Follow-ups

Relationship activities capture the work around a client opportunity: calls, meetings, email and tasks. Each activity has a subject, owner, due date, completion date, outcome and status. An activity belongs to an opportunity, so the manager can see the work behind a stage rather than relying on a stage label alone. A due call can be reviewed beside the trip opportunity it concerns. Once the consultant records the outcome, the sales manager can see whether the client conversation changed the next step.

• Starting record. Open the relevant client or opportunity before changing the trip work. Keep the organization and owner aligned with the rest of the case.
• Action and timing. Record what the consultant did, when the next response is due, and which person must act. The manager can then discuss a specific record.
• Review trail. Use the linked proposal, activity, decision or receipt to explain a change in stage. Keep the reason beside the affected trip.

Agree how due dates are assigned; what outcome text is useful; when to cancel rather than complete an activity. Use a real client and a real proposed trip to test these choices. The sales manager should settle who edits commercial details, who handles follow-ups and how a consultant hands work to review. The first operating cycle should be small enough to inspect each transition by hand.

A client may ask for a revised itinerary while the opportunity remains open. Keep the client contact, proposal owner and next step current as that discussion changes. The agency should agree who updates the record after the conversation and when the manager expects to see it.

A consultant promises to call a client after sending an itinerary. The consultant adds an open call activity with a due date and opportunity link. If that date passes, the overdue queue brings it to the manager’s attention. When the client answers, the consultant marks the activity completed and records the outcome. A later email about the proposal becomes another activity on the same opportunity. After the handoff, check the linked records from the opportunity and confirm that the owner and reviewer can each find the information needed for their part. A manager should be able to explain the current state from the record without asking the consultant to reconstruct it.

• Open Follow-ups — Find outstanding calls, meetings, email and tasks by due date and owner.
• Overdue Follow-ups — Find past-due activities and open the linked opportunity.

See the related process for the handoff, and the data model for the linked records.