail servers.
MobiLogics specializes in this type of systems selling and uses their network of hardware and software
providers in combination with their own in-house engineering, programming, and systems group to
consistently provide higher-value solutions than the competition.

In preparation for an initial meeting with Gage Waits, Director of IT for HSK, you—as the MobiLogics
sales representative—are outlining your information needs and developing a draft set of needs
discovery questions. These needs discovery questions will be the focus of the meeting with Gage Waits
and enable MobiLogics to better identify and confirm HSK’s actual needs, desires, and expectations in
relation to new and expanded computer and information technology capabilities.

Questions

What information do you—the MobiLogics salesperson—need in order to fully understand the

technology needs of HSK?

Following the ADAPT methodology for needs discovery questioning, develop a series of salesperson
questions and anticipated buyer responses that might apply to this selling situation.