Relationship Penetration Index

 

At The Chapman Group we believe in a 3x3 relationship penetration methodology. This methodology is based on the principle that within an account / opportunity, you should develop a 3x3 relationship network and have penetrated the account / opportunity high, wide, and deep (having multiple contacts, at all levels, across all functions in the organization).  

 

Account Relationship Penetration Index

The Account-Relationship Penetration Index (RPI) is an assessment of how well you have penetrated the account across all levels, functions, and divisions. Through the process of relationship profiling, you will be able to determine where your strongest and weakest relationships exist within the account. This algorithm calculates (on a scale of -100 to +100) each individual relationship according to the individual relationship influence. An individual's relationship Influence is represented by how directly they affect your situation, how powerful they are, and how strongly they align with you, your organization, and/or your solution.  

Once you have completed the individual relationship profiles, you will be able to get an aggregate score for the entire account. For an account, the scores will be weighted by management level; senior, mid, first line management.  

 

Opportunity Relationship Penetration Index

The Opportunity Relationship Penetration Index (RPI) is an assessment of how well you have penetrated the account across all levels, functions, and divisions. Through the process of relationship profiling, you will be able to determine where your strongest and weakest relationships exist within this opportunity. This algorithm calculates (on a scale of -100 to +100) each individual relationship according to the individual relationship influence. An individual's relationship Influence is represented by how directly they affect your situation, how powerful they are, and how strongly they align with you, your organization, and/or your solution.  

 

Once you have completed the individual relationship profiles, you will be able to get an aggregate score for the opportunity. For each opportunity, the scores will be weighted by influencer role; value decision maker, champion, user, evaluator, committee member.