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. Navigate to the Organization Analysis view.
4. Use the form at the start of the screen to query for the opportunity.
5. In the Organization Chart view, create a new record, select one or more contacts in the Add Contacts dialog box, and 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. Navigate to the Organization Analysis view.
4. In either the default Organization Chart view or in the Contacts list (toggle view), create a new record.
5. In the Add Contacts dialog box, create a new record.
6. In the new contact record enter the contact information in the fields, and then save the record.

   NOTE:  If you create a new contact directly from the Organization Chart view, then you must save the record to return to the Organization 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

Creating the Organization Hierarchy

From the Organization Chart view, you can create the organization hierarchy to indicate professional relationships within the organization.

To create the organization 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. Navigate to the Organization Analysis view.
4. In the organization chart, click the dot at the end of the node for a manager, and relocate that dot to the other dot at the start of the node for the subordinate.

   A line that reflects the reporting relationship between the contacts appears.

5. Repeat Step 4 for each contact until you complete 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 Manager Last Name field and Manager First Name field. Use the Columns Displayed option in the menu for the cogwheel icon to display these fields.

Drawing Lines of Influence

You can track the political structure in a customer organization by identifying lines of influence between contacts. Tracking lines of influence helps you identify contacts who are not highly ranked (and are easier to access) but have significant influence on key decision makers.

Information about lines of influence is automatically updated in the Relationships view of the Contacts screen. You can add lines of influence in the Relationships view.

To draw lines of influence

1. Navigate to the Opportunities screen, then the Opportunities List view.
2. Drill down on the Opportunity Name field of the opportunity record.
3. Navigate to the Organization Analysis view.
4. In the organization chart, click the dot at the side of the node for a contact, and relocate that dot to the other dot at the side of the node for another contact.

   A line that reflects the influence between the contacts appears.

5. Repeat Step 4 for each contact until you draw all lines of influence.
6. To delete a line that reflects an influence, click the line, and select Delete in the Actions list.