Understanding who all the stakeholders are in relation to an Opportunity can assist you in building a sales plan, which identifies those people whose help you can enlist to influence decision-makers and, ultimately, win the deal.

Workbooks allows you to record relationships between Opportunities and People/Organisations who are involved in the Opportunity in some way.  For example, you might want to record that a Person has an advisory role within an Opportunity or that a particular Organisation is competing for the same piece of business.

• To record a relationship that a Person has with an Opportunity, open the People tab on the Opportunity and click Add Relationship.  Search for the appropriate Person and choose the right relationship from the dropdown picklist next to Relationship.  If you know how that Person feels about the deal, you can use the dropdown picklist next to Status to record this.
• To record a relationship that an Organisation has with an Opportunity, open the Organisations tab on the Opportunity and click Add Relationship or Add Competitor.  Search for the appropriate Organisation and choose the right relationship from the dropdown picklist next to Relationship.  If you know how the Organisation feels about the deal, you can use the dropdown picklist next to Status to record this.