3. Managing and Qualifying prospects - c) Review, manage prospect cases

The Development Team follows a defined process for qualifying any prospect submitted to [email protected]. This process is described below.

c)  Review and manage prospect cases

The Development and Fee for Service teams will review open prospect cases on a weekly basis. For each open case, the Development team will:

  1. The prospecting team will determine, based on the information provided and potentially additional research, whether the prospect case should be entered. The Senior TCF Coordinator will receive direction from the prospecting team concerning whether and how each new case should be entered.
  2. Reassign the prospect from the prospect researcher to the Development team member who will be responsible for resolving the case and qualifying the prospect. Reassigning a prospect involves:
    • Changing the Case Owner to the new assignee
    • Setting the Opportunity Lead field on opportunities related to the case to the new assignee. (these opportunities are listed in the Opportunities related list within the case record.
  3. For prospect ideas that are time sensitive or require immediate follow-up, the Development team will identify and schedule the actions necessary to respond appropriately. These can include actions associated with all the later stages of prospect qualification, including prospect ranking, prospect research, strategy development and clearance.

Note: Specific action items may be recorded and tracked as tasks related to the case record itself.

  1. Update the Last Review Date field to today’s date
  2. Determine the appropriate Status for the case:
    • “In Progress” – if further follow up actions have been identified in step 2 above
    • “Closed”—if no time sensitive actions have been identified and the prospect can enter the general queue of prospects to be ranked; or if a decision has been made not to pursue the prospect further.
  3. Determine whether anyone outside the Development team should receive an update on the status of the case, including on any next steps that have been identified or decisions to move forward or not with the propsect.

Note: Updates may be shared by posting to the case chatter feed, or by using the Send an E-mail button