Siebel Applications Administration Guide > Opportunities (End User) >

Creating an Organization Analysis

You can automatically create organization charts to help you analyze your key contacts and develop your relationship strategy to win the opportunity.

Siebel Sales automatically generates organization charts using the contacts associated with each opportunity. When you update contact information, your changes are reflected in the organization chart. You can update contact information from either the Opportunities screen or from the Contacts screen.

This task is a step in Process of Managing Opportunities.

To add existing contacts to the organization analysis

1. Navigate to the Opportunities screen, then the Opportunities List view.
2. Drill down on the Opportunity Name field of the opportunity record.
3. Click the Organization Analysis view tab.
4. Use the form at the top of the page to query for the opportunity with which you want to work.
5. In the Organization Chart view, click New.

   The Add Contacts dialog box appears.

6. Select one or more contacts to add, and then click OK.

   NOTE:  To select a sequence of contact records, hold down the SHIFT key, and click the contact records. To select multiple contacts that are not in sequence, hold down the CTRL key, and click the contact records.

Creating New Contact for the Organizational Analysis

Complete the following procedure to create new contacts for the organization analysis.

To create new contacts for the organization analysis

1. Navigate to the Opportunities screen, then the Opportunities List view.
2. Drill down on the Opportunity Name field of the opportunity record.
3. Click the Organization Analysis view tab.
4. In either the default Organization Analysis chart view or in the Contacts list (toggle view), click New.
5. In the Add Contacts dialog box, click New.
6. In the new contact record enter the contact information in the fields, and then click Save.

   NOTE:  If you create a new contact directly from the Organization Analysis chart view, you must click Save to return to the Organization Analysis chart view.

   The following table shows the shading that appears in the contact node in the organization chart for each value in the Level of Influence field.

   Field Value	Shading
   Low	None
   Political Structure (Medium)	Light gray
   Inner Circle (High)	Dark gray

Using Drag and Drop to Depict Organization Hierarchy

From the Organization Analysis chart view you can drag and drop contacts to indicate professional relationships within the organization.

To create the hierarchy

1. Navigate to the Opportunities screen, then the Opportunities List view.
2. Drill down on the Opportunity Name field of the opportunity record.
3. Click the Organization Analysis view tab.
4. Add or create contacts.

   In the Organization Analysis chart area the nodes (boxes) appear for each of the contacts you have analyzed and associated with the opportunity. For more information, see Creating an Organization Analysis.

5. Select the contact node and drag it beneath the contact node that depicts the contact's manager.

   When you drop the contact node on its manager node, a formal line between the nodes appears, reflecting the reporting relationship.

6. Repeat Step 5 for each contact until you have completed the organization chart.

   NOTE:  The reporting relationships are also stored in the Contacts list (toggle view). Information about the manager of the contact appears in the Manage Last Name field and Manager First Name field. To display this information in the contacts list, click the menu button, and then choose Columns Displayed.

Drawing Lines of Influence

You can also map the politics in the customer organization by identifying informal lines of influence between contacts. Mapping informal lines of influence helps you identify contacts who are not highly ranked (and are easier to access) but who have significant influence on key decision makers. Lines of Influence information is automatically updated in the Contacts screen's Relationships view. You can add Lines of Influence information in the Relationships view if you prefer.

To draw lines of influence

1. In the Organization Analysis chart area, select the contact node, and simultaneously hold down the CTRL key.
2. Drag and drop the selected contact on other contacts to draw the lines of influence.

   The CTRL key must be depressed throughout this process in order for the informal line of influence to appear.

Deleting Line of Influence

Complete the following procedure to delete lines of influence.

To delete lines of influence

• In the Organization Analysis chart area, select the line and press the DELETE key.

  You can also right-click in the Organization Chart area, and choose Edit, then Delete from the menu.

Viewing and Printing the Organization Analysis

After you associate contacts with an opportunity and enter values for the manager, reports, associates and the influence level for each, you can view an organization chart of all your contacts.

To view the Organization Analysis chart

1. Navigate to the Opportunities screen, then the Opportunities List view.
2. Drill down on the Opportunity Name field of the opportunity record.
3. Click the Organization Analysis view tab.

   The Organization Analysis list of contacts appears.

4. From the drop-down list, choose Organization Chart.

   An organization chart appears with the contact information you entered. The influence level or managerial structure assigned to the contact determines how the contact appears in a hierarchy.

   You can double-click the contact node to navigate to the Contacts screen's Activities view to add follow-up activities for the contact.

Printing an Organizational Analysis Chart

Complete the following procedure to print an Organization Analysis chart.

To print an Organization Analysis chart

1. Navigate to the Opportunities screen, then the Opportunities List view.
2. Drill down on the Opportunity Name field of the opportunity record.
3. Click the Organization Analysis view tab.

   The Organization Analysis list of contacts appears.

4. From the drop-down list, choose Organization Chart.
5. Right-click in the Organization Analysis chart workspace, and choose Print from the menu. (If the chart does not print, select Alt-Ctrl before you right-click.)

   You can adjust the zoom level at which you want to print the organization chart. Large charts print across multiple pages.