The canon · the discipline's vocabulary
The lexicon of Relational Engineering
A discipline speaks with few, consistent words, and each one names a single thing. This is the binding glossary: twenty-three entries, each with the law that governs it and the market word it's distinguished from.
- Every entry links to the law that governs it, in the six laws
- Where a market synonym exists, the entry names it and explains the difference
- Seven terms aren't translated into any language — including English
Why this page exists
The wrong words make you do the wrong job
A vocabulary isn't there to stand out: it's there to avoid confusing two things that behave differently. Every forbidden word on this list describes a real job — just not ours.
Whoever merely reports a name is done. Whoever references someone puts their own reputation on the line in front of somebody who trusts them: it's an act that costs something, and that's exactly why it's worth something. They're two different gestures, and calling them by the same name makes the very difference the discipline is built on disappear.
The same is true for every other entry. A lead is a name to work; a Match is a calculated introduction between two people who have both said yes. A customer list is a roster; Relational Capital is an asset that can be measured and accounted for.
This page is public for a precise reason: almost no one arrives here already knowing the lexicon. People get here searching «segnalatore», «procacciatore d'affari», «passaparola» — real Italian words, describing a real problem. This page's job isn't to correct whoever uses them: it's to show them what changes once the thing they're looking for has a more precise name.
The right relationships aren't luck. They're engineering.
The bridge
The word you were searching for, and the one we use
On the left, the market words — the ones people arrive here with. On the right, the discipline's term, and what really changes between the two.
| If you're searching for | In the discipline it's | What changes |
|---|---|---|
| segnalatore (Italian, roughly "referrer") | Connector | The segnalatore passes along a name. The Connector puts their own reputation on the line, and that reputation is measured over time |
| procacciatore d'affari (Italian, "business finder") | Referral Director | The procacciatore chases business and gets paid by result. The Referral Director is internal to the company, has a mandate and runs a network: they chase no one |
| passaparola (Italian, "word of mouth") | Reference | Passaparola just happens. A Reference is designed, tracked and measured — the difference between a lucky event and a process |
| lead, profiled contact | Match | A contact is bought and worked cold. A match is calculated, and the two parties only sit down once both have said yes |
| contact network, customer list | Relational Capital | A list is an archive. Relational Capital is an asset: it's activated, measured and accounted for at year end |
| marketing relazionale (relationship marketing), networking | Relational Engineering | Relationship marketing uses the relationship to sell to a target. Here no one is a target: value flows in both directions |
| economia circolare (circular economy) | Spherical Economy | The circle brings things back to the starting point. On a sphere there are no peripheries, and the community sits at the centre instead of an individual |
The brand name is a case apart, and should be stated rather than hidden: Segnalazione Vincente is a proper name and remains one. The lexicon forbids «segnalazione» as a technical term, not as the name of a company — the same way no one stops using their own name because a word changed meaning.
Group one
The discipline and its proper names
The flag sits above, the pillars below. These are four different things with four different jobs, and confusing them is the most common mistake.
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Relational Engineering
The discipline that treats valuable relationships between people as a designable, measurable system. It studies the conditions in which trust forms, the laws by which value moves or gets blocked, and the methods for designing connections that generate mutual value: it replaces chance with a method, charisma with a process, opinion with a measure.
It isn't networking, which is an activity, nor relationship marketing, which uses the relationship to sell to a target. The discipline's page · the six laws
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Segnalazione Vincente
The method made company. It applies Relational Engineering to businesses: it analyses their existing relational capital, designs the network's architecture, trains the in-house Referral Director and brings the company toward the goal of a significant share of revenue generated by tracked relationships.
It's a proper name, not a technical term: that's why it survives a lexicon that forbids the word «segnalazione» as a description of what we do. Who we are
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Connector Network
The movement: the community of whoever embraces the Manifesto of Values and chooses to be Dispari. Consultants, professionals, entrepreneurs. You don't pay to join: you share your own profile, with the sole stated purpose of receiving people worth meeting.
It isn't a sales network and it isn't a compensation scheme: you don't earn by recruiting someone underneath you. The network
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MigaMATCH
The machine. It gathers the Relational Footprint, runs the calculation with AIRA©, delivers matches and measures the feedback. It's the seat of the advantage that can't be copied: the relational database, which grows with every interaction.
It's the discipline's tool, not the discipline — the way a telescope isn't astronomy. The telescope can be bought; astronomy has to be founded. MigaMATCH
Group two
The people and the roles
Two figures, two jobs, two sides of the table. These are the entries with the strongest market synonym, and the only two a person searches for by name.
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Connector
The member of the movement who shares their own profile and introduces valuable people to other Connectors. They receive matches calculated on their own sphere of influence and, when they can, open a door.
Searched for as a "segnalatore". It isn't the same thing: the segnalatore passes along a name and is done, the Connector puts their own reputation on the line in front of someone who trusts them — which is why, in the discipline, their reliability is measured over time instead of declared.
Sixth Law — Referenced Risk: the one at risk isn't the person referenced, it's whoever references them.
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Referral Director
The figure internal to the company, trained and with an explicit mandate, who governs the business's relational network. It's a new profession, not a sales role: it doesn't sell, it makes a system of references work.
Searched for as a "procacciatore d'affari". The procacciatore is external, chases business and gets paid by result. The Referral Director is internal, has a mandate and answers for a network: two jobs that only look alike from a distance.
Fourth Law — Multiplication: born from its corollary. Without a designated point of access, the promised multiplication stays theoretical. The profession
Group three
The unit of work: match and reference
These are the words that get counted. Every number this site publishes measures one of these things, which is why they have to be defined so that no one can cheat on the count.
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Match
The discipline's unit: the designed introduction between two right people. AIRA© calculates it, the system proposes it to both parties, and no one sits down until both have said yes.
Not a lead and not a sales appointment. A contact is bought and worked cold; a match is the meeting of two people who, professionally speaking, had reason to want to know each other.
Third Law — Completion explains its calculation; First Law — Inaction explains its obligation: whoever receives a match commits to giving a signal within a defined window — yes, no or not now. How it's built
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Reference
The act by which a Connector puts their own reputation up as a guarantee for a person, in front of another Connector. It's the gesture that "referencing" names, and it's the deposit that ignites the Reciprocity Engine.
Searched for as "passaparola", and called "segnalazione". Passaparola just happens; a Reference is designed, tracked and measured. It's the difference between a lucky event and a process that can be governed.
Sixth Law — Referenced Risk: the game is always three-sided, and whoever pays the bill if it goes badly is whoever referenced.
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Matching Agreement
The optional mutual commitment two parties state after a match, with defined terms and timing, which the system verifies after a margin of thirty days.
Not a contract and not a binding obligation: it's a promise made verifiable. The practical difference is that, when it isn't kept, the system knows.
Second Law — the Odd One: the terms of the return are defined before the first match, not after.
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Relational Footprint
The map of who a person is, what they do and above all who they know, declared across nineteen business chains. It's the question almost no professional directory asks, and it's the one that makes the calculation possible.
Not a contacts database and not a directory: no name from a person's own address book enters the system. What enters is the shape of their sphere of influence — sectors, roles, density.
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Sharing your profile
The act by which a Connector enters the system. The verb is chosen and isn't interchangeable: sharing isn't handing over. The profile stays the person's own, made available to the calculation for one purpose stated in advance — to receive people worth meeting, never advertising.
It's also why the phrase "we hand over your data" will never appear on this site: it would describe a different arrangement. How we handle data
Group four
Reciprocity, made mechanism
Four entries for a single idea: the "I owe you one" — the oldest and most volatile currency in business — becomes a defined unit of value that circulates instead of evaporating.
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Dispari
The Second Law, and at the same time the model of asymmetry that ignites value. Among equals the system tends toward equilibrium, and equilibrium is stalemate: two entrepreneurs of the same weight size each other up, respect each other, and wait. Value begins to flow when one actor tips the balance first, by design and not by hope.
It's the discipline's own coined word: it isn't translated, it's adopted — not even in the English version. Second Law — the Odd One
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Match Credit
The unit of value of structured reciprocity, the one in the formula R = MC/2. It's a right to a match that passes from one account to another: when a company owes reciprocity, it moves a Match Credit instead of having to honour it with its own clients.
Not a discount and not a commission under another name: it's a good that circulates, and every transfer is tracked.
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Delegated Reciprocity
The mechanism by which a company can promise reciprocity without having to deliver it in person. No one gives away their best client to a stranger, and no one has the time to find the right contact for whoever helped them: that's exactly why reciprocity stays locked in a drawer. Delegating it to whoever provides it professionally lets it out.
It materialises as Match Credit, and it's the argument that makes the Second Law workable for a company that has no network of its own to put on the table.
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Reciprocity Engine
Internal code MDR, from the Italian Motore della Reciprocità. It activates when one party deposits a reciprocity debt in the other, who then gives back. In the discipline that deposit is a reference.
The image matters: the first step doesn't stay an isolated act of generosity, it becomes an accounting position that the system tracks and that the other party is committed to closing — in money or in relationships.
Group five
The machine and the calculation
Three brand names that look alike and do three different things. It's the most frequent confusion, and it's worth untangling once and for all.
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AIRA©
Automated Relational Engineering Algorithm. The discipline's calculation engine: it evaluates every possible connection across six dimensions and identifies the few introductions with the highest probability of generating mutual value.
Always with the ©, never the ™. And never called "the AI": the system is human-first — the algorithm orchestrates, the relationship between people remains the value. How it calculates
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AIRA-DX©
The Stoic Analysis. A company's free relational-capital diagnosis: a PDF report delivered up front, then a twenty-minute call within one working day.
Maximum twelve a week: it's the capacity we can genuinely deliver, not a sales lever. The Stoic Analysis
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AIRA-SCAN
The quick check-up for self-assessment, on the site and without calling anyone. It measures six dimensions of the company and shows the gap, with no sector benchmarks and no projections.
It shows the gap, it doesn't promise the result: it's the difference between a diagnosis and a quote. Take the check-up
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MigaChain©
The notarisation. From the recorded references, a fingerprint is calculated — a code that changes entirely if a single character changes — and deposited on a public blockchain. From that moment there is proof, independent of us, that that data existed in that form on that date.
What it proves, and what it doesn't. That the register existed at that moment and wasn't altered afterward. It doesn't prove who compiled it, nor that the content is true. It's a non-qualified electronic timestamp under the eIDAS Regulation: admissible evidence, freely assessed by a judge, with no automatic legal presumption. It's worth more than average for one reason only — the verification doesn't go through us.
Today the notarisation lives in the APP PRM we give to companies, where it records the references entered by Connectors. It's coming to MigaMATCH, and until there's a date we don't announce it. It's the mechanism that lets a case's revenue generated by references be verified instead of merely stated. The evidence
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Why three brands and not one
AIRA© is the engine running inside the platform; AIRA-DX© is the analysis a person conducts on a company, engine in hand; AIRA-SCAN is the version the company runs on its own, in three minutes, before talking to anyone.
In order of depth: SCAN → DX → the real work. In order of commitment required, the same.
Group six
The capital and the horizon
The four entries that say why this discipline doesn't end in the sales department: an asset that gets counted, a report that states it, and the shape of economy that comes out of it.
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Relational Capital
The accounting name the discipline gives to valuable relationships: the trust and ties a company already holds — customers, suppliers, partners, collaborators, and each of their networks — today frozen and invisible. Relational Engineering makes it activatable, measurable and accountable.
Not a "contact network" and not a "customer list". A list is an archive; a capital is something that can go on a balance sheet.
Fourth Law — Multiplication: every organisation is a reservoir of dormant ties. The page
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Relational Balance Sheet
The document a company accompanied by Segnalazione Vincente produces at year end: how many relationships it activated, how many references were born, what they produced and with what method it was counted.
It hooks into the social dimension of ESG with proprietary metrics. It isn't a sales report and it isn't a celebratory document: it also carries the numbers that don't suit it, or it wouldn't be a balance sheet.
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Relational Impact Index
The single, comparable number that summarises the Relational Balance Sheet, built on AIRA© data. It answers the question a long report doesn't resolve: compared with last year, have we improved?
Don't confuse it with the Relational Potential Index: on this site the "indexes" are two, and they measure different things. The potential one is the 0-100 score AIRA-SCAN assigns to a company in three minutes, and says how much of its potential it's using. This impact one measures a node — a person — and says how much value they put into circulation.
It measures how much economic value a subject puts into circulation in their own network in ninety days, through references to people in target who become real business relationships. It's an index of reach, not of size: three hundred contacts with very high credibility are worth more than five thousand connections no one listens to. Five components — qualified breadth, trust depth, activated reciprocity, relational conversion, activation speed.
The formula isn't public, and that's not an oversight: the index is stated as a principle, the operational formulation is methodological capital and lives in the Referral Director's training. Saying so is different from hiding it. How Relational Capital is measured · Fifth Law — Measurement
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Spherical Economy
The discipline's social horizon, and a coined concept. On a sphere there are no corners and no peripheries: every point on the surface is equidistant from the centre — and the centre isn't occupied by an individual, but by the community. Every Connector is a node that receives and gives back; no node extracts value without putting it back in.
Not the circular economy, which is a different thing and concerns materials. In its own form it stays Spherical Economy: it's one of the entries that isn't freely translated.
Service note
Every entry has an address, and it won't change
Every term on this page can be reached with a direct link — /en/lessico/#connettore — and that address is stable: the articles, reports and documents that link here point to the entry, not to the whole page. Market words don't get an address of their own: they link to the corresponding canonical entry, which is exactly their purpose.
The first step
Words help you decide what to measure
Then the measuring has to happen. AIRA-SCAN© is ten questions and three minutes, no registration: it gives you your company's Relational Potential Index and tells you which of the six laws explains where value is getting blocked.
Then the extended report arrives by email and within one working day a person calls you: you look at the result together and assess whether the AIRA-DX© Stoic Analysis makes sense for your company. It's free and limited to twelve a week, so it's never owed to whoever does the check-up: it's decided between two people.
Would you rather see the numbers first? They're all on the evidence, each with its own window and method.