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Beyond the App: Relationship Capital Management (RCM)

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. Evolution of RCM. Key RCM Business Uses. Identity Management

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Beyond the App: Relationship Capital Management (RCM)

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  1. 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

  2. Evolution of RCM

  3. Key RCM Business Uses • Identity Management • Contact Management • Relationship Management • Marketing and Messaging • Mandate Targeting • Business Development Strategy • Partner Development

  4. Tactical and Strategic Use Breakdown Strategic Use Cases Tactical Use Cases Deal Pursuit Identify targets and relationships Capital Management Identify and quantify enterprise relationship capital Deal Engagement Make appropriate contacts and drive process Capital Planning Match resources to opportunities Dynamic Performance Measurement Quantify returns and enforce accountability Deal Development Identify influencers and relationships Deal Completion Leverage relationships to win mandates Risk Management Identify relationship concentration risk

  5. Vendor Landscape – RCM Functional View People Data Relationship Analysis Target Contact or Target Professionals Contact Analysis Market Data

  6. 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

  7. Thank you

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