Checklist for Customer Visit

Prepare general plan for proactive visits for next year (A and B customers, new prospects) 

Agree with customer on date, purpose, and participants 

Confirm date and place of visit with customer and send agenda Briefing with participating colleagues, define main objectives, prepare a list of info you are looking for Adaptation of standard customer presentation Prepare gifts 

When visiting key accounts study files of participants from customers 

Fine Chemicals The Industry and the Business, by Peter Poliak Copyright 2007 by John Wiley Sons, Inc. 

---

Face-to-face customer contacts have been indicated above as the most efficient tool for the safeguarding of existing and acquisition of new business. Customer visits are a three-step effort, namely, preparative deskwork, the visit itself, and the follow-up, which all need careful attention. For details, see Appendix A.7, Checklist for Customer Visit. A tailored 20-30-min company presentation is the centrepiece of the visit. An example for the contents is given in Appendix A.8, Outline for a Company Presentation. 

---