FHS Associates Call Plan Template

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The purpose of a call plan is to organize your thoughts and prepare for your client interaction so that you can advance your agenda. Sometimes calls are exploratory – the kind of interaction in which we just talk and see where it goes. If you take this approach the outcome of your interaction will lead to more failure than a success due to lack of planning.

No matter what you are discussing it is critical that you have a road map to follow so you know when you are on course or in the ditch. Each call plan should be organized in a logical flow to get everyone who is attending the interaction to participate. Each call plan should be designed for a specific purpose, and all your company members should be briefed on the intent of the call before the client interaction. It is also critical that you inform each company participant what their role in the interaction is and the specific assignment they are charted to accomplish. When you introduce your company to individuals, you should inform your client why each member has been selected to attend the meeting.

In preparing for the development of your call plan, you should ask yourself the following questions:

1. What do I know about the current client situation?
2. What are my Goals for the client Interaction?
3. What outcome am I expecting out of this interaction? 
4. What makes me and my company unique in this client interaction?
5. What are the areas that my company or I am vulnerable in this client interaction? 

Once you have asked yourself the above questions and had document your answers, you are now ready to develop your call plan.