New Companies to Load Request (NCTL)
Last updated: October 3, 2025
At FareHarbor, most leads originate from the Sales department. However, anyone can submit a new company form. As “Guardians of the CRM,” we are responsible for exercising critical judgment to prevent duplicates, bad fits, or international leads from being entered into Close. Effective communication with the person who submitted the form is essential for this assessment.
Assignment:
- NORAM: Sarah Burns
- EMEA: Assign to AE
- APAC: Assign to AE
- NORAM Sales Ops: Sarah Burns
- EMEA Sales Ops: Morten Jorgensen
- APAC Sales Ops: Max Arkell
Forms:
Best Practice: Avoid copying comments with lead IDs or URLs into a note. Instead, use a short name for Active Clients or a Company Name to prevent lead duplication in reports and improve duplicate checking in the CRM.
Once the New Lead Submission Form is completed, an entry appears in the New Companies to Load tab of the Lead Generation | Process in Airtable (AT). At this point, it becomes Lead Generation’s responsibility to load the new company into Close.
Lead is not in Close
After assessing the lead is not a duplicate:
- Input your initials in the LG Name column in Airtable
- Follow the steps in the Loading Leads with Potential Client Status
- Add Custom Field Sales – Referral (Live) to the URL Object (if applicable)
- Create Opportunity with user Sales Ops and the URL associated with the URL Object
- Assign the lead
- Type “/” and select NCTL
- Adjust the NCTL note as necessary
- Copy and paste any comments from Airtable into the NCTL note
- Task the lead to the correct assignee: *“Hi there! New lead loaded”
Best Practice: NCTL – acronym must be present at all times. Follow the correct order of operation – create the opportunity first, then assign the lead in the URL Object.
Assignment Per Region
- NORAM: Assign to NORAM Sales Ops
- EMEA + APAC: Assign to the AE who submitted the NCTL
If a new company was submitted by someone from another department (e.g., an Account Manager, Strategic Partnership etc.),
- Review the “Comments” in Airtable
- Check if they requested immediate outreach
- Add a task to Sales Ops, if they requested immediate outreach
If a company was submitted by a Sales Manager,
- Send a Slack message to the Sales Manager
- Confirm with the Sales Manager which AE should be assigned
Lead is in Close
If the lead is in Close:
- Slack the AE or whoever submitted the NCTL to inform them
- Redirect the Account Executive (AE) to the right form
- Select “Already in Close” in the Loaded in Close column
- Copy/paste the Close URL into the Close Lead URL column in Airtable
Lead is Connected to Another Lead
Send a Slack the submitter:
- “Are these companies linked? Do they share ownership?”
If the relationship is not confirmed:
- Load the lead following the usual steps
- Add a
/bd_cssnippet with explanations of their possible shared decision making
If the relationship is confirmed:
- Slack the AE
- Send the AE the New URL/Location Object Request Form
If the lead is loaded:
- Select “Yes” in the Loaded in Close column,
- Copy/paste the Close URL into the Close Lead URL column in Airtable
If the lead is not loaded:
- Select “New Dash – resubmit new form” or “Related – resubmit new form”
- Copy/paste the Close URL into the Close Lead URL column in Airtable.
Lead is a Bad Fit
AEs usually know which leads to pursue. You can contact the AE to understand their choice.
If it’s a Questionable/Bad fit:
- Reach out to the AE
- Indicate why you believe it’s a questionable/bad fit
- Select “Bad Fit” in the Loaded in Close column
Country Not Supported by FareHarbor
If the lead is in an unsupported country:
- Contact the AE to share your findings and gather insights
- Confirm that the client uses one of FareHarbor’s accepted payment methods (for example, PayPal)
- Include a note explaining why the lead was added
- Include any relevant comments from the AE in quotation marks
- Select “Yes” in the Loaded in Close column
- Copy/paste the Close URL into the Close Lead URL column in Airtable