For businesses
Someone you already know already knows your next clients
Your business is sitting on relational capital that has never been counted: clients, suppliers, employees, professionals who orbit around it. We measure it, design the network that's missing, and train inside the company the person who governs it — the Referral Director.
For companies with at least 10 stable people between employees and collaborators, or €1 million in revenue. Below that threshold there's a different path, and we tell you about it further down.
- No price list: the diagnosis says which path is needed
- 2,141 qualified Connectors as of 13/08/2026
- 286,365 reachable companies, same date
The question everything starts from
In the last twelve months, how many clients arrived because someone introduced you?
Almost no company can answer with a number. They can say exactly how much they spent on advertising, how many quotes they made, how much they converted. On the channel everyone claims is the best, there's no measure, no owner and no process.
It's the only line item on the books that nobody keeps, and it's the one that costs the least.
The problem
Hunting costs more every year and returns less every year
It isn't a question of how good the sales team is: it's the channel saturating, and the auction numbers say so on their own.
The cost you can see
A Google click has gone from $3.63 to $5.26 in three years. In B2B the cost of acquiring a customer has grown 222% in eight years, and 40% between 2023 and 2025 alone. The average cost of a B2B sales contact is around $84.
Every year it takes more budget to hold the same result steady. It's an escalator running the wrong way, and sooner or later you get tired of running.
The cost you can't see
A cold call becomes an appointment in 2-3% of cases; an introduction made by someone the client trusts reaches 15-25%. A deal born from an introduction closes in 30-60 days instead of 90-180.
And the client who arrives introduced is worth 16% more over time than one acquired otherwise: not our opinion, a Wharton School study that tracked ten thousand customers for six years.
We're not asking you for new budget. We're asking you to shift a slice of it.
The strategy we recommend is 80% hunting and 20% farming: hunting keeps bringing in the month, farming builds next year. Whoever shifts everything starves in the meantime; whoever shifts nothing stays hostage to the auction.
Sources. Cost per click and cost per lead: WordStream/LocaliQ 2025, Flyweel 2025. B2B customer-acquisition cost growth: SimplicityDX 2025. Conversion rates and cycle length: Optifai 2026, SyncGTM 2026, Lessie 2026, Growleads 2025 — industry benchmarks aggregated by platforms that sell sales tools, predominantly on US and European data, not Italian.
The +16% value over time: Schmitt, Skiera & Van den Bulte, Referral Programs and Customer Value, Journal of Marketing, 2011 — Wharton School, about 10,000 customers of a German bank tracked for 33 months. It's the only peer-reviewed academic figure for the whole comparison, and it concerns the banking sector, not B2B services.
The second starting point
If you already have a sales network, you're not short of clients: you're short of doors
A company with twenty, forty, eighty people in the field has already solved the problem afflicting everyone else: it has someone paid to stand in front of someone else. Its problem sits one step earlier — in front of whom.
Why you can't switch off the campaigns
Whoever has a sales network doesn't buy advertising just to generate leads: they buy it because a full pipeline is the promise that holds the network together. If they switch off the campaigns, leads don't just dip: the structure comes apart. It's a constraint nobody states out loud, and it's why hunting isn't replaced for this segment — it's paired with something else.
That's why we don't ask you to stop. The split we recommend stays 80% hunting and 20% farming, and it's a budget split: hunting keeps bringing home the month, the 20% builds what's still there the month after.
Hunting starts again from zero on the first of every month, farming doesn't. A cold lead used up is used up; a professional who opened a door for you can open others for years. It's the difference between a cost and an asset.
What changes in an agent's month
They don't change trade and don't get other leads: what changes is the makeup of what's in front of them. A month of twenty-five names, as an example.
- Before: 25 cold names, all to be opened
- After: 20 cold names plus 3 people to meet
AIRA© picks the three in the right supply chain: they already have the clients the agent is looking for.
And they aren't leads: they're people the agent doesn't have to sell anything to, and that's exactly why they work. Whoever treats them as leads burns them on the first meeting.
Here the asymmetry shows better than anywhere else: the agent represents a company that can promise structured reciprocity, the Match Credit; the professional has the doors that are needed. Neither one sits waiting for the other, because it's clear who takes the first step and who owes the return. It's the Law of the Dispari, applied to a network of agents.
The architecture
There are six sources of Connectors, and you already have the first one at home
A Connector is someone who introduces one business to another. They aren't a salesperson and don't work for you: they introduce people to you because the relationship benefits both sides. Here's where they come from.
-
01 Not for sale
Your sphere of influence
The first source is already inside the company and has never been surveyed: seven pools of people who know you, trust you and have never been given a reason to introduce you to anyone. It isn't bought, it's activated.
-
02 You get access
The certified Connector Network
Selected, trained and certified professionals: sales agents, consultants, small business owners. 2,141 qualified as of 13 August 2026 — only profiles with a bio and reciprocity goals filled in — for 286,365 reachable companies, the sum of the B2B contacts the network has declared during profiling.
-
03 You search
Scouting
The database is analysed and AIRA© selects the profiles best suited to your company; meetings are then organised, online or in person. It's relationship brokering, and the value added is the time you don't spend searching for them.
-
04 You cultivate
Prospecting
Weekly meetings where dozens of Connectors are guided to meet companies complementary to their own sphere of influence. Fifteen minutes at a time: enough to understand who you are, too little to get bored.
-
05 You meet
Forum Connections
The live event, every four months. The tables aren't free seating: who sits next to whom is decided by AIRA©, on the affinity computed across everyone present. No one chooses their own table, and no one stays at the wrong one.
-
06 You come in
Speed Connections
The monthly online event, the entry gate to the network. The promise the event carries on its face is this: no one leaves the event without at least one person key and strategic to their own business.
The seven pools of the first source
Surveying these seven pools is the first job of the Stoic Analysis. How many names are really in there, which are activatable and in what order to go after them is the part that can't be told on a page: it's seen in your own data, and it changes from company to company.
The new profession
Without someone holding the mandate, nothing moves
Activating one person is addition; activating an organisation is multiplication. But an organisation doesn't move by conviction: it moves if someone, inside it, has the mandate to move it. Without that role, the leverage gets lost in the friction of internal process — it's the corollary of the Fourth law, and it's why the software alone wasn't enough.
The Referral Director is that role. Not an extra salesperson: they govern the company's relational network, keep the daily routine, measure the inputs and read the outputs. We train them ourselves, inside your company, and they stay there when the programme ends.
They aren't chosen by seniority. They're chosen after understanding, inside the company, who is the Brain and who is the Engine — two different aptitudes, and the second is the one that's needed.
You don't need a new office
At Ital Tetti the Referral Directors were three, all part-time, one province each. Not a department: three people who already worked there, with a clear mandate and a routine to keep.
The routine starts at 8:30, and the rule that closes every start-up day is always the same: if by 10:30 it hasn't been completed, the day is compromised. Hunting happens in the morning; the afternoon is for farming.
The engine
A favour evaporates. A reciprocity debt doesn't.
The Reciprocity Engine
The mechanism switches on when one party deposits a reciprocity debt in the other, and in our world that deposit is a referral. Someone puts themselves out there first — it's the Law of the Dispari — and that first step doesn't stay an isolated act of generosity: it becomes a ledger position that the system tracks and that the other party is committed to closing.
The repayment can be in money or in relationships, through Match Credit. And it's delegable: a company that doesn't want to reciprocate with its own clients can have that debt honoured elsewhere, inside the network. It's the difference between a system of exchange and a system of credit.
MigaChain©, the network's notary
Every registered referral receives a notarisation certificate: the document's fingerprint goes on the Ethereum blockchain and the file, if wanted, on IPFS. Three levels, up to the one where the file stays confidential and only the fingerprint is notarised.
What it proves, exactly: that a document existed at a specific moment and wasn't altered afterwards. It's a timestamp and proof of integrity — verifiable by a third party, which is why the measure of a case study stops being a mere statement.
"There's no more doubt about cheating, about favouring a friend: the blockchain is relentless, everything is recorded even if the whole company were to burn down."
The proof
A case where revenue was counted referral by referral
Ital Tetti, Rimini, about thirty employees. The measure isn't a retrospective estimate: it's the count of records tracked and notarised inside the app, one by one.
€3,086,300
Revenue generated through referrals
September 2021 – September 2022 · sum of referrals that closed successfully, notarised one by one in the app · about 20% is attributable to the Superbonus 110% incentive
88%
Of partners were already the company's clients
Same period · of the total activated partners; the remaining 12% were external technicians, tradespeople and engineers
289
Referrals registered, of which 29 deals closed
Same period · 169 declined and 91 still in progress when the measure was taken
3
Part-time Referral Directors, one province each
Same period · out of 275 profiled Connectors, 10% of whom rated 4-5 stars
Why this case is worth more than a testimonial
The number doesn't come from a report interpreted after the fact: it comes from the referrals entered by partners in the app, each one notarised, with commissions paid summed only over referrals that closed successfully. A third party can verify it, and that's the point where notarisation stops being a technical talking point.
The 88% is the most useful figure of all, and it's the one nobody usually looks at: nearly nine partners out of ten were already the company's clients. It's field proof of this page's thesis — the first source of Connectors isn't bought, you already have it at home.
Two things we say before anyone else asks. About 20% of that revenue is attributable to the Superbonus 110%, an incentive that no longer exists: net of any work attributable to that incentive, about €2.47 million remain, and that's the uncontestable version of the number.
And the window closes in September 2022, four years ago. It's the best-documented case we have because it's the one where the measurement was set up from the start; more recent cases will get the same treatment, not a more convenient one.
The investment
There's no price list, but we'll tell you the range
A published price list makes people choose on price instead of on the problem. A "contact us for a quote" wastes everyone's time. The honest middle ground is stating the order of magnitude and what moves it.
The system is customised, so the range is wide: it starts from a minimum investment of €1,497 and goes up to tens of thousands of euros. Only three things move the number.
These are exactly the three metrics the AIRA-DX© Stoic Analysis measures. That's why the answer on price ends where the rest of the page ends: it's free, and by the end you know which end of the range you're at and why.
What we don't publish is the make-up of the programme — which tools are needed, for how many months, with what support. It isn't confidentiality: it's that the therapy gets prescribed after the diagnosis, and before the diagnosis any answer would be invented.
The guarantee — Art. 18 of the Terms of Service
Satisfied or Compensated
If you meet the programme's conditions — weekly AIRA© matching requested, every coaching session, at least one live Forum Connections — and in the first 12 months the revenue generated by the system doesn't reach the investment made, we extend matching for another 12 months free of charge and add 156 profiled MigaMATCH matches.
Full conditions in the Terms and Conditions of Service (PDF, in Italian).
Qualification
Who it works for, and who it doesn't
Every Stoic Analysis costs real consulting time, and we do twelve a week. We'd rather tell you right away if you're not in the right place.
You're on target if
It works best in business services, consulting, training, real estate and construction; technology and finance follow. The admission test comes down to two questions: have you ever closed a deal thanks to a referral? And is your business referable?
Want a measure instead of two questions? The AIRA-SCAN check-up asks ten and gives you back your Relational Potential Index, your Maturity Level and your three widest gaps right away.
You're not on target if
If you're looking for a list of names to call tomorrow morning, that's not us: someone else sells that product and it costs less. If the deal size is low the math doesn't hold up — a referral costs attention to the person who makes it, and it has to be paid back.
And we turn away hunters: people who think this world is individualistic, that collaboration doesn't exist and that everyone is out to cheat them. It isn't a moral judgement, it's that the system doesn't work on that premise.
Are you under ten people? We won't send you away. The right path starts from MigaMATCH, where you get introduced to on-target people without first having to build a structure you don't have yet.
The first step
Start from the number, not from the call
Ten questions, three minutes, no registration. AIRA-SCAN© gives you your company's Relational Potential Index and the areas where the most points are lost, computed in your browser.
Then the extended report arrives by email and within one business day someone 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 isn't owed to whoever does the check-up: it's decided together.
Whoever arrives introduced by a Connector doesn't have to go through any questionnaire: the number is 0549 888808.