Chapter 2

Does the org chart show who is on my side?

Sơ đồ tổ chức có nói ai đứng về phía mình không?

The chapter's question

How do I map an account on a single page?

Big idea

A map of the people in an account is only useful when it records attitudes, not just job titles.

In this chapter

  1. Part 2.1

    Three Columns

    What should be recorded for each person on the map?

  2. Part 2.2

    Support, Neutral, Against

    What signs do I use to classify someone's attitude?

  3. Part 2.3

    Blank Spots

    Where on the map am I guessing rather than knowing?

  4. Part 2.4

    When to Update

    Which events on the customer side force me to redraw the map?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of The Signer and the User is free to read right here.

Read in Conan School

Chapters of The Signer and the User

  1. 1.Who is my customer inside this account, really?
  2. 2.Does the org chart show who is on my side?
  3. 3.Is the account loyal, or just one contact?
  4. 4.Does the signer even care about the product?
  5. 5.Is the loudest critic really the biggest risk?