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 StrategyExecution Marketing and Messaging Mandate Targeting Business Development Strategy Partner Development

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

People Data Target Professionals Contact or Target Contact or Target Contact AnalysisMarket 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

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