• Determine if the targeted account is valid for CSP by working with RSM/CAM/SS counterpart
• Research the Industry Targeting Tool to see if this customer is listed and identify potential opportunity
• Visit targeted account to identify pain points with the Uncover Tools, highlight how Ecolab CSP can help, and learn how to Overcome Customer Objections
• Research the competition – who, what, and how
• Identify a Champion that can support you
• If needed, present a CEU to generate interest and help you identify potential Champions
• Be ready to walk away from the opportunity if your Champion is not strongly convinced to help you sell within the organization
• Secure a P&E Audit to further understand the customer’s current processes and outcomes
• Review the P&E Audit activities and implementation process with the Champion

Conduct the Process & Efficiency (P&E) Audit

• AE: Complete the audit by launching the “Process & Efficiency Audit (iPad Only)” module in the “Ecolab EnCompass” app
• AE: Take direct observations when possible. Document general observations about the process
• AE: Ask Central Sterile Manager/Staff the audit questions, whenever direct observation impossible
• AE: Make a follow-up appointment to present the findings, together with the CSP
• AE: Submit the audit and find the P&E Audit report on https://hcreports.ecolab.com
• AE: Reach out to EnCompassSupport@ecolab.com for any questions on the app or your RSM on the process
• FST: Gather information on washers and product settings using Central Sterile Site Survey Form (download on PC to print out form), if needed
• FST: Take water samples for submission to RD&E using a Field Return Kit (PN 56969)
• FST: Identify any equipment issues and/or potential optimization opportunities for the washers
• FST: Assist AE with P&E audit, as needed
• AE/FST: Determine the competitor’s problems, noted as insights, that typically cause issues to customer
• AE/FST: Gather intelligence about the potential pain points that may come up when implementing our CSP

• Schedule a 30 min Planning Meeting, once you’ve received the Water Quality Report, with your regional FST, Tech Service, RSM, Area Service Consultant, and CAM (if applicable). Marketing and Training can be optional attendees
• Prepare recommendations for the account with input from the team during the Planning Meeting
• Customize CSP Customer Presentation Template, including the Baseline findings and your recommendations
• A standard Interactive CSP Customer Presentation can be used for initial, high-level conversations
• Evaluate the need of adding Risk-Sharing into the CSP presentation and proposal
• Secure time with your Champion to review the customized CSP presentation deck and make further adjustments as needed
• Schedule the CSP presentation with the broader audience of key decision makers, with your Champion’s help and suggestion
• Prepare for potential questions from audience during the CSP presentation and leave-behind materials