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New IPA Lead form


Company (of the lead)*

The company is the route of the Salesforce database. Before entering information here, look on Salesforce to see if we have a record of this company. If we do, copy the details over exactly. If we don't, add a new company on Salesforce using your details before entering them here. Please use the following protocols: (a) Do not use Ltd, Limited or similar. (b) Only major housebuilders should have regional company names. All others should have one HQ name (Savills, not Savills Glasgow) (c) Use the common name that the company is referred to by - 99% of companies have these common or brand names.


First Name (of the person Sales should contact)*

The person to put here is the person who will eventually become our client. Eg. Joe Bloggs of Land Development Company, not Sam Smith of the Planning Consultants - if you're not sure, just ask. Put in this first field the first or “Christian” name of our contact (the person Steve will need to phone). Please check your spelling. Make sure you capitalise the first letter.


Last Name*

This is the surname of our contact. Please check your spelling. Make sure you capitalise the first letter.


Salutation*

This is just a standard picklist, with the usual choices of Mr, Mrs, Ms, Dr and Prof.

Job Title/Position*

This is important, as it both confirms we are speaking to the decision maker and enables us to automatically complete various Salesforce forms with “who’s who” information.


Phone or Mobile (of the lead)*

Possibly the most important field on the form. Without the telephone number, the Sales team are unable to make contact with the potential client. Mobile numbers are best, but if unknown find the direct line or company’s corporate switchboard number.

Other phone number (optional)

This should only be left blank if the only number you can find has been entered immediately above. Ideally, you will have a mobile number or direct line above and a backup corporate switchboard number here.

Website (of the company)*

This is very useful for the Sales team ahead of a cold call, as it will often give a good potted introduction to the company we are dealing with.


Address Line 1 (of the lead's company)*

Format the address properly, as Salesforce will use the information you enter for other tasks, such as automatically completing the client’s address for official documents. Do not enter any returns and spell correctly, capitalise the first letter and lower case letters to follow. Eg. The Old Marmite House, W20, 1-45 Durham Street - ALL ON ONE LINE.


City*

The city where the lead's office is located. Eg. if we were pitching to Indigo Public Affairs, this would be London. Again, capitalise the first letter and lower case letters to follow.


Postcode*

Format this the standard Royal Mail way, with capital letters - e.g. SE11 5JH


Email (ONLY put in a personal email address, not a catch-all address)

The email address you enter will receive various system generated message if your lead progresses, confirming appointment times and even quotations. As such, if the email address is a catch-all and not one that is actually read by our contact, key information could go astray. If you don’t have an email address, leave this blank, to be completed by the sales team when they make contact by telephone with the potential client.


Which council is the scheme in?*

A picklist field containing every planning authority in the UK. If there are more than one for your lead, enter one (eg. the largest or most imminent) and describe the other in the “Details of Lead” box below. If you don't know, choose 'Not Known' (which is at the bottom of the picklist). Completing this field enables the research department to ensure they are providing information that is relevant. It also will enable us to easily compile statistics of where IPA is working and succeeding.

Region*

The picklist choices are the standard Government issue names for the UK regions and counties. The region is where the project is, not where the company's office is or where the meeting location is likely to be. If there are various, enter one (eg. the largest or most imminent) and describe the other in the “Details of Lead” box below. If you don’t know, just choose ‘Not Known’ (which is at the bottom of the picklist).


Sector*

A picklist containing the standard planning categories and types of work that IPA does. If you are not sure what category your scheme fits into, seek guidance from colleagues, or from the research department, or enter ‘Not Known’ (at the bottom of the picklist).

Lead Origin*

(please include further details in 'Details of Lead' box below). A picklist which contains the routes by which pretty much all IPA leads reach us. Please enter details in the 'Details of Lead' box below. It’s important to enter this information as the statistics it generates help the IPA management team identify where resources should be concentrated. For each of these, please give the story in the 'Details of Lead' form below.


Referer’s main email address

This field only needs to be completed if you have identified in Lead Origin that the main source of your lead was a third party referral - such as an architect or planning consultant (eg. a contact at DP9 or GVA). By adding their email address, IPA can collect statistics on where our work is coming from, and say the appropriate thank-yous

Details of Lead*

This is where you put the main information about the lead (this box expands). You are writing a brief for the sales team, so this should begin with a short explanation of what the work is, where it is, why the potential client might particularly need IPA and any other key details. Include as much information as possible. Consider pasting any relevant news articles from the internet.

Relevant Work

(this would be details of similar schemes that IPA has worked on in the same council area, the more recent the better.)*
Eg. if your lead is for wind-farms in Lincolnshire, include details of previous wind-farm projects in that area. If you can’t find similar schemes in the same council area, see if you can find similar schemes nearby - or give details of different types of schemes in the same council as well as our experience in that specific sector elsewhere in the UK. This information is normally pretty easy to find in one of two ways: Searching the “All Clients” excel sheet, compiled by David and stored on the N: drive under Forms/Client Forms, or by searching Salesforce.

Previous contact*

Have we had previous contact with this client? Whilst more recent records are generally more relevant, it is important to know whether we have ever worked for a client before even if it is some time ago. This information will either be in the “All Clients” excel sheet (for pre-summer 2013 data or within Salesforce for more recent records). If in doubt, ask the research team.

Urgent

Oh dear me: Steve needs to get on this NOW NOW NOW! Eg. If a scheme that we were not working on but could potentially add value to has been refused by committee the previous night, and a call from our sales team might save a company the cost of going to appeal. The potential new client is expecting a call from us right away.

Tick if the lead deserves to be at the very top of Steves in-tray


Reason

If you have ticked the "Oh Dear me" box, please give a reason why

Nothing for Steve to do at the moment
If the lead should skip Steve’s inbox. Only in instances where either:
- if you've been asked to send a fee proposal without a meeting;
- if you have already scheduled a meeting (lunch/coffee/other);
Only check this box if there is nothing to do for Steve and you are going to take personal responsibility for turning this lead into new business for the company.


Who should pitch?

If there is a person/people within the IPA who have special expertise with this type of project or in this location, please name them so that Sales can make sure they are available before booking an appointment


Your IPA Email*

We need this so we can attribute this lead to you and keep you updated on the lead