553: Founding Partner of DCM Insights on What Today's Rainmakers Do Differently

553: Founding Partner of DCM Insights on What Today's Rainmakers Do Differently

In this episode, Kris speaks with Matthew Dixon, founding partner of DCM Insights and bestselling author, about his latest research on business development in professional services. Drawing on a global study of 3,000 partners, Dixon outlines five distinct sales profiles and highlights the "Activator" as the only approach consistently linked to higher revenue performance.



Key insights:

- Traditional models of client loyalty are eroding, with fewer clients returning automatically to the same firm.
- Top performers distinguish themselves by proactively delivering value, leveraging internal and external networks, and consistently committing time to business development.
- Effective firms drive adoption of these behaviors not through mandates, but by enabling teams with tools, mentorship, and a culture of collaboration.
- Technology, including AI and network management tools, reduces the time required to execute these strategies, but success ultimately relies on human relationships and judgment.



Dixon's upcoming book, The Activator Advantage, provides a practical guide for partners and leaders seeking to future-proof client engagement strategies in a more competitive and fast-changing market.

Matthew Dixon is the Founding Partner of DCM Insights. Matthew is a frequent contributor to Harvard Business Review and a WSJ bestselling author, with his books translated in a dozen languages.

Get Matthew's book here: https://rb.gy/a6ygc7

The Activator Advantage: What Today's Rainmakers Do Differently

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239: Dan Saladino, The value of food diversity

239: Dan Saladino, The value of food diversity

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238: Kian Gohar, How radical adaptability sustains continuous change

238: Kian Gohar, How radical adaptability sustains continuous change

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237: Ryan Jenkins & Steven Van Cohen, How to defeat loneliness through connection

237: Ryan Jenkins & Steven Van Cohen, How to defeat loneliness through connection

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236: David Siegel, How to conquer as a new CEO

236: David Siegel, How to conquer as a new CEO

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235: John Boudreau & Ravin Jesuthasan, Seeing through the future of work

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234: John A. List, Setting up scale: How to avoid voltage drop

234: John A. List, Setting up scale: How to avoid voltage drop

Welcome to Strategy Skills episode 234, an episode with a highly regarded economist and best-selling author, John A. List. Get John's book here: https://amzn.to/3MSCuAD In this episode, John defined s...

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233: Susan MacKenty Brady, Cultivating your best self through inclusivity

233: Susan MacKenty Brady, Cultivating your best self through inclusivity

Welcome to Strategy Skills episode 233, an episode with a highly regarded leadership well-being coach, relationship expert, author, and speaker, Susan MacKenty Brady. Get Susan's Book here: https://am...

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232: Dr. Natalie Petouhoff, Shaping empathy from the perspective of your employees and customers

232: Dr. Natalie Petouhoff, Shaping empathy from the perspective of your employees and customers

Welcome to Strategy Skills episode 232, an episode with best-selling author and Customer and Employee Experience Strategist, Dr. Natalie Petouhoff. Get Natalie's book here: https://amzn.to/3O5lSqo In ...

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