Beyond the App: Relationship Capital Management (RCM) Relationship Capital Relationship capital is the sum of an organization's connectivity to the marketplace,

Beyond the App:Relationship Capital Management (RCM)

Relationship Capital

Relationship capital is the sum of an organization's connectivity to the marketplace, both directly and indirectly.

Greg Wood - Co-Founder

http://www.google.co.uk/url?sa=i&rct=j&q=boardex&source=images&cd=&cad=rja&docid=YoOyjq5jHLdj2M&tbnid=5P_dZyTkgT-dQM:&ved=0CAUQjRw&url=http://isnuptrippin.blogspot.com/2009/07/boardex-philippines.html&ei=nuhmUbWML4_C4APjp4CABw&bvm=bv.45107431,d.dmg&psig=AFQjCNGxBeduzmKcvWBC_Mw7JnGeJhcm8g&ust=1365785106105572

CRM

• SaaS:• SalesForce• Dynamics

• Enterprise• Proprietary• Rolodex

External Data

• Bloomberg• Thomson

Reuters• Dow Jones

Internal Data Mining

• Gwabbit• DataHug• ContactNet• SalesMethods

Relationship Analysis

• BoardEx• Relationship

Science• LinkedIn

Evolution of RCM


Key RCM Business Uses

• Identity Management• Contact Management• Relationship Management

Target Identification

Contact Analysis


Strategy

Execution

• Marketing and Messaging• Mandate Targeting• Business Development Strategy• Partner Development


Tactical and Strategic Use BreakdownTactical Use Cases

Deal PursuitIdentify targets and relationships

Deal EngagementMake appropriate contacts and drive process

Deal DevelopmentIdentify influencers and relationships

Deal CompletionLeverage relationships to win mandates

Capital ManagementIdentify and quantify enterprise relationship capital

Capital PlanningMatch resources to opportunities

Dynamic Performance MeasurementQuantify returns and enforce accountability

Risk ManagementIdentify relationship concentration risk

Strategic Use Cases


People Data

Target ProfessionalsContact

or Target

Contact Analysis Market Data


Vendor Landscape – RCM Functional View


http://www.google.co.uk/url?sa=i&rct=j&q=capital+iq&source=images&cd=&cad=rja&docid=ZZJTeM-5znA2IM&tbnid=h2b_AdomSX_qPM:&ved=0CAUQjRw&url=http://piersonrevesz.wordpress.com/2012/02/07/new-in-compustat-wharton-wrds-capital-iq/&ei=YOhmUa6tIo_J4APKqYG4CQ&bvm=bv.45107431,d.dmg&psig=AFQjCNEqh7eu9vJozQIQzHTRI2roYaNWgA&ust=1365785050545029

http://www.google.com/url?sa=i&rct=j&q=bloomberg+logo&source=images&cd=&cad=rja&docid=t4RYEUIZDTmhtM&tbnid=7pmClOnuS93PPM:&ved=0CAUQjRw&url=http://www.talkingbiznews.com/1/bloomberg-expanding-tech-coverage/&ei=K-hmUbW4Gsvj4AO6koCQCA&bvm=bv.45107431,d.dmg&psig=AFQjCNH2j7Ivj_Gk1dZ42VcQg-Sri6TKrQ&ust=1365784978429596

http://www.google.co.uk/url?sa=i&rct=j&q=thomson+reuters&source=images&cd=&cad=rja&docid=xjzSZTiBs7qeYM&tbnid=TjiUEhjuDv_NOM:&ved=0CAUQjRw&url=http://www.icmacentre.ac.uk/about-us/partnerships-and-accreditation&ei=9uhmUbWfFKfh4AO9roCQBQ&bvm=bv.45107431,d.dmg&psig=AFQjCNH3Ulp0dQuXrUR6FbbqiB1OvcvO8A&ust=1365785181254640

http://www.google.co.uk/url?sa=i&rct=j&q=dow+jones&source=images&cd=&cad=rja&docid=UB0yndzKJ5aY3M&tbnid=dwVVv3kkFXNP7M:&ved=0CAUQjRw&url=http://deweybstrategic.blogspot.com/2012/06/shake-up-at-dow-jones-can-shake-up-in.html&ei=m-lmUffjDMjh4APTzYHoDw&bvm=bv.45107431,d.dmg&psig=AFQjCNFtV7tfYjME4TT1QSYTIjAxCk0LiQ&ust=1365785367589270




http://www.google.co.uk/url?sa=i&rct=j&q=microsoft&source=images&cd=&cad=rja&docid=OF_NBpnYFdN4UM&tbnid=D-4aK6PKuvoN9M:&ved=0CAUQjRw&url=http://egypt.interact.it/10?partner=2&ei=5-pmUevzNLHi4AO4i4AY&bvm=bv.45107431,d.dmg&psig=AFQjCNGhBI0BfrJ9D7GBpLP_-TVGFdP2Xg&ust=1365785680734583

http://www.google.co.uk/url?sa=i&rct=j&q=datahug&source=images&cd=&cad=rja&docid=DgCW1QQroC490M&tbnid=a8DBD_QxE0FMvM:&ved=0CAUQjRw&url=http://blog.writethat.name/productivity-tool-of-the-week-datahug/&ei=w-1mUbKbHPbG4APXnIGIBQ&bvm=bv.45107431,d.dmg&psig=AFQjCNFY-_lj2pnMFNptayB9XCsZUwCYHg&ust=1365786402911283

http://www.google.co.uk/url?sa=i&rct=j&q=gwabbit&source=images&cd=&cad=rja&docid=KpQ9Fjr6gJis4M&tbnid=pqAbLnFlMbT8XM:&ved=0CAUQjRw&url=http://www.berryfication.com/tag/8500-curve-series/page/31/&ei=C-5mUc_fF9Wz4APu7ICQAw&bvm=bv.45107431,d.dmg&psig=AFQjCNEUBO8ALtlq2Gw2Q_4XqO-VrnU9Pw&ust=1365786496988579



http://www.google.co.uk/url?sa=i&rct=j&q=capital+iq&source=images&cd=&cad=rja&docid=ZZJTeM-5znA2IM&tbnid=h2b_AdomSX_qPM:&ved=0CAUQjRw&url=http://piersonrevesz.wordpress.com/2012/02/07/new-in-compustat-wharton-wrds-capital-iq/&ei=YOhmUa6tIo_J4APKqYG4CQ&bvm=bv.45107431,d.dmg&psig=AFQjCNEqh7eu9vJozQIQzHTRI2roYaNWgA&ust=1365785050545029

http://www.google.com/url?sa=i&rct=j&q=bloomberg+logo&source=images&cd=&cad=rja&docid=t4RYEUIZDTmhtM&tbnid=7pmClOnuS93PPM:&ved=0CAUQjRw&url=http://www.talkingbiznews.com/1/bloomberg-expanding-tech-coverage/&ei=K-hmUbW4Gsvj4AO6koCQCA&bvm=bv.45107431,d.dmg&psig=AFQjCNH2j7Ivj_Gk1dZ42VcQg-Sri6TKrQ&ust=1365784978429596


http://www.google.co.uk/url?sa=i&rct=j&q=lexis+nexis&source=images&cd=&cad=rja&docid=oT3SrGhxAdgbOM&tbnid=-GIuwrn71nO4KM:&ved=0CAUQjRw&url=http://www.actualitte.com/usages/juridique-lexisnexis-lance-sa-bibliotheque-avec-overdrive-33790.htm&ei=IetmUa_LB4Pi4APuioDQAQ&bvm=bv.45107431,d.dmg&psig=AFQjCNG4CsKeSiZxCGTcV6fEFegm7l45WQ&ust=1365785756078945

Outcomes

• Clean and up-to-date contact identity data• Complete and accurate internal contact associations• Comprehensive external relationship data

• Single system for data capture and validation• Integrated workflow within professional platform• Executive management resource planning tool• Integrated marketing and business development platform• Low support costs• High return on investment


Thank you


Documents

Beyond the App: Relationship Capital Management (RCM) Relationship Capital Relationship capital is the sum of an organization's connectivity to the marketplace,