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KYP (Know Your Prospect) - Coggle Diagram
KYP (Know Your Prospect)
Overview
Also known as prospect tracking module
Can be found on MIS / Hub under "Client Management System > POC / Prospect Tracking >Manage POC / Prospect"
Used to make sure that all our key POCs (Clients and prospects) are given appropriate focus
Based on parameters like seniority of the prospect, size of company, duration in company etc. a target score is calculated
ORMs, AMs and DMs are supposed to perform different activities and log them to achieve the target score
Each activity has different weightage in terms of points
How it helps the org
90% + business comes from referrals
Us being on top of this helps ensure that the referral business stays strong and grows
DecisionMines tickets get generated if we do not spend enough efforts on this system
How it helps ORMs
Allows us to build and nurture relationships in a structured manner
There are some POCs that are assigned by Org, but we can add our POCs here too for tracking purpose
Target scores are calculated for POCs we add too
If we have a long list of POCs we are tracking, it helps us prioritize which ones need more focus and which ones are getting enough attention
Expectation from us
All activities like emails, chats, calls, meetings, MBRs, QBRs, dinners, greetings, referrals, interactions on social media etc. need to be logged as individual activities in the system
We have to enter the activity type, date, proof/ attachment and comments for each activity
On regular basis (once every 4-6 months) it is recommended to review and update the POC details in the system
There is a DL that many ORMs used to get the entries made on their behalf in the system especially when they are on the move - it is
KYP@cybage.com
How I use it
I make all entries myself
Make entries on the same day as it takes less than 1 minute per entry
Review the POCs against whom no activities were performed in the last 2-3 months - find an excuse to write to them and ask for a call
I don't stop after I reach the target score for any POC
Other Points
The target and achieved scores get reset at the end of the financial year
The target score for POCs assigned in the middle of the year are pro-rated
You score double the points when the POC is a prospect and not a client
Maintaining a master POC list
Find excuses for regular touch points - birthdays, corporate anniversaries, Cybage Times, Festivals, Job Change