Coaching Call Follow Up - Beth Sparrow (Waterloo)

Hi Beth,

Overall great job in getting your pipeline to be looking more robust versus
last week. Excellent work with Google calendar, F2F calls and reporting in
salesforce. I encourage you to start booking your PAC meetings with key
trusted advisors and Mindfit series with SAP accounts for Q1. I am
confident that you will go beyond 5 SoC.

Reviewed the following:

i.KPI Analytics

1.     SOC MTD

2.     Referral Count MTD

3.     Current revenue standing in comparison to current goal

4.     Breakthroughs

5.     Challenges

ii.Google Calendar review

1.     Baseline of 3-5 set meetings per day

2.     What is the objective for each meeting?

iii.Strategic Alignment

1.     Development/next steps from strategic account plan

2.     Results/follow up from strategic account plan

3.     New developments/buzz in your market

4.     Targeted high level meetings

*Forecast toward Monthly Goal:*

· Monthly revenue goal:* $10,000*

· Month to date revenue:* $2,869*

· Estimated Monthly Revenue: $8,938

· Monthly Start of Care Goal:*  3*

· Actual Start of Care: 2

· Monthly activity goal: 100

· Actual activity: 36

*Account advancements & other Breakthroughs:*

  HCCSS (Government agencies overseeing home and community care): Met with
VP of Waterloo Region Karyn Lumsden. Great insights were learned and she
did a warm intro to 2nd meeting with Isaac Behar to discuss
Pre-Qualification Process for HCCSS provider which would open up Ontario.
Warned long application process with an abundance of paperwork and 3-year
financial external audit. Issac confirmed that HCA has an outstanding
reputation.  Isaac did a warm intro email to Nino Bailen who is currently
away.

  University Gates- Mended relationship with Wendy Miller LTC DOC who was
frustrated by the cell phone issue because she couldn’t reach me when they
had an issue with a BSO client/caregiver.  Had a meeting with Kelly and
Wendy about another complex Case. They sent the recommendation to the
court-ordered *Silver Sherpa* client director to hire us for 12-24hr. (Has
not been arranged as of yet due to the complexity of the situation, CSM is
aware of the details for when they call.)  The next morning Wendy called
with another urgent BSO Client Thurs-Sun.  The caregiver was in place that
afternoon.

 Winston Park-Extended staffing shifts for Covid Outbreak for the 3rd
time.  Received Referral lead from the same contract for Resident in
independent living. CSM did the assessment, signed the contract, care plan
and caregiver started within hours for an evening overnight.

 Cambridge Community Living- Odelia, Manager recapped positive experience
with HCA, “saved them” during Covid when 13 group homes went into outbreak.
Some staff went to the hospital, never recovered and didn’t return to
work.  Now they are staff. Discussed holiday coverage, her expectation is
advanced booking would be experienced staff who worked there before or
would do orientation ahead for new. informed team. Spoke VERY highly of all
the HCA staff she’s worked with. Discussed a few caregivers that didn’t
work in the past, why & prevention.  Beth will send a follow-up email that
she can forward to all the program managers for holiday staffing coverage.

 Luther Village-DOC is currently doing the schedules; she has a full
schedule booked until Jan. No known staffing needs. Long conversation with
Chris in sales. She said she recommends us almost weekly to prospects who
decide they want to remain in their homes.  I asked her to remind them to
tell us she referred them.  Some of the “google” searches might be from
this referral source because we have not captured leads from Luther
Village.

 Ontario Estate Planners Event.  Was invited to be a guest of Jim Kimble.
Made several connections. The group is mainly Wealth advisors and lawyers.
Might be a guest speaker in the new year. Will attempt to apply for
membership to this group, but don’t fit into the pre-qualified occupations.

 * Challenges / Concerns:*

· Outbreaks, 3 in-person meetings were cancelled due to new Outbreaks this
week. (Used opportunity to remind about Covid Staffing coverage.) They want
to wait to reschedule until after as this changes this time/role.

* Pipeline Health:*

· 5 opportunities – significantly improved from last week. As we arrive to
the end of Q4, there is an immense potential to build interest among the
SLCs for staffing for holidays and/or flu/COVID outbreak scenarios.

Goal

Currently at

Forecast

Start of Care

2

3

5

Revenue

10,000

2,450

*B2B tool kit & Account at Risk form:*

Marketing materials – Dr. Shadi’s presentation: Print the ones with the QR
code. Create excitement around this program.

*Action plan for Sales Team Member:*

· Q4 SAP review (action item from last two weeks)

·  Please work to secure meetings with Fairview Mennonite (Michelle Rak).

· Clair Hills HCCSS coordinator – connect with Nicole to see if we can
accomplish patient/family managed care in this SLC.

· Develop your PAC and mid-January to be the first meeting (virtual or
in-person or both) – Jim Kimble, Nikki Parikh, Sheri Copplestone, Schlegel
Villages associates.

· Connect with Luther Village (Margo and Melanie) regarding the
requirements at Sunshine centre before holiday season and beyond. Matt sent
the contract to the ED last week.

· Target for at least 12 prospects in the pipeline from referral partners
by end of Q4

*Action Plan for Sales Manager:*

·       Matt to keep connecting Beth with HCCSS and other key decision
makers.

·       Matt to review the next steps in Google calendar and activities
report.

Best regards,

Matt

Matt Vijayan, B.Sc., MBA, CCPE
Director of Sales, Canada
*Please note my email has changed:*
mvijayan@TheKey.com <Madhu.Vijayan@TheKey.com>

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