Every advisor knows that the best way to prospect is through referrals and that the more good relationships you have, the more business opportunities you’re likely to get. But even if you have lots of clients and relationships, how do you leverage them? There are many books and coaches who give tips on asking for referrals, but can’t technology help? According to Relationship Science, a new company that was the subject of a recent New York Times piece, there may be a better way.
Noted Times columnist Andrew Sorkin, author of Too Big to Fail, focuses primarily on the financial services industry and normally doesn’t write about technology companies, but he kept hearing about this new company — many of the firms he covers were signing on as clients.
Beyond Facebook, LinkedIn and Google, Relationship Science will tell you if or how you are connected to a person and actually rates the strength of that connection. Imagine that you want to get to the CEO or CFO of a plan sponsor prospect but don’t know how. Relationship Science might be able to show you how you are connected personally or professionally. Rather than wait for a referral from a friend, colleague, vendor or client, you can ask for one specifically.
The company, which employs 800 people in India, was founded by Neal Goldman after raising $6 million from the likes of Henry R. Kravis, Ronald O. Perelman, Kenneth G. Langone, Joseph R. Perella, Stanley F. Druckenmiller and Andrew Tisch. No slouch himself, Goldman founded Capital IQ, which he eventually sold to McGraw Hill for $200 million. Though the cost of $3,000 may seem steep, how much is a new client worth?
