One page for whoever runs the desk. Four minutes on a Monday is the whole job.
Written to be printed and left beside the screen. Your reps have their own page — they do not need this one.
What you are actually doing
Turning a region into one week’s work
Every week, several hundred facilities in your markets are either advertising
nursing roles, filing nurse-hours below what their own residents need, or already paying an
agency for part of their nursing. Your team cannot call all of them. This tool exists to turn
that list into one week’s work for the people you actually have — and to tell
you afterward whether it got worked.
Decide the weekHow big it is, and what shape it takes.
Send itOne save, and it is on your reps’ screens.
Read it backWhat got worked, and what is still cold.
1
Monday morning · move one
Say how big the week is
Top right of the Manager Console, in This week’s plan.
It starts from the answer you gave at signup — full desk, dedicated sales, owner
part-time — and turns it into a number of accounts.
Change the number if the week is unusual. Somebody on vacation, a new rep who
should not get a full load, a short week. Everything below recalculates.
2
Monday morning · move two
Decide the shape of the week
Three groups: Call today, Call this week, Worth a call.
The default split is 60 / 25 / 15. Type over the percentages if you want a
different week.
use all on one group spends the whole week there. A week that is all
Call today is a legitimate week.
3
Monday morning · move three
Fill the plan
One button. It ticks accounts down the groups in the shape you chose.
Everything stays visible. Untick anything. Tick anything else, including
accounts the shape did not reach.
Nothing is hidden from you to make the number come out right.
4
Monday morning · move four
Save and send to the team
This is the step that makes it real.
Save files the plan against your account, and your reps’ consoles pick it
up the next time they load — no link to paste, nothing for them to click.
Write the email gives you the same plan as something you can send.
Copy it to send gives you a version that works by link, if you would rather not
rely on the server.
More than one region? You file one plan per region. Each board keeps its own,
and the capacity line tells you what you have already committed elsewhere this week, so
you are not spending the same team twice.
The other side of it
What your team sees
The Flight Plan sits at the top of their console, under the same three
headings, in the same order you filed it.
Under each account: why it is on the list, a Call prep link, and six check
boxes — called, emailed, spoke to decision maker, left message, sent agreement,
other. Several can be true at once. There is nothing to write.
Below it, Targeted this week — their own picks, which they can add to the
plan you sent. The two are blended into one week and labeled, so you can always see which
part came from you.
The call prep is suggestions, not a script. It says why the account is worth the
dial, offers one way to open it, and says which openings tend to land badly and why. Nobody
is scored on following it.
One rule the tool follows, and your team should too
The staffing shortfall and the agency spend are the reasons you dial. They are not
things to say on the call. A building’s own federal filing, read back to its
administrator, lands as an accusation whether or not it is accurate.
What is safe to open with is what they published — the roles they are
advertising — and what is yours: the people you have available.
Later in the week
What comes back to you
On your console, under the saved plan.
How many of the accounts you filed have been worked, and what was done.
“11 of 23 worked: 9 called, 4 emailed, 3 reached a decision maker.”
Which ones are still cold, by name. That is the Thursday list.
A tick beside each worked account in the plan itself.
Download what got worked — the whole plan as a spreadsheet, banded, with a
column per check box. Your rep can download the same sheet from his side.
This is not a CRM and
is not trying to be one. It tells you the directive was worked. What happened inside the
conversation belongs in whatever system you already use.
Monday is a clean board
What resets, and when
The plan expires at the end of the week. So do the check boxes.
Download the sheet before you close the week if you want to keep it. Nothing is
archived in the tool yet.
What tends to work
Three SOPs worth writing yourself
The tool does not enforce any of these, and should not. They are the ones that
tend to make it stick.
The Flight Plan goes out Monday morning, before the first call. A plan filed
Wednesday is a list.
Flight Plan accounts get into the CRM the same day they are worked. The check
boxes say it happened; your CRM says what happened.
The downloaded sheet goes in with the weekly report. Not instead of it —
with it. That is the whole reporting ask, and it is one click.
One more thing the tool is for
The week above is the calling list, and calling capacity has a ceiling. Email does
not. Everything that did not make the week is still on the board, and the whole board
downloads to a spreadsheet with a Segment column — which is a targeted email
campaign, a sequence, or a nurture list, built off the same demand signals.
An account that did not make this week’s calls has not been discarded. It has been
routed.
Something looks wrong on a row?
Say so. Every number on the screen traces back to a published filing, and if one does not
hold up we would rather fix it than have you stop trusting the list.
