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

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202: Jeff Rosenblum, What is good marketing?

202: Jeff Rosenblum, What is good marketing?

Welcome to Strategy Skills episode 202, an episode with one of the leading innovators in digital marketing, Jeff Rosenblum. In this episode, Jeff speaks about effective marketing and advertising that...

27 Dec 202158min

201: When consultants overbill a client (Strategy Skills classics)

201: When consultants overbill a client (Strategy Skills classics)

For this episode, let's revisit one of the classics by Strategy Skills, where we cover a topic about how to handle a difficult client situation and what happens when a strategy firm overbills a client...

22 Dec 202145min

200: Jason Goldsmith, The art of self-coaching and awareness

200: Jason Goldsmith, The art of self-coaching and awareness

Welcome to Strategy Skills episode 200, an episode with a globally recognized performance coach, Jason Goldsmith. Get Jason's book here: https://amzn.to/3GVf3ny   In this episode, Jason speaks about h...

20 Dec 202155min

199: Are the analyses always the same for a strategy workshop? (Strategy Skills classics)

199: Are the analyses always the same for a strategy workshop? (Strategy Skills classics)

For this episode, let's revisit one of the classics by Strategy Skills, where we covered a topic about analyses. - Are the analyses always the same for a strategy workshop? In other words, what determ...

15 Dec 202119min

198: What if the client demands more analyses? (Strategy Skills classics)

198: What if the client demands more analyses? (Strategy Skills classics)

For this episode, let's revisit one of the classics by Strategy Skills, where we cover a topic about what to do if the client demands more analyses. Enjoying our podcast? Get access to sample advanced...

13 Dec 202123min

197: What happens if the client asks for proof of the strategy? (Strategy Skills classics)

197: What happens if the client asks for proof of the strategy? (Strategy Skills classics)

For this episode, let's revisit one of the classics by Strategy Skills, where we cover a topic about what happens if the client asks for proof of the strategy. Enjoying our podcast? Get access to sam...

8 Dec 202120min

196: Kay Formanek, Embracing diversity in the workplace

196: Kay Formanek, Embracing diversity in the workplace

Welcome to Strategy Skills episode 196, an episode with an inspiring speaker, author, and coach, Kay Formanek. Get Kay's book here: https://amzn.to/3EgXNYP Kay Formanek is the Founder and CEO of Diver...

6 Dec 202157min

195: How confident must I be to lead the workshop? (Strategy Skills classics)

195: How confident must I be to lead the workshop? (Strategy Skills classics)

For this episode, let's revisit one of the classics by Strategy Skills, where we cover a topic about understanding the readiness and level of confidence required to go out there and lead. Enjoying our...

1 Dec 202122min

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