Section 13 of 21 · Decision Book p.27–28
13. Relationship Graph — Follow People, Not Just Companies
DMA's book asks the system to follow people as well as companies: spot job changes, former champions, several contacts on one account, company groups and referrals. The multi-person account view already works in the POC; the rest are scheduled later and designed on top of it.
What we built for this section
- Accounts read as one bundle, with every person on them, one tier and one next best action.
- The Account 360 screen with people, contactability notes, deals and timeline.
- "Left the company" and bounced emails found in the notes and marked, so those people are skipped.
The 5 capabilities, in the book's order
| No. | Capability | Book page | Phase | Autonomy | Status |
|---|---|---|---|---|---|
| 13.1 | Job-change detectionIf a former DMA contact becomes, say, CMO somewhere else, show the new company as a possible opportunity. | p.27 | Phase 3 | L1 · Recommend | Designed for Phase 3 |
| 13.2 | Former-client champion detectionPeople who liked working with DMA at one company can be strong introductions at their next one. | p.27 | Phase 3 | L1 · Recommend | Designed for Phase 3 |
| 13.3 | Multi-person account viewUnderstand that several contacts can belong to the same deal or account. | p.27 | Phase 2 | L2 · Prepare, then wait for approval | Built in the POC |
| 13.4 | Parent / subsidiary / franchise relationshipsLink related companies (parent, subsidiary, franchise) so DMA sees the bigger account. | p.28 | Phase 2 | L1 · Recommend | Designed for Phase 2 |
| 13.5 | Referral relationship trackingShow useful connections between clients, former clients, partners and prospects. | p.28 | Phase 3 | L1 · Recommend | Designed for Phase 3 |