Re: Coaching Call Follow Up - Montreal 06/22

Hi Tim,

I think we need to have individual meetings with the GMs on all active
referral accounts. They should do a pre-work prior to the meeting by
classifying these active accounts as "house account" and "marketer credit
account". This could be a simple data collection exercise and we make the
decision. We should meet at the earliest.

We have one Quebec candidate in the pipeline, Pierre Bechard from South
Shore. I think this will not work out if our focus is on the West Island.
Let me know if we can get any retirement sales consultants/leasing agents
in retirement or home care arenas, who would be a good fit. We can always
approach leveraging our talent acquisition team.

Best regards,

Matt

*Matt Vijayan, B.Sc., MBA, CCPE*

*Home Care Assistance *

<https://maps.google.com/?q75+University+Ave+E,+Waterloo,+ON,+N2K3M7&entry=gmail&source=g>

<https://homecareassistance.com/>

*Champions of Aging Well*

On Tue, Jul 5, 2022 at 8:37 AM Timothy Thomas <tt@thekey.com> wrote:

> All very valid concerns that I would agree with.
>
> Happy to facilitate a meeting with the GM's, let me know how you'd like to
> proceed.
>
> Are you aware of any candidates for the second position in Montreal?
>
> On Mon, Jul 4, 2022 at 11:36 AM Matt Vijayan <
> mvijayan@homecareassistance.com> wrote:
>
>> Hi Tim
>>
>> I will be sending a report of my work with Roger. In summary,
>>
>>
>>    - Roger has excellent relationships with key decision makers in few
>>    high end retirement homes. There is a reluctance in getting out for a
>>    face-to-face meeting (I have strongly asked him to be out in the field). He
>>    needs to be assertive in his approach; cold call on referral partners.
>>    Taking to Stephanie and Joey, I got a sense that Roger can be assertive and
>>    at times, aggressive to his accounts.
>>    - The head office is looking for “Start of Care" and SLC staffing
>>    will not help Roger in the long run. I have asked him to focus on the
>>    companionship model.
>>    - My biggest concern on the Day 1 of the visit was that he did not
>>    have any agenda for the week or the day. He sent me an email this morning
>>    by stating that this is fixed moving forward.
>>    - The July performance is going to be a good indicator of his
>>    effectiveness on how he leverages his relationship capital and few things
>>    that I coached him on.
>>    - According to Joey, Roger is getting credits for business which
>>    should not have been the case. We should sit down very soon with the GMs
>>    and ascertain what accounts should be part of the “marketer credit”.
>>
>>
>> Best Regards,
>>
>> Matt
>>
>>
>> Matt Vijayan, B.Sc., MBA, CCPE
>>
>> Home Care Assistance
>>
>> 375 University Ave E, Unit 104, Waterloo, ON, N2K3M7 Tel: 519-954-2111
>> 2525 Old Bronte Rd, Suite 212, Oakville, ON, L6M 4J2 Tel: 905-337-1200
>> 90 Burnhamthorpe Road West, 14th Floor, Mississauga, ON L5B 3C3 Tel:
>> 289-374-6366
>>
>>
>>
>>
>> www.homecareassistancemississauga.ca
>> www.homecareassistanceoakville.ca
>> www.homecareassistancewaterloo.ca
>> www.homecareassistanceguelph.ca
>>
>> On Jul 4, 2022, at 10:47 AM, Timothy Thomas <tt@thekey.com> wrote:
>>
>> *Best Practices / Wins / Tools Asked for: *
>>
>> · Panorama Selection (Laval): Uncovered staffing challenges and secured
>> shifts (uptake in revenue). Successful in beating out the current
>> competition and is a great foot in the door. Calling back the director to
>> see if there are any other opportunities; for more companionship.
>>
>> · Chartwell Greenfield Park: Excellent success story. 37 days of LPN
>> request (nurse shifts).
>>
>> ·        Place Kensington - #1 source of Elephants. Past experience was
>> not conducive (caregivers are on the phone). Roger was able to secure an
>> appointment with Silvia (Exec. Director).
>>
>> ·       Cambridge (South of DDO) – Caregiver was leaving the SLC (taking
>> care of a client who has cognitive decline). Service failure. Roger
>> effectively handled the situation with the head nurse. Yellow – recovered
>> client with active intervention. Roger to complete the "Referral Account at
>> Risk" form.
>>
>>
>> * Challenges / Concerns: *
>>
>> · Salesforce executional challenges – Matt to work with Roger to fix it
>> by the end of next week.
>>
>> · SAP project not completed. Matt has provided existing key referral
>> partners. Combined with insights from Tim and Joey, Roger should be able to
>> button down a good list by next Thursday.
>>
>>
>> * Forecast toward Monthly Goal: *
>>
>> · This Month's Goal: SoC 2/ Revenue target: $10,000
>> · Currently at: SoC 0/ Revenue: $17,650
>>
>> · Forecast: $17,650
>> Roger, start of care at zero is concerning. As discussed, focus on
>> referral accounts who have already provided us good leads in the past few
>> months (Residence Selection Graham
>> https://homecareassistance.lightning.force.com/lightning/r/Account/0015e00000gwGIFAA2/view
>>  and Place Kensington
>> https://homecareassistance.lightning.force.com/lightning/r/Account/0015e00000gwGHwAAM/view
>> )
>> * Pipeline Health: *
>>
>> · *1 lead in the pipeline and did not convert to an opportunity. *
>>
>>
>> * General Insights / Observations: *
>>
>> ·  Place Kensington - #1 source of Elephants. Past experience was not
>> conducive (caregivers were perceived to be on their phones – they were
>> entering clearcare notes). Roger was able to secure an appointment with
>> Silvia (Exec. Director) and isturning the corner.
>>
>>
>> * Next Steps: *
>>
>> · *Matt to work with Roger to improve salesforce utilization (reflective
>> in the activity report). *
>>
>> · *Roger to focus on Start of Care with higher Turtles and Elephants
>> acquisition. Great start with Place Kensington and Panorama Selection.*
>>
>> · *Have Claire Webster present with you at Place Kensington (win-win-win
>> situation)!*
>>
>> · *Summer networking social to be planned and invite key decision
>> makers.*
>>
>>
>>
>
> --
> Tim Thomas
> Head of Canada Division
> *Please note my email has changed:*
> tt@TheKey.com <Tim.Thomas@TheKey.com>
> (514) 591-9387
> TheKey.com <https://www.thekey.com/>
> [image: TheKey] <https://www.thekey.com/>
>