In Part One of my blog on the Directors Dashboard I listed a number of business areas that one would expect to keep close tabs on and I’ve been asked to expand on one report which was the Client Visitation form. Now of course this won’t suit every company and is probably more suited to service type businesses.
In principle though, the Client Visitation Form (a blank copy of which can be downloaded below), is a matrix that includes the name of your clients down the left and the days of the week across the top. Remember, the idea is that with this report in front of you, you should be able to see at a glance whether your team are visiting and speaking to their customers regularly and all you have to do is run your eye over the form.
A response to the doubters: There will be those among you who doubt the value of such a form, but trust me, I’ve used it in many situations and more than one successful company. Staff will moan that it’s not computerised saying “it will be easier on a spread sheet we all share”. Others will accept its introduction quietly and forget to do it, and then run through from memory at the end of the month. If you nag them to complete it, do so accurately and ensure it’s on your desk at the beginning of the month, it will work and to your surprise there will be those who tell you it becomes quite a useful form and memory jogger for them.
For those that cram at the end of the month! Again, I promise, the compilation of the form will belay their lies as those completed correctly will be in different pens and getting a bit scruffy – the cheats will be obvious.
In these days of computerisation though I have one last thought for you… buy a number of clipboards (yes, the old fashioned ones) and ensure the CVF is set up at the beginning of each month and sits on their desk on a clipboard. Of course, you can just cast an eye to see they are there. You’ll be surprised of how useful it will become to you and your team.
You can download the Client Visitation Form here.