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briefing.pdf · 1:1 with Sarah Chen, VP Sales
Cascade Locums
Provider-first staffing
1:1 with Sarah Chen, VP Sales
Meeting Prep · May 6, 2026 · 10:30 AM CT · 30 min · Confidential
3
Going well
2
Excited about
1
Need help with
30m
Time block

Account snapshot — what we know

  • Manager: Sarah Chen, VP Sales — promoted to VP in Q1, weekly Tuesday cadence.
  • Last 1:1: 3 days ago. Discussed Mercy ramp; parked the bill-rate exception question for follow-up. She asked me to come back with a proposal.
  • Standing topics: Career path conversation queued for end of quarter — we agreed last 1:1 to revisit then.
  • Mood signal: Pushing forecast accuracy hard this quarter. She's been asking the team for back-up data on every commit. Bring receipts.
  • Time pressure: Hard stop at 11:00 — she has board prep at 11:15. Don't run long; if there's overflow, queue it for next 1:1.
  • What I want to walk away with: Sign-off on the Mercy bill-rate exception, and her gut on whether the SLED partnership exploration is something I should pitch formally.

Cascade Locums product fit

  • ✓
    Mercy bill-rate exception — sign-offIN SCOPE

    WANT TO LAND. Have the proposal ready: 8% above floor, 12-month ramp economics show it's defensible, exec-level air cover already given by Walker.

  • ✓
    SLED partnership exploration — her gutIN SCOPE

    WANT TO LAND. Frame as exploration, not a formal pitch. 30-second floor read; don't over-prepare or it'll feel like a stretch-role ask.

  • Riverside loss debrief — timingDISCUSS

    SURFACE BRIEFLY. Mention I drafted the post-mortem; ask whether she wants it before or after the Q1 board meeting.

  • Comp question for fall cycleOUT OF SCOPE

    SAVE FOR NEXT TIME. End of quarter is the right window; raising it now muddies the SLED conversation.

Known objection & intel

The hard one: asking for stretch role responsibility on SLED partnerships
Sarah is protective of bandwidth — she's said before she doesn't want me 'spread thin.' Need to make this feel additive, not a distraction from quota. Land it carefully or don't land it at all this 1:1.
Key counter-points when it comes up
  • •Q1 quota is at 105%: Pipeline is clean; numbers are doing the talking. She can't credibly say I'm under-delivering core work.
  • •Mercy + Cedar Point can run on autopilot for 60 days: Both accounts are in stable phases. Frame: I have the time precisely because I built repeatable motion on the core book.
  • •Specific scope, not open-ended: I'm asking for 4 hours/week to scope SLED — not a role change. Bounded ask, easy to retract if it doesn't pan out.

Meeting attendees — May 6, 2026

SC
Sarah ChenDECISION MAKERIN MEETING
VP Sales · Manager
schen@cascadelocums.com
  • •Direct, time-constrained. Prefers data over narrative.
  • •Tight with the CRO — what you say to her gets surfaced. Be intentional.
  • •Past pattern: open to stretch asks if you've shown you can hand off current work first.
MR
Mark RiveraKEY INFLUENCERNOT IN MEETING
CRO · Skip-level (NOT in meeting)
  • •Sarah will represent this conversation upward to him.
  • •Cares about: forecast credibility, named-account expansion, anything 'strategic' for the next board cycle.
  • •Don't ask Sarah to commit on his behalf — let her surface it to him in her own time.
JP
Jenna ParkNOT IN MEETING
Peer · Took on SLED role last year
  • •Comp story — got a stretch SLED role last fall. Useful reference if Sarah pushes back.
  • •Jenna's path: kept core book, added 4hrs/wk on stretch, formalized after one quarter.
  • •Don't name-drop her unless Sarah asks 'has anyone else done this?' — then it's natural.

Key questions to uncover — May 6, 2026

Going well
  • •Mercy account hit ramp 2 weeks early. Cleared their first weekend block with zero escalations.
  • •Closed the Riverside-adjacent referral via Jenna's intro — $180K, signed Friday.
  • •Onboarded the new SDR. First 3 reqs landed in week 2 — fastest ramp the team's seen this year.
Excited about
  • •SLED partnership exploration. Saw three RFPs come through last week that we'd be a fit for — want your gut before I formalize.
  • •Q2 enablement track — interested in leading the locum-credentialing module. Genuine teaching ask, not a stretch-role play.
Need help with
  • •Mercy bill-rate exception — 8% above floor. I have the ramp economics ready. Need your sign-off so I can close the SOW by Friday.
Prepared by Cascade Locums · Confidential · May 6, 2026
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