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Companies don’t make decisions, people do

We often talk about decisions firms make. The reality is that one or more individuals make decisions. So, if you want to do more business with a firm you need to be able to influence key decision makers.

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How does the market view your firm?

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Perceptions of your firm influence decision makers in your ecosystem

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Does your firm have a (positive) B2B brand?

Many firms spend millions of dollars on researching and maintaining a positive brand. However, those efforts are almost always exclusively focused on how investors or target company CEOs perceive the firm.

What about the other firms that operate in your ecosystem? What comes to mind when they think of your firm? Interactions with them can significantly influence your firm’s ability to achieve its goals.

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Differentiation can yield
many benefits

Firms that develop a strong brand within their ecosystem can establish themselves as market leaders. While competitive terms will continue to be critical to winning business, having a preferred relationship can tilt the balance in your favor. That could mean getting the first call, winning a mandate, capturing an allocation bump, or receiving proprietary insights.

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Relationship AlphaTM is the
reward for maintaining
strong relationships

The opportunities that arise from your relationships can create millions of dollars of incremental profits. It may come from getting an edge that helps you make a unique pitch for an opportunity before anyone else. Perhaps it will be the offer to buy more of what you want rather than having to buy what is available. Or it may be from just retaining money you have earned by reducing risks. Such wins are attainable by effectively using information to influence key decision makers.

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Maximize relationships by using the Science of Persuasion

Since the beginning of time people have sought to influence others. But what works? One of the leading researchers in the field, Dr. Robert Cialdini, has identified “six universal shortcuts that guide human behavior”:

Reciprocity
Scarcity
Authority
Consistency
Liking
Consensus

He calls these the Principles of Influence. They can help maximize relationship management opportunities by acting as a framework for determining what information will be useful and how best to present it.

Click the button to watch the overview video that has been viewed 11+ million times.

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Superstar relationship managers not required

Some people are natural relationship managers. However, the majority of people find it challenging to promote themselves and their firms. Maybe it takes too much time; maybe they don’t know what to say; or, maybe they aren’t comfortable.

Everyone who has significant external contacts should help promote your firm’s brand, even those who won’t pick up the phone. Forward-thinking firms can unleash that power through the adoption of an optimal blend of processes and information systems.

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RApportTM creates a competitive advantage

Relationship Alpha Processes & Reporting (RApportTM) is the factory that makes alpha possible. It is a blend of processes, technology, investment, and execution that achieves desired results.

Most firms have committed to all of these elements in some way. However, those commitments often were not made holistically, resulting in implementations that are siloed, sub-optimal, and expensive.

Firms obtain competitive advantages when they align systems and processes with the Principles of Influence to create RApportTM. Once a firm demonstrates it will consistently walk-its-talk, its brand will become evident. Then, as word spreads, the firm will reap Relationship AlphaTM!

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Want to explore how your firm can create more alpha?

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We have decades of experience
helping financial services firms
elevate their games

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Rapid Insights
Analytical Mindset
Technical Depth
Design Experience

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Let’s discuss how we could help you win