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
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
Relationship 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
Relationship Analysis
Vendor Landscape – RCM Functional View
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