SALES AND ACCOUNT MANAGEMENT
INTRODUCE BAPL
The following steps outline how the Engagement Manager initiates and manages prospect outreach using Salesforce and targeted communication.
The Engagement Manager will:
- Select prospects by identifying accounts not contacted in over a month; focusing on industry-specific prospects using Salesforce.
- Collect talking points before contacting the prospects by researching using Salesforce and online for the following topics:
- New legislation in the prospect’s industry
- Current industry challenges
- Relevant news or events
- BAPL’s industry-specific successes
- Send a personalized but reusable introductory email using the talking points, including:
- Availability for an online or face-to-face meeting
- Meeting location or address
- Email sent via Gmail and tagged to the Salesforce account/contact
- Update Salesforce task to “Completed” and follow up in 2–3 days if no response
- Unsubscribe the prospect if applicable by updating the Salesforce contact record:
- Mark as “Do Not Call”
- Enable “Email Opt-Out”
Introduction Phase - Processes
1. Process Diagram for Introduction
1. Process Diagram for Introduction
INVITE PROSPECT CONTACT
The following steps outline how the Engagement Manager manages meeting invitations, follow-ups, and Salesforce tracking for prospect engagement.
The Engagement Manager will:
- Prepare the invitation by:
- Creating a new Salesforce task with meeting details
- Drafting the agenda (Intro, Needs, Experience, Feedback, Next Steps)
- Gathering any documents requested by the prospect
- Send a calendar invite to relevant stakeholders (Prospect, Engagement Manager, Service Manager, etc.) including:
- Agenda and preferred face-to-face meeting location
- Required documents
- Auto-recording enabled for Teams meetings
- If no availability is confirmed:
- Send three alternative time options
- Follow up one week before the meeting
- Complete the Salesforce task after sending the invite by:
- Marking it as “Completed”
- Adding “accepted” in the comments if confirmed
- Remove the invitation if declined by:
- Cancelling the event in Google Calendar
- Sending a cancellation email referring to the talking points
- Updating the Salesforce task with “declined” in the comments and status as “Completed”
- Create a follow-up task in Salesforce to reconnect via email in three months.
- Send a follow-up email by:
- Using past templates and talking points
- Including new date/time options for rescheduling
- Tagging the email in Salesforce and marking the task as “Completed”
Invite Prospect Contact - Process Diagram
1. Prospect Contact Invitation
1. Prospect Contact Invitation
MEET PROSPECT CONTACT
The following steps outline how the Engagement Manager prepares for, conducts, and follows up on an introductory meeting with a prospect to present BAPL’s services and define next steps.
The Engagement Manager will:
- Connect with the prospect on LinkedIn by:
- Searching for the contact’s profile
- Sending a tailored connection request
- Logging the activity in Salesforce and marking it as “Completed”
- Prepare for the meeting by:
- Customising presentation materials from the internal Drive
- Uploading them to Salesforce under the prospect’s account
- Reviewing relevant “Business on a Page” intellectual property
- Rehearsing internally if required
- Conduct the meeting by:
- Notifying attendees that the meeting will be recorded and explaining why
- Presenting the agenda and introducing attendees
- Understanding the prospect’s business challenges and aligning them with BAPL’s offerings
- Sharing IP and presentations where applicable
- Discussing procurement processes and identifying potential opportunities
- Confirming next steps, including a timeline for project briefs or follow-up meetings
- Upload post-meeting materials to Salesforce by:
- Adding capability statements, SDS, case studies, or other relevant documents to the account’s Files section
- Send a follow-up email by:
- Summarising the meeting discussion and outlining next steps
- Attaching relevant documents
- Sending the email via Salesforce and logging it for tracking
Meet Prospect Contact - Process Diagram
1. Meet Prospect Contact
1. Meet Prospect Contact
COMPLETE LEGAL AGREEMENTS
The following steps outline how the Engagement Manager prepares agreements, sets up clients, and manages the tender submission process.
The Engagement Manager will:
- Prepare BAPL NDA:
- Use latest template, fill in details, peer review, CEO sign, send to prospect
- Follow up and upload signed NDA to Salesforce with “NDA signed <<date>>”
- Prepare Prospect NDA:
- Review template, propose changes, peer review, CEO sign, return to prospect
- Follow up, upload, and mark as signed in Salesforce
- Prepare BAPL Consulting Agreement:
- Use latest template, fill details, peer review, CEO sign, send to prospect
- Upload to Salesforce and set Type to “Customer”
- Prepare Prospect Procurement Agreement:
- Review/edit template, peer review, CEO sign, return to prospect
- Upload and mark as signed in Salesforce
- Prepare MSA:
- Receive from client, peer review, CEO sign
- Upload to Salesforce, move to “60 Clients” folder, set Type to “Customer”
For client setup, the Engagement Manager will:
- Create prospect folder:
- Check under “50 Tenders > City”; create if missing and apply structure
- Send Certificate of Currency:
- Copy documents from Drive, paste in client folder, and email prospect
- Update MSA details in Salesforce:
- Enter MSA number, rates, status, and contract duration
For tender submissions, the Engagement Manager will:
- Register interest:
- Register on tender platform, attend briefings, monitor updates
- Draft tender response:
- Define strategy, assess risks, research buyer, use template, define pricing, save draft
- Review and complete:
- Conduct peer and CEO review, make final edits, rehearse if needed
- Submit tender:
- Submit via required method, prepare for evaluation, follow up with prospect
Complete Legal Agreements - Process Diagram
1. Complete Legal Agreements - 1
2. Complete Legal Agreements -2
1. Complete Legal Agreements - 1
2. Complete Legal Agreements -2
PURSUE SERVICE
The following steps outline how the Engagement Manager facilitates service definition and confirmation with stakeholders and documentation.
The Engagement Manager will:
- Schedule the Service Definition meeting:
- Invite stakeholders, include agenda and questions
- Enable auto-recording if online
- Conduct the meeting:
- Introduce attendees, present agenda
- Confirm funding and book follow-up meeting within 3 days
- Email notes:
- Send summary, confirmation slides, and next steps
- Prepare Service Confirmation documents:
- Draft SDS (background, objectives, stages) and slides
- Schedule and conduct Confirm Service meeting:
- Present SDS and proposed service
- Confirm funding, start date, and interview needs
- Finalise and send confirmation:
- Update SDS and slides, share decisions and next steps
- Create prospect folder using template in correct city folder
- Add and finalise contractual SDS details:
- Include terms and signatures, upload signed SDS to folder
Pursue Service - Process Diagram
1. Pursue Service
1. Pursue Service
COMPLETE INTERVIEW
The following steps outline how the Engagement Manager supports consultants through the interview process.
The Engagement Manager will:
- Schedule and conduct an interview prep meeting:
- Invite stakeholders, review client, role, CV, and expectations
- Confirm availability and schedule a mock interview
- Organize and run a mock interview:
- Assign interviewer and provide structured feedback
- Perform pre-interview checks:
- Confirm logistics (location/platform, access, dress code)
- Support interview attendance:
- Ensure structured intro, STAR examples, confidence, and professionalism
- Complete post-interview tasks:
- Ensure thank-you note is sent
- Reflect with Service Manager
- Follow up and communicate feedback:
- Service Manager collects client feedback
- Share insights with the consultant constructively
Complete Interview - Process Diagram
1. Complete Interview
1. Complete Interview
CLOSE SALES
The following steps outline how the Engagement Manager records the outcome of a prospect’s decision.
The Engagement Manager will:
- Record a successful outcome when the client decides to proceed:
- Update Salesforce status to “Win”
- Record an unsuccessful outcome when the client does not proceed:
- Update Salesforce status to “Lost”
Close Sales - Process Diagram
1. Close Sales
1. Close Sales
COMPLETE HANDOVER
The following steps outline how the Engagement Manager completes the handover process to the Service Manager.
The Engagement Manager will:
- Email Salesforce Admin to update Customer Account Owner at least 2 weeks before service start and verify update and Service Manager access.
- Complete the EM to SM Transition Checklist and confirm signed agreements (including milestone billing if applicable).
- Schedule and conduct a handover meeting with the Service Manager to review checklist, contractual obligations, and next steps.
- Update compliance fields in Salesforce and finalize handover by moving client folders and sharing the completed checklist.
Complete Handover - Process Diagram
1. Complete Handover
1. Complete Handover
