---
title: Doctor Lead List and Outreach Process
description: Process for generating, qualifying, and conducting outreach to potential clinical partner leads, including documentation and compliance requirements.
---
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1. [SOP Knowledge Base (Internal)](https://knowledge.zollege.com/sop-internal?hsLang=en)
2. [Clinical Partner Life Cycle](https://knowledge.zollege.com/sop-internal/clinical-partner-life-cycle?hsLang=en)
3. [Business Development](https://knowledge.zollege.com/sop-internal/clinical-partner-life-cycle?hsLang=en#business-development)
# Doctor Lead List and Outreach Process
# Doctor Lead List and Outreach Process
**Assigned To:** Sarah Dungan, Dan Tietz, Jessica Myers, Trent Scipio, Carly Cavagnoli, Sam Gilkey
**Category:** Clinical Partner Life Cycle, School Life Cycle
**Department:** Business Development, Compliance
**SOP Rule:** Trigger
**Status:** Approved by CEO and Implemented
## Purpose
This SOP outlines the process for lead generation, qualification, and outreach to establish partnerships with medical and dental offices for student clinical training.
## Scope
Applies to all Business Development activities including lead sourcing, outreach, qualification, site visits, and compliance documentation collection.
## Definitions
- **Lead Generation:** Identifying and engaging potential partner sites
- **Outreach:** Communication via phone, email, or meetings
- **Doctor Lead List:** List of potential partner practices
- **Qualifying Questions:** Criteria-based questions for DAS and MAS programs
## Responsibilities
- **Business Development Associate:** Generate leads, conduct outreach, qualify leads, collect documents, maintain CRM records
- **Business Development Director:** Oversee strategy, monitor performance, guide team
- **Compliance:** Review and approve required documentation
## Procedure
### Lead Generation
- Source leads via cold calls, email campaigns, referrals, conferences, and platforms (ZoomInfo, OpenMart)
- Log all leads in CRM and assign ownership
### Lead Qualification
- Contact leads and introduce Zollege partnership opportunity
- Ask qualifying questions based on DAS or MAS program requirements
- Evaluate facility, equipment, and compliance readiness
- Reschedule if decision-maker is unavailable
### Initial Outreach and Call Handling
- Introduce company and partnership benefits clearly
- Address objections with structured responses
- Offer follow-up scheduling and send additional information
### Outreach Process
- Schedule in-person meeting if qualified
- Conduct site visit and evaluate facilities
- Discuss logistics including equipment, parking, and space
- Send follow-up communication after visit
### Documentation Collection
- Collect required documents:
- Floor plan
- Fire inspection report (within 1 year)
- Certificate of Occupancy
- Submit all documentation to Compliance for review
### Qualified Leads
- Track qualified leads in HubSpot B2B pipeline
- Coordinate next steps for partnership development
## Completion Criteria
- Lead meets qualification requirements
- All required documentation collected
- Lead properly tracked in CRM
## Tools and Resources
- Lead Generation SOP
- Qualifying Questions (DAS and MAS)
- Initial Call Script
- CRM (HubSpot)
## Revision History
- 1st Version: 12/31/24
- 2nd Version: 07/16/25
- 3rd Version: TBD
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- [Achieving 12% Lead-to-Enrollment (LTE) Conversion](https://knowledge.zollege.com/sop-internal/achieving-12-lead-to-enrollment-lte-conversion?hsLang=en#main-content)
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- [Requesting a New School to be Added as an Organization in NHA](https://knowledge.zollege.com/sop-internal/requesting-a-new-school-to-be-added-as-an-organization-in-nha?hsLang=en#main-content)
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