It is important that the enquiry is updated throughout the sales process to enable robust MI reporting.
As well as updating the current position the referral form should be accessed and key dates recorded, these dates will be used in the compliance module to produce management information on tracking the progress of enquries and conversion rates from enquiry to new business.
If for any reason an enquiry is not going to proceed then both the ‘Status’ and the ‘Current position’ should be amended to reflect this. When an enquiry’s status is set to “Not taken up” the enquiry will move from the ‘Outstanding’ tab to the ‘History’ tab, thus creating a permanent record of the enquiry:
The ‘History’ tab of the ‘Enquiries’ section not only shows policies that did not proceed, but also shows the status of all enquires that have been raised for the client.