Planner Retention Requirements
The station planners must be maintained in-month
and for the previous 12 months.
Review and Analysis
ZSs review and initial the station planners during
each station visit. The two most important questions
to ask during this review are: 1) Is the plan being
followed? and 2) Is the plan working? If the answer
to both questions is yes, your review is basically over.
The only thing left is to possibly make suggestions to
improve the efficiency of the plan to save recruiters
time and effort. If not, the following areas should be
checked to determine problem areas:
l What was used for justification of the plan?
Does the RINC know what the station needs to
accomplish to meet its objective? Were PATE sheet
Has the RINC received and
reviewed the goaling letter thoroughly?
goaling letter been taken in to account on the plan?
l Are adjustments made? Every plan must be
adjusted from time to time. Adjustments should be
made based on results of the DPR. Look for the
frequency of rescheduled activities. If too many
adjustments are happening, perhaps the plan was not
effective from the start or the RINC is not ensuring
that the recruiters follow the plan when they should.
In either case, training should be conducted on
developing a prospecting plan and the real benefit to
them in following it.
If no adjustments are being
made, be suspect. Perhaps the planner is being used
as a log, after the fact. In that case, the RINC needs
training on the use and benefits of the planner.
l Dots the plan allow for flexibility? The
planner should allow for new additions to the
schedule. There is no sense in filling in every hour of
the day for the entire week. Time should remain open
for new appointments and processing evolutions.
Imagine the recruiter with a hot referral, scheduling
the appointment a week down the road, because the
planner was full.
l Look at no-show appointments. The RINC
should make sure that the individual is recontacted for
a new appointment and the time period is used for
prospecting activity. This does not necessarily mean
If the time is not effective for
phone power, the RINC should make sure some other
type of activity is planned. This could be contacting
centers of influence (COIs) for referrals, personally
developed contact (PDC) canvassing, refining lists,
door-knocking or making personalized mailouts to
cards with no phone numbers, or any other endeavor
that contributes to station goal.
Review of Our Sample
Lets take another look at figure 8-1. This
initially planned on
appointments and holding two interviews on Monday.
The plan called for 2 hours of phone prospecting and
1 hour of prospecting for DEP referrals. The recruiter
actually accomplished 1 and 1/2 hours phone and 1
hour DEP referrals.
Since the two planned
appointments were attained, no prospecting activity
needed to be rescheduled. Notice one of the planned
interviews was rescheduled for Tuesday.
Tuesday the recruiter runs an itinerary. The RINC
and recruiter agreed on a goal of two PDC
appointments and preprospecting the day before has
resulted in an appointment during the itinerary. The
recruiter conducts two interviews for the day but only
completed half of the scheduled PDC prospecting.
They reschedule 1 hour of PDC prospecting for the
following day. The rescheduled interview commits to
processing for the Navy so kit preparation time and a
MEPS run are scheduled on the planner for the next
Wednesdays DPR finds that the kit is complete,
an appointment was made in both the PDC and phone
modes, and the scheduled interview no-shows a
second time. The recruiter recontacted the prospect
and scheduled the interview for Saturday morning.
The RINC trains the recruiter. Saturday appointments
are sometimes necessary, but why schedule yourself to
come in on a day off for a prospect who has a high
no-show probability. The RINC reminds the recruiter
to confirm the appointment the day before.
Thursday, the recruiter spends most of the day on
a MEPS run and combining a supply run to the Navy
Recruiting District (NRD) makes for better time
management. The day resulted in no new prospecting
or interviews but was very productive with the
addition of a new contract.
Friday, the recruiter spends the planned hour of
referral prospecting, holds an interview, and secures to
attend zone training. The recruiter calls to confirm