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Scenario for Adding a New Contact

This scenario features sample tasks performed by a sales representative and a private banker in the securities or banking industries. Your company might follow a different workflow according to its business requirements.

Sales Representative Adds a New Contact

At a conference, a new account representative meets a potential customer. The potential customer gives the new account representative his business card and informs her that he had recently moved to the area and is still looking for a financial institution to serve his small business and personal banking needs.

The new account representative returns to her office and enters her new acquaintance into Siebel Finance as a new contact. She can also enter his company information and associate the company with the contact. In the Relationship Hierarchy view, she can enter the relationships for this contact, including all companies he is associated with, the contact's business partners, lawyer, his family members, and other influential relationships. As the creator of this new contact record, she is automatically added to the coverage team as the primary representative for the customer. If necessary, she can also add the small business manager and other product experts to the coverage team so they can see this new contact in their My Contacts view.

As the customer is looking for personal and business services, the account representative can create separate opportunity records in Siebel Finance associated with the contact. In the opportunity records, she records the products and services the customer is interested in as well as other follow-up activities to serve the customer's financial needs.

In the scenario, end users are the new account representatives who manage company information in the field. They enter information to:

• Add a new contact and associate him/her with companies
• Use the Relationship view to enter all the contact's influential relationships
• Add other account representatives to the coverage team
• Create new opportunities associated with the contact
• Create follow-up activities and assign them to the right representatives to close the potential opportunities

Private Banker Prepares for Sales Call

A private banker is preparing for a sales call. He reviews his client's information by answering the following questions:

• What company does this person work for?
• What is the value of this customer's relationship?
• What is this person's financial profile?
• What financial accounts and products does the person already own? What might the person need in addition?
• What types of service issues has the person had?

Access the Contacts screen to answer all of these questions.

In the scenario, end users are private bankers in the banking industry. They enter information to:

• Add a new contact
• Create a customer value assessment
• View contact summary information
• View the results of a customer value assessment