Follow champions who change jobs

# Follow champions who change jobs

You have access to a CRM, LinkedIn search, product analytics, a
call-recording tool, an email enrichment waterfall, an email account,
and a messaging tool. Run this every week for **[every champion and
active user at your won accounts]**.


## 1. Spot champions who changed company

From the CRM, list every contact at a won account who is marked a
champion, a decision-maker or an active user: **[the contact roles or
properties your team uses for this]**. Keep their name, their account,
the account's owner and the deal they were on.

For each, read their current LinkedIn profile. A current company that
is not the account's company, with a start date after the deal
closed, is a move. Keep the new company, the new title and the start
date. A contact whose profile cannot be found is reported, not
guessed.

Only moves since the last run are new. Everything else was handled
the week it happened.

## 2. Check the new company in the CRM

Match each new employer against the CRM on its domain. If it is a
current customer, has an open deal, or lost a deal in the last
**[six months]**, the move is not a new deal: post one line to that
account's owner saying who just joined and from where, note it on
the contact, and take the move off the list.

## 3. Pull what they achieved with you

For each move that is left, read the old account's usage in product
analytics for the champion's time there: the features used most, the
volume, and any number that grew. Search the call recorder for the
champion's calls and keep anything they said in their own words about
what the product did for them.

This is the material for the note. A note that says "we worked
together" is a note anyone could send; one that says "you ran 1,400
reports a month on it" is one only you can.

## 4. Judge the new company against your ICP

Score the new company on **[your ideal customer profile: segment,
size, geography, and what disqualifies]**. A champion at a company
that is not a fit is noted on the contact with the new company and
the reason, and not contacted: the relationship is kept for when they
move again, and nothing is sold to a company you would not sell to.

Keep the score and the reason for the ones that pass.

## 5. Choose the owner from your territory rules

Read each move against **[your routing rules: territories by
geography and segment, named accounts, and whether a relationship
travels with the person or stays with the territory]**. Name the rep
and the rule. Where your rules say the old account's owner keeps the
relationship, the deal is theirs.

If no routing rules are written down, open the deal in step 7 with no
owner and say so in the message.

## 6. Find the new email, draft the note

Submit the champion's name and new company to the enrichment
waterfall and keep a verified work email. If none comes back, the
deal is still opened in step 7 and the note is drafted to be sent
through LinkedIn instead; say which.

Draft a note from the rep chosen in step 5: congratulations on the
move in one line, one specific thing they did with the product last
time, in a number or in their own words from step 3, and a request
for twenty minutes. Nothing about the product's features. **Create
it as a draft. Never send it.**

## 7. Open the deal, notify both owners

Create the deal on the new company, with the champion as its contact,
the move as its source, the ICP score and reason, and the rule that
chose the owner. If the company does not exist in the CRM, create it
with what step 4 found.

Post one message to the new owner: the champion, where they came
from, what they did with the product, and where the draft is. Post
one line to the old account's owner: their champion has left, and the
account may need a new one.

## Output

Report: contacts checked, moves found and since when, moves set aside
as already in play and the owners told, what was found for each
champion in analytics and on calls, the ICP score and reason per new
company, the owner chosen and the rule, emails found and missing,
the deals created, and the drafts waiting.