🛠️ Blue-Collar Prospect Triage Process
Objective:
To identify and disqualify high-risk blue-collar EOR prospects early in the sales cycle, minimising time spent on opportunities that fall outside our service scope or carry unacceptable HR compliance or operational risk.
🔍 Step 1: Identify Blue-Collar Roles
As soon as it becomes clear that the prospect involves blue-collar work, pause and trigger the triage process before moving the opportunity forward.
Examples include: construction, logistics, manufacturing, field services, agriculture, cleaning/maintenance, warehousing, and similar.
🧾 Step 2: Ask the 5 Triage Questions
During the initial call or early discovery, ask the following five questions:
Are the workers using hand tools or heavy machinery? Are they working at height, at risk of falls, or in an extreme noise environment? Are they required to travel between different job sites? Are they paid hourly, working shifts, or working outside the standard hours of the country? Are they handling or exposed to hazardous materials (e.g. chemicals, biological waste, flammable substances)? Record all answers clearly in your CRM or notes.
🚦 Step 3: Apply the Triage Threshold
✅ If 2 or fewer answers are “Yes”:
Next step: Request a job description from the client (if not already provided). Sales team should escalate the opportunity to a Deal Desk discussion (including relevant stakeholders from Sales, Operations, Legal and/or Compliance). Service feasibility and support cost Regulatory, insurance or liability issues ❌ If 3 or more answers are “Yes”:
Do not proceed. Politely decline the opportunity. Use standard messaging to explain that: “Based on our internal risk assessment, we’re unable to support this type of engagement due to the nature of the work and associated obligations.” 📋 Step 4: Record-Keeping & Internal Handover
Ensure the following are documented in the CRM: Number of “Yes” responses Job description received (Yes/No) Deal Desk discussion held (date) Final decision (Proceed / Do Not Proceed) If proceeding, alert the HR and Payroll teams promptly. 🧠 Guidance for Sales Team
Ask these questions early, and frame them as standard due diligence — clients appreciate transparency. If a prospect queries the purpose, clarify that our service is designed for white collar work and we have clear boundaries for operational and legal reasons. Reference examples of similar disqualified cases to illustrate the policy where needed.
Blue Collar Triage Process