Map COIs via LinkedIn
A quick LinkedIn hack—using 'People also viewed'—helps map a prospect's vendor ecosystem and identify non‑competitive centers of influence like CPAs and lawyers for referral development. The tactic offers a fast route to build local referral networks without cold outreach. (x.com)
LinkedIn retired the old "People Also Viewed" label and rolled out an auto‑enabled replacement called "Other Similar Profiles" on Feb. 29, 2024. (lindseygamble.com) The list of suggested profiles is generated from viewing co‑occurrence and profile similarities such as job title, company and industry rather than any single manual tag. (skylead.io) Multiple B2B prospecting guides recommend clicking through that sidebar to expand a target list of similar professionals—an approach marketed as a fast way to find adjacent vendors and referral partners. (topdogsocialmedia.com) Market research shows professional referrals matter: a Cerulli report summarized by InvestmentNews noted a rising reliance by advisors on accountants and lawyers as Centers of Influence. (investmentnews.com) Benchmark data from Capital Group’s Pathways to Growth reports that personal referrals drove about 72% of new business on average, with professional referrals accounting for roughly 15%—quantifying the value of mapping COIs. (capitalgroup.com) Advisory best‑practice analyses warn CPAs and attorneys are often reluctant to refer because of reputational and legal risk, so COI mapping must be paired with clear referral processes and trust‑building steps. (alliancebernstein.com) Combining LinkedIn profile elements (headlines, job titles, firm names) with local license lookups—such as the Minnesota Board of Accountancy and the Minnesota Attorney Registration System—allows verification of CPAs and lawyers surfaced in the sidebar. (jobscan.co)
