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Action required: Pipeline Meeting

From
Matt Vijayan <mvijayan@homecareassistance.com>
To
Carolina Orosa <corosa@homecareassistance.com>, Chuck Terlesky <cterlesky@homecareassistance.com>, Lindsey Fancy <lfancy@homecareassistance.com>, Angie Kunnath <akunnath@homecareassistance.com>, Taneshia Persaud <taneshia.persaud@mavencare.com>, Cheryl Cartwright <ccartwright@homecareassistance.com>, Joey Taylor <joey.taylor@homecareassistance.com>, Roger Caron <roger.caron@homecareassistance.com>, Nicole St Eve <nicole.steve@homecareassistance.com>
CC
Timothy Thomas <tt@homecareassistance.com>, Matt Vijayan <mvijayan@homecareassistance.com>, salesleadership@homecareassistance.com
Date
Fri, 27 May 2022 13
Folder
INBOX
📎 2022 Team Pipeline Meeting Facilitation Playbook .docx (2).pdf
Dear Team,

Attached is a facilitation guide for running a successful/efficient pipeline meeting. The purpose of the meeting is for the Sales and Operations teams to be on the same page around the health and growth of their business.

A pipeline meeting is a mandatory, weekly in person or virtual meeting for the local HCL/CCM teams to review all new business and discuss clients starting and discharging from services. Each team member comes prepared with updates on the leads and opportunities they own and are working on. This meeting should be scheduled for one hour and each member should have the Analytics Portal and Salesforce open to view in real time with proper documentation completed prior to the meeting.

This is a time to discuss the business already earned and how it is going, and creating to ensure customer satisfaction and retention.

Who owns the team’s pipeline?
The team’s pipeline is a collaboration between the business development (HCLs) and client care management team (GMs/CCMs). The designated facilitator, most often the HCL and/or Lead CCM, is responsible for assigning ownership to every lead/opportunity and facilitating the flow of the pipeline meeting and holding the team accountable to their follow ups.

Please review the attached guide for more information and share it to the key stakeholders in your teams.

Please allocate 1 hour for pipeline meeting early in the week and invite both Tim and me, starting next week. Please us know if you or your CCM team do not have access to Analytics Portal.

Thank you Gabrielle Pumpian, Regional Business Manager from San Diego for sharing best practices with us. As a recognition, I am pleased to share a video where Gabi was interviewed by a referral partner. Great learning for all of us!
https://www.youtube.com/watch?v=wD2syIzhl8w <https://www.youtube.com/watch?v=wD2syIzhl8w>

Best Regards,

Tim & Matt

Matt Vijayan, B.Sc., MBA, CCPE

Home Care Assistance

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