fiche_contact.gif
The creation of a Contact Sheet is a vital step in using Powerscope. With no less than thirty fields at your disposal, you can shape these contact sheets according to the use you want to make. The data available in the contact sheet is a mine of information on which your work will be based.

Look for a contact in the search bar. If it does not exist, create it by clicking [+].

The two sections on the left, "General information" and "Profile" allow you to enter general information about your contact.

The topics on the right are about your contact's interactions with Powerscope's environment. In order :
 

  • His positions: Positions

  • People chasing him: Handled by

  • The people he hunts: Handles

  • His personal relationships: Interpersonal relationships

  • Its networks: Network membership

  • Those who report to him: Is reported to by

  • The ones he reports to: Reports to

  • The opportunities in which he is involved: Involved in the following opportunities

 


2) opportunity sheet

Determining the stakeholders of a case and identifying the chain of decision, estimating the gain and the probability of winning an offer, identifying potential interpersonal relationships of trust or solicitation between you, your prospect, your partners and your competitors: as many essential steps of a strategic deal.
GIF 3.gif

The opportunity sheet and its "Powerscope of Opportunity" tab are here to help you visualise the environment of your deal.

Position-to-position reporting relationships, interpersonal relationships of trust, networks, and soliciting relationships are permeable from one opportunity to another.

The inclination and the buyer role are however specific to the opportunity at hand.

Example: Mrs. Dupont, HR at your prospect's company, will be the final decision maker for a training sale. You are experts in the field, she knows it, her inclination towards your offer is good. On the other hand, for a sale of telephone services, she will have no role, except that of giving her opinion, and she will be rather unfavorable, because in this area she prefers your competitor.
 


3) ORganization sheet - Structure chart        organizational unit

GIF 4.gif
Branches, Divisions, Business Units, Trades, Projects, etc. Your prospect's ecosystem is usually divided into various entities, and it can sometimes be quite difficult to grasp its structure and operation clearly.

Thanks to the tab « Structure chart » of the Organization Sheets, Powerscope allows you to vizualize how your prospect’s environment is designed, by establishing hierarchical relationships between the organizational units and using the color range to distinguish them.
 
The internal organization of your clients, partners and prospects will no longer have any kind of secret for you!
 
To reach an even thinner granularity of the structure, you can visit the tab « Organizational Unit chart » in the Organizational unit sheet.

 


4) Organizational Unit and Position

Branches, Divisions, Business Units, Trades, Projects, etc. Your prospect's ecosystem is usually divided into various entities, and it can sometimes be quite difficult to grasp its structure and operation clearly.
gif 5 postes.gif

Thanks to the tab « Structure chart » of the Organization Sheets, Powerscope allows you to vizualize how your prospect’s environment is designed, by establishing hierarchical relationships between the organizational units and using the color range to distinguish them.

The internal organization of your clients, partners and prospects will no longer have any kind of secret for you!

To reach an even thinner granularity of the structure, you can visit the tab « Organizational Unit chart » in the Organizational unit sheet.

 


5) Relationship matrix and pursuit

GIF 6.gif
Who in our organization, knows whom in our target organization?” An awful question to which the answer “we don't know” is not an option. The Relationship Matrix that models the pursuit is Powerscope’s functionality that is made for this.

Assuming that it is an entire ecosystem that hunts another one, the Pursuit is run from an Organization A towards an Organization B. Any person occupying a position in an organizational unit of A will be “hunter” of any person occupying a position in an organizational unit of B.

This tool allows and fluidifies teamwork. The software’s real-time update allows you to fill up this Matrix simultaneously with your colleagues whether they are in Paris, New York, Bangkok or Sydney.

The Relational Matrix thus models the solicitor’s relationship, meaning the professional esteem of one person towards another. It is graduated from -5 to +5, although the common use is limited to the -2 +4 range.

To evaluate this relationship you may ask yourself, “How long might it take me to get an appointment with this person?" :
Level 5 : a matter of days
Level 4 : a matter of weeks
Level 3 : a matter of months...
...until -1 and -2, where despite one or more encounters, the relationship did not take hold between you and the solicited contact, and you won't be able to get an appointment.


6)Network sheet

To belong or not to belong, ...that is the question. 
Alumni associations, sports clubs, political parties or trades, the spectrum of Networks is wide. Networks allow you to identify connections between contacts, especially in the powermap, regardless of the organization or the opportunity they are involved in.
 
GIF 7.gif

You can create a Network from the Networks section of the browser. 
Type the name of the Network, click on the button [+], and you’re ready to go !

A Network has 2 settings:
- its colour (which will appear next to the contacts involved in the Powerscope of an opportunity sheet)
- the cohesion indicator, that reveals the importance of this Network for its members.

Because a group is nothing without its members, it is now your mission to link your contacts to the right Networks. It will allow you to visualize who might know who from external activities or previous experiences !


7) Drag and Drop

GIF 8 - Drag&Drop.gif
The “Drag and Drop” function has been designed to facilitate the addition of items within the different sheets or sections of Powerscope.

The "Drag and Drop" allows you to drag any object from the browser (on the left) and drop it within the currently opened sheet. Simply select the object you want to add and while holding the click, pull it up to the form. The sections allowed to receive the object will be darkened and a sentence describing the movement will appear.

For example, you are on the contact sheet of Paul DURANT, a young graduate of HEC. You select "HEC alumni" in "Networks" on the left and drag it into the "Networks membership" section. A message will appear: "Paul DURANT will be member of HEC alumni".

This feature was especially designed to facilitate the use of Powerscope on touch devices, so get on your tablet and try it right now !


8) INCLINATIONS

Ally, supporter, hostile, enemy or neutral, the opinion of your prospect towards your proposal is information that you cannot ignore, and that can even be decisive.
GIF 9 - Inclination.gif

Specific to opportunities, Inclinations illustrate the opinion of a contact towards you and your company in a particular case. While an Ally will do everything for you, a Supporter will support you without liability. Conversely, a Hostile contact will not select you in the finalists, and an Enemy will do everything to eliminate you.

However, be careful not to confuse the Neutral inclination, and an unknown inclination. A Neutral prospect has no opinion or decision-making role on the case, while the unknown inclination is simply ... unknown ! It can be anything. So..."Keep your friends close, but your enemies closer".


9) Direct Reporting and hierarchical links

GIF 10 - Reporting direct et hierarchiquee.gif
Within a hierarchical structure, not all links are hierarchical. A given project, product, or deal can spawn different types of reporting relationships between people, such as functional and punctual hierarchical subgroups. While hierarchical links only concern positions, functional reporting relationships will only concern contacts.
 

For example, Mrs. A., a salesperson, works with Mr. B., a technician, on a tap project. For the project in question Mr. B. reports to Mrs. A., who gave him the specifications. Nevertheless, Mr. B.'s supervisor remains Mr. C., Director of the Technical Division.
 


10) EXPORTS

For any demonstration, presentation before the Comex, team meeting or encounter with your partners, you need to gather material beforehand. For this matter, the visuals and graphs of Powerscope are available everywhere and for all thanks to the Export function.
 
GIF 11 - Les exports.gif

With the "Export" button, powermaps, organizational charts, and relationship matrices can be saved as .png files on your device (computer, tablet or phone), making them available offline.