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The Client Services Team is focused on the full customer journey and responsible for the successful prospecting, sale, and onboarding of new Clients across all of Cardinal Group Companies.
The team has dedicated Directors for each strategic asset type (Student + Conventional), Consulting Services, and Client Onboarding.
SALESFORCE PIPELINE STATUS
SALESFORCE PIPELINE STATUS
Each step in the sale process is tracked, in real-time, within the Salesforce Management Pipeline, updated daily by the Directors of Business Development.
RELATIONSHIP BUILDING
Tracking opportunities that haven't progressed into a specific opportunity but provides transparency of correspondences between Cardinal/client
OPEN
New opportunity is entered into Salesforce and BD team is beginning initial market research/input
DELIVERABLE
Client has requested BD team to research beyond general market input, creating additional deliverables
RFP
Client has sent a formal RFP, BD team is in process of building out operations plan to respond to RFP
PMA
Deal has been verbally awarded, in legal negotiations for management agreement
MGMT. NOTIFICATION
Outgoing management has been noticed, internal ops team preparing for transition
OPERATIONS TRANSITION
Operations + transitions team are getting the community systems ready to migrate into Cardinal platform
CLOSED/WON
Deal is officially onboarded to Cardinal platform or Cardinal wasn't selected during RFP process
SALES PROCESS - RACI MODEL
SALES PROCESS - RACI MODEL
To provide our clients with the best service from first interaction to closing the deal, it takes a full team effort from multiple departments. This RACI process model outlines when teams are responsible, accountable, consulted, and informed throughout the sales process. This document is to be used as best practice guideline throughout the client sales journey.
BD-Ops RACIs.xlsxPage updated
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