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

Here are some free gifts for you:

Overall Approach Used in Well-Managed Strategy Studies free download: www.firmsconsulting.com/OverallApproach

McKinsey & BCG winning resume free download: www.firmsconsulting.com/resumepdf

Enjoying this episode? Get access to sample advanced training episodes here: www.firmsconsulting.com/promo

Avsnitt(500)

222: Stan Bernard, MD, M.B.A., How to win the game as a transcender

222: Stan Bernard, MD, M.B.A., How to win the game as a transcender

Welcome to Strategy Skills episode 222, an episode with bestselling author and award-winning consultant Stan Bernard, MD, M.B.A. Get Stan's book here: https://amzn.to/3MRzd4t In this episode, Stan spo...

7 Mars 20221h 2min

221: What the NYPD teaches us about complex corporate strategy (Strategy Skills classics)

221: What the NYPD teaches us about complex corporate strategy (Strategy Skills classics)

For this episode, let's revisit one of Strategy Skills classics where we discuss corporate strategy. In this episode, we explain why conventional and step-by-step strategy analysis will always yield t...

2 Mars 202232min

220: How and when a consultant must disagree (Strategy Skills classics)

220: How and when a consultant must disagree (Strategy Skills classics)

For this episode, let's revisit one of Strategy Skills classics, where we discuss when a consultant must dissent and how it should be done. Enjoying our podcast? Get access to sample advanced training...

28 Feb 202213min

219: 5 tips to fight fatigue (Strategy Skills classics)

219: 5 tips to fight fatigue (Strategy Skills classics)

For this episode, let's revisit one of Strategy Skills classics where we shared five tips to fight fatigue. Enjoying our podcast? Get access to sample advanced training episodes here: www.firmsconsult...

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218: Kindra Hall, How to control your life through storytelling

218: Kindra Hall, How to control your life through storytelling

Welcome to Strategy Skills episode 218, an episode with a sought-after keynote speaker and a National Champion storyteller, Kindra Hall. Get Kindra's book here: https://amzn.to/3sRmOp3 In this episode...

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217: Period case studies (Strategy Skills classics)

217: Period case studies (Strategy Skills classics)

For this episode, let's revisit one of Strategy Skills classics where we discuss a special type of case study called a period case study which is significantly harder to do, but incredibly useful. Mos...

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216: The organizational design stream (Strategy Skills classics)

216: The organizational design stream (Strategy Skills classics)

For this episode, let's revisit one of Strategy Skills classics where we discuss the tough work being done by the Organizational Design team. We discuss the three tensions which drive all Organization...

14 Feb 202215min

215: Catherine Bell, How to awaken company's humanity

215: Catherine Bell, How to awaken company's humanity

Welcome to Strategy Skills episode 215, an episode with an award-winning entrepreneur, business leader, and best-selling business author, Catherine Bell. Get Catherine's book here: https://amzn.to/3Gz...

9 Feb 202247min

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