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Relationship Capital Management (RCM)

Relationship Capital
Relationship capital is the sum of an organization's
connectiv...
Evolution of RCM

CRM
• InterAction
• Proprietary
• Rolodex

External Data
• Bloomberg
• Thomson
Reuters
• Dow Jones

Inte...
Key RCM Business Uses
Target
Identification

•
•
•

Identity Management
Contact Management
Relationship Management

•
•
•
...
Tactical and Strategic Use Breakdown
Tactical Use Cases

Strategic Use Cases

Deal Pursuit

Capital Management

Identify t...
Outcomes
•
•
•

Clean and up-to-date contact identity data
Complete and accurate internal contact associations
Comprehensi...
Vendor Landscape – RCM Functional View

People Data

Relationship Analysis

Professionals

Contact Analysis

Contact
or Ta...
Panelists
•

Christopher Sandersfeld - Manager of Business Intelligence - Kirkland & Ellis LLP
–
–

•

Christopher Smith -...
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LMAtech2013: Relationship capital management: Harnessing big data sources to drive your business

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We have seen an explosion of online tools that mine both internal information systems and online unstructured (i.e. BIG) data to provide professional services firms with insight into untapped business development potential within their systems. By coordinating the information from these many data sources, firms can develop new insights and strategies to drive their businesses.

This session will address the benefits of harnessing these systems, the different systems available – CRM, ERM, listening tools, analytics tools, accounting databases – and will discuss the progress being made by and challenges of leading edge firms.

This session will address:
•What is “relationship capital”
•Strategic business management issues that are addressed by Relationship Capital Management (RCM)
•What workflows are needed
•Who are the suppliers and how do the suppliers relate to each other
•What is the state of the art

Our in-house business development and IT professionals panelists, who are implementing RCM solutions, will address:
•How to they see the opportunity
•What part of the solution landscape they have tackled
•What impact have they achieved
•What have been the greatest challenges to success
•Institutional threshold to proceed and impediments to generating impact

Attendees will learn
•What relationship capital management is and its benefits
•What the current state-of-the-art is to implementing RCM systems
•What the challenges are of implementing an RCM system

Moderator

Richard MacWilliams, Chairman, BoardEx

Speakers

Harris Tilevitz, CTO, Skadden Arps, CTO

Christopher Smith, Director of Knowledge Management, Sullivan and Cromwell

Christopher Sandersfeld, Manager of Business Intelligence, Kirkland and Ellis

Published in: Education, Technology, Business
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Transcript of "LMAtech2013: Relationship capital management: Harnessing big data sources to drive your business"

  1. 1. Relationship Capital Management (RCM) Relationship Capital Relationship capital is the sum of an organization's connectivity to the marketplace, both directly and indirectly.
  2. 2. Evolution of RCM CRM • InterAction • Proprietary • Rolodex External Data • Bloomberg • Thomson Reuters • Dow Jones Internal Data Mining • Gwabbit • DataHug • ContactNet Relationship Analysis • BoardEx • Relationship Science
  3. 3. Key RCM Business Uses Target Identification • • • Identity Management Contact Management Relationship Management • • • • Marketing and Messaging Mandate Targeting Business Development Strategy Partner Development Execution Strategy Contact Analysis Relationship Analysis
  4. 4. Tactical and Strategic Use Breakdown Tactical Use Cases Strategic Use Cases Deal Pursuit Capital Management Identify targets and relationships Identify and quantify enterprise relationship capital Deal Engagement Capital Planning Make appropriate contacts and drive process Match resources to opportunities Deal Development Dynamic Performance Measurement Identify influencers and relationships Quantify returns and enforce accountability Deal Completion Risk Management Leverage relationships to win mandates Identify relationship concentration risk
  5. 5. 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
  6. 6. Vendor Landscape – RCM Functional View People Data Relationship Analysis Professionals Contact Analysis Contact or Target Target Market Data
  7. 7. Panelists • Christopher Sandersfeld - Manager of Business Intelligence - Kirkland & Ellis LLP – – • Christopher Smith - Director of Knowledge Management - Sullivan and Cromwell LLP – – • A broader view of how RCM fits into an overall knowledge management platform What are the overarching questions addressed by RCM Proprietary vs. vendor solutions for client management activities How to measure return on investment (ROI) Harris Tilevitz – Chief Technology Officer – Skadden, Arps, Slate, Meagher & Flom LLP – – “Big Data” - How to handle the sheer volume Where to prioritize
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