

553: Founding Partner of DCM Insights on What Today's Rainmakers Do Differently
May 21, 2025
Matthew Dixon, Founding Partner of DCM Insights and bestselling author, dives into his latest research on the changing landscape of professional services. He reveals the 'Activator' profile of business developers who create client value proactively. Traditional trusted advisor roles are becoming obsolete, as personal value and genuine connections take precedence. Dixon discusses how AI and tech can enhance client relationships while emphasizing grassroots efforts in organizational behavior change. Discover the mindset shifts that can redefine your approach to client engagement!
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Five Partner Profiles Identified
- Five partner profiles exist in professional services: expert, confidant, debater, realist, and activator.
- Only the activator profile has a positive correlation with high business development performance.
Activators Outperform Traditional Profiles
- 80% of partners follow profiles negatively correlated with performance like confidant or expert.
- The activator profile increasingly outperforms others in today's client-buying environment.
Declining Client Loyalty Changes Sales
- Client loyalty to partners is declining rapidly, from 76% five years ago to about 50% today.
- More decisions involve consensus and competition, driving success for activators who proactively build value.