Using the Organization Chart to Draw Lines of Influence

You can track the political structure in the account or unit 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 on the organization chart

1. Navigate to the Organization Chart view.

   For more information, see Conducting an ESP Organizational Analysis.

2. 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.

3. Repeat Step 2 for each contact until you draw all lines of influence.

4. To delete a line that reflects an influence, click the line, and select Delete in the Actions list.