Case Studies

Nichols Research

Client Description

Nichols Research Corporation is a $450M IT services provider. They supply engineering, technical information, network security, infrastructure, system integration, and ERP solutions to the Department of Defense, healthcare groups, federal intelligence, commercial consultants, and more. 

Customer Requirements

Nichols’s sales, marketing, and internal staff were federally focused but recognized the need to evolve and develop a commercial model to gain market share. Nichols approached Sales Focus with the goal of developing their commercial business to generate revenue and build brand awareness.

SFI Solutions

Sales Focus was contracted to develop a sales and marketing plan, implement processes, then manage a commercially focused sales force. We developed target market analyses, client acquisition strategies, process implementations, organizational developments, and placement services for the entire commercial sales force. The sales team consisted of 8 geographic sales professionals: 4 inside and 4 outside at Nichols’s SAP practice in Atlanta.


Through marketing campaigns and sales efforts, SFI was able to increase the opportunity pipeline of commercial business from $5M to over $30M in less than six months. Nichols was eventually sold to CSC at a substantially higher value based on commercial revenue generation.

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What Our Clients Are Saying

Sales Focus analyzed, helped develop and implemented selling processes that made an immediate positive impact to our sales Objectives. Within 90 days, Sales Focus was able to implement selling procedures that effectively increased our productivity this year! The sales team gained immediate benefits that will guide our organization into the future and will allow Horizon to continue its dominance in the Psychiatric Contract Management arena.

Horizon Health Behavioral Health Services

Sales Focus developed a tactical go-to-market plan that allowed TXU to quickly establish a presence in a newly targeted middle- market geography. They incorporated their processes and management tools into our organizational requirements that made the launch very successful. Time to market and scalability were essential to our success and Sales Focus delivered what they promised. Our Partnership with Sales Focus continues to expand.
Marketing Director

TXU Energy

With Sales Focus Inc. we were able to quickly develop our organization and have the sales team quickly on the street with their efforts immediately focused on generating revenue. Sales Focus was able to analyze our market and direct our sales efforts towards the most lucrative opportunities. Knowledge, process and focus were brought into our business from the very beginning of our engagement.

iJet Travel Intelligence (now WorldAware)

Sales Focus was able to quickly identify our needs and launch a sales team within 30 days to achieve our requirements. They incorporated their management program into our systems and delivered the results. Sales Focus brought the professional management and sales experience we needed.
General Manager

Sprint (now T-Mobile)

I appreciate all the hard work the Sales Focus team put into our partnership, particularly Kristina and Josh. We saw great results in terms of the volume of interactions, leads, webinar signups, and meetings set. I think there was a difficulty in setting meetings with the best individuals who were specifically interested in our platform, but that's a battle that everyone fights. We are moving on from our existing partnership because we're bringing these operations in-house moving forward, but we will keep Sales Focus in mind if our needs change.
Director of Business Development


Sales Focus’s vast network of contacts, seasoned sales force, and broad experience in the industry made them the natural choice to provide representation throughout North America.
Director of Tourism

Bermuda Department of Tourism