Field Guide

For the farming, the visit, the card and the phone call.

Version 8.0 · November 2026 · Print it and keep it with the cards

Score at a glance

Band	Score	Meaning
Green	8–12	Core profile. Call or visit now.
Amber	4–7	Partial fit. Call to find out what is missing.
Red	0–3	Outside profile. Leave it.
Grey	—	Not on Companies House. Not scoreable.

Amber on a high score means a cap fired — too far from BD20, over £7m, too many directors, wrong trade, or the owner lives out of range. The card says which.

The target

£200k–£7m turnover · limited company · one or two directors · within 90 minutes of BD20 · B2B trade · owner-operator.

Over £7m or 50+ staff loses three points and never reaches Ready to invite. A focused £400k owner-operator beats a £9m firm with a board: the person in the room has to be the one who can say yes.

The invitation card — hand it over, then record it

• Card first, number second. Only the number on the card in their hand can be right. The CRM never picks one.
• Any case, space optional. O = 0, I and L = 1. A typo is caught by the last character.
• Refused if it is not one of ours or another business holds it — the message names which.
• Lost card or a new morning? + card. The newest card is the ticket reference.
• Do it outside, before the next call. An unrecorded card cannot be matched when they reply.

Reading the card strip

Sent · Opened · Outcome · Mini Q · Ticket · Attended. Opened three times with no outcome is the warmest call you will make this week. A red Do not invite banner means exactly that.

Mini Q — Karen's call after they register

"Hi [name], lovely to speak to you, I'm Karen, Graham Corrigan's PA. Graham has asked me to give you a ring to tailor the event you are attending."

• How many people are in your team?
• What has been the biggest challenge in the business? — time, team or money, all that apply
• If you could change one thing in the next 90 days, what would it be? — their exact words
• What would you estimate your turnover was last year? — tick "knew exactly" if confident

Some answer on the website first; their Mini Q and question for the morning are then already on the card. Editable only at Registered.

Decline reasons — pick one

Holiday	Too busy / short staffed / appointment
Did not say was coming	Further information
Another part of country	Not involved day to day
Timing wrong — try next event	Remove from marketing

The reason is what makes them workable again in three months. Not optional.

On the visit

• Ask for the director by name — the card shows it, and the name they go by.
• Gatekeeper? Rate 3 and note the best time to return.
• Google phone numbers are unconfirmed. Correct them on the card.
• Correct turnover or postcode under Edit details — it rescores, field-verified.
• Goes by Steve, not Stephen? Edit directors → Known as. Letters then say Dear Steve.
• Not now? Card stage menu → Follow-up 6mth. It comes back on Today when due.

Rep field rating

Rating	Means	Next
0 Rejected	Hostile or clearly wrong	Park it
1 Cold	No interest today	Six months
2 Follow up	Warm, wrong moment	Diary a date
3 Try again	Gatekeeper, owner out	Next cycle
4 Invited	Took the card	Record the card · To Register
5 Hot	Wants to come	Registered, book Mini Q

Tickets — five working days before

• Event → Ticket run. Venue 30 characters at most.
• Proof first, on a spoiled shell, at Actual size / 100%. The bar must measure 70 mm.
• Read the two scales on the Reference row; press Up / Down / Left / Right by that much.
• Then Overlay onto the shells. Reference and Guest by hand from the write list.
• Post first class the same day. Reminder call at −3 days.

Event day and after

Reception list: Advanced → Event Report, by first name. Speaker list: the same report by turnover. No-shows are not lost: Pipeline → No-shows → Select all → Add to the next event.

Where things are

I want to…	Go to
See what is due	Today
Work the pools	Pipeline → Working pools (open the one you want)
Find one business	Pipeline → All leads → search
Record a card	Lead card → Card handed over?
See website replies	Advanced → Web Inbox
Move someone through an event	Events → open the event
See how it is going	KPIs
Find and score businesses	Find & Enrich
Plan a driving route	Pipeline → Build calling round
Run the tickets	Events → open event → Ticket run
Print one ticket	Lead card → Print ticket
Back up	Advanced → Backup & Export

The Business Fix CRM · Field Guide v8.0 · November 2026