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New Customer basics Cheat Sheet (DRAFT) by

Improve efficiency in learning about prospects business, and gathering data for potential loan decisioning

This is a draft cheat sheet. It is a work in progress and is not finished yet.

GENERAL OBSERV­ATIONS

1. Prepare for the sales call - invest­igate the company, its reputa­tion, the industry it operates in, compet­itors, and customers.
2. On the call, learn about manage­ment's goals, strate­gies, customers, SWOTS.
3. Take ever opport­unity to visit the company location, tour production facili­ties, talk with as many members of the management team as you can to get a flavor for the business;
4. Engage the internal accounting staff (CFO, Contro­ller, accoun­tant) and gather as much inform­ation about the financial statem­ents.

PRODUCTION / MANAGEMENT WALK THRU

What is produced and what is product mix?
How is inventory changed from raw material thru finished goods?
Does company use perpetual or physical inventory methords?
Is inventory well organized, clean, or dusty?
Is receiving & shipping organized?
Are finished goods gathering dust?
Are employees produc­tive?
What KPI does company track?
Returns / scrap / Overtime?

SERVICE WALK THRU

What is production cycle?
What types of services are perfor­med??
Are different services provided?
What are staffing levels?
What produc­tivity measures are tracked?
How does management diversify product mix, customers, etc?