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Business Through Relationships - Summary - Raunaq Only [Jun-22] - Coggle…
Business Through Relationships - Summary - Raunaq Only [Jun-22]
Pain areas
Data
Manual efforts in keeping it clean and up to date
3 systems that don't talk - CRM, MIS/ES, LiSN
We are only looking at assigned POCs - which are 1600+
15K+ POCs - some may be very old
Discipline
KYP activities tracked less by ORMs
DMs using it least
AMs using it lesser
Processes
Manual process of assigning accounts
POC assignment not affecting ORM load
Where the energy goes
Follow-ups with ORMs, DMs, AMs
Manual audits of data (like ES -100)
Manual process of assigning accounts, assigning POCs
Team logging activities for ORMs
Team uploading MoMs for ORMs
Where the energy should go
ORMs using KYP to build and nurture relations
ORMs (DMs/AMs) logging activities themselves
Marketing supporting the ORMs, AMs, DMs - with research for key POCs, where they ask for help or key POCs that are ignored
Looking at unassigned POCs to run Cold++ email campaigns
POA / Goals
Short term
Escalation process where I bring up cases in Arun's ORM calls
Give in-person + virtual meeting targets to ORMs
These calls/meetings should be logged in CRM and KYP
New MIS reports to reduce manual data reconciliation
Analysis on the trend of leads generated through referrals
Suchitra and pre-sales is looking at the initial analysis
Seek feedback for Greg, Shamshu and Nandan for ways to increase adoption
Benchmark current degree of usage of the system
Mid term
Review old data to delete/archive records we don't need
KYP targets mapped with ORM Load
Mapping KYP with "Relationship" parameter in Appraisal system
DMs start using KYP more
Simplifying KYP System
Number of KYP POCs assigned to ORMs/DMs should be based on science
Long term
Incentive Calculation mapped with KYP and CRM activities
Automate Account Assignment
Automate KYP POC assignment
KPIs on Excelshore to measure quality and quantity of KYP efforts from ORMs
Cold ++ campaigns on unassigned POCs
Integration of KYP + CRM