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InRoads

InRoads is a structured approach to business introductions where outcomes matter more than volume. Governance of trust, not monetisation of trust.

What Is an InRoad?

An InRoad is a single, outcome-based introduction. A connector with access to a specific opportunity matches it with the right supplier, facilitating an introduction that leads to a closed deal.

Unlike ongoing Alliances, InRoads are designed for one-off opportunities: a friend who needs a specific service, a contact looking for a particular solution, an opportunity that deserves the right match rather than the nearest vendor.

The Ethical Question: Why Not Just Do Referrals for Free?

This is the question that deserves a direct answer.

Many people believe referrals should be free. You help a friend, they help their friend, and goodwill flows in both directions. This is how most informal referrals work, and there is nothing wrong with it.

But there is a difference between helping a friend and providing professional value.

When Free Referrals Make Sense

Personal favours between friends. Small, simple introductions that require no effort. Situations where the referrer has no expectation of ongoing relationship. Cases where the value created is modest.

When Structured Referrals Make Sense

When significant professional value is created. When the introduction requires research or relationship investment. When the connector takes on reputation risk. When the deal size justifies professional involvement.

The question is not "should referrals be paid?" The question is "what kind of referral is this?"

Governance, Not Monetisation

InRoads is not about monetising your network. It is about providing governance for professional introductions.

Governance means:

  • Clarity. Both parties understand the terms before the introduction happens.
  • Protection. The connector's relationship with their contact is protected, not exploited.
  • Accountability. The supplier knows they are being evaluated, not just contacted.
  • Transparency. Everyone knows who is involved and what the expectations are.
  • Fairness. Compensation reflects the value created, not arbitrary percentages.

Without governance, professional referrals often fail. The introducer gets cut out. The supplier ignores the lead. The client receives poor service. Trust erodes.

With governance, everyone knows the rules. Trust is protected, not tested.

How InRoads Work

  1. Opportunity Definition. The connector identifies an opportunity: a contact who needs a specific solution.
  2. Supplier Selection. The connector evaluates potential suppliers and selects the best match for their contact.
  3. Terms Agreement. Before any introduction, the connector and supplier agree on referral terms.
  4. Warm Introduction. The connector facilitates a proper introduction, providing context that makes the conversation productive.
  5. Outcome Tracking. Both parties track the opportunity through to close (or not).
  6. Settlement. If the deal closes, the agreed referral fee is paid.

Client Identity Protection

One of the most important features of InRoads is client identity protection. The connector's relationship with their contact is valuable. Revealing the contact's identity before terms are agreed would eliminate the connector's leverage.

InRoads allows connectors to describe the opportunity without revealing the client until the supplier has committed to the terms. This protects the connector's relationship while still allowing meaningful evaluation.

The Integrity Standard

Not everyone belongs in this model. InRoads requires:

  • Genuine access. You must actually have the relationship you claim to have.
  • Quality selection. You must select suppliers based on fit, not just willingness to pay.
  • Honest representation. You must describe opportunities accurately, not inflate them to attract attention.
  • Relationship respect. You must treat your contacts as people to serve, not leads to sell.

The referral economy has been damaged by people who abuse trust for quick commissions. InRoads is designed to attract professionals who build trust, not exploit it.

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See also: Alliances for ongoing partnerships, or The Model for the broader economic framework.