• Determine if the targeted account is valid for ORP by working with RSM/CAM/IP counterpart
• Research the Industry Targeting Tool to see if this customer is listed and identify any potential opportunity
• Visit targeted account to identify pain points with the Uncover Tools, highlight how the ORP can help, and 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 convicted to help you sell within the organization
• Secure a Baseline Audit to further understand the customer’s current processes and outcomes
• Review the Baseline Audit activities and implementation process with the Champion

Conduct the Baseline Audit

• Follow the Room Turn Observational Checklist, as the best practice for Baseline Audit
• Launch the “ORP Baseline” module in the “Ecolab EnCompass App (iPad/iPhone Only)” app. 
  Username: ecolabdemo
  Password: ecolab2011
• Enter “Account Number” and "Ecolab User ID". If multiple people record the audits, ensure everyone uses the same account number so that the data aggregates
• Submit the audits and view the results: ORP Baseline Report
• Ensure the Baseline is done on at least 10 between-cases and 5 terminal cases
• Determine the competitor’s problems, noted as insights, that typically cause issues to customer
• Gather intelligence about the potential pain points that may come up when implementing our ORP
• Observe customer practice to prepare for Custom Kit proposal and build-up
• Reach out to EnCompassSupport@ecolab.com for any questions on the app or your RSM on the process

• Schedule a 30 min Planning Meeting with your 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 ORP Customer Presentation Deck, including the Baseline findings and your recommendations
• A standard Interactive ORP Customer Presentation can be used for initial, high-level conversations
• Evaluate the need of adding Risk-Sharing into the ORP presentation and proposal
• Secure time with your Champion to review the customized ORP presentation deck and make further adjustments as necessary
• Schedule the ORP presentation with the broader audience of key decision makers, with your Champion’s help and suggestion
• Prepare for potential questions from audience during the ORP presentation and leave-behind materials