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The Activator Advantage: What Today's Rainmakers Do Differently

Description:

A proven approach used by today's best professional service partners to win, retain, and grow client relationships.

There is a growing problem in the professional services industry that is often acknowledged but rarely discussed: clients—even long-standing ones for whom firms have consistently delivered unquestioned value—are much less loyal to those firms and partners than they once were. This dramatic shift in client behavior has rendered traditional approaches to business development not only ineffective but counterproductive.

But top performers have figured out a radical new approach that is redefining what it means to be a rainmaker in today's professional services market.

Drawing on a comprehensive, quantitative study of nearly three thousand partners—spanning law, accounting, consulting, investment banking, executive search, and public relations—The Activator Advantage identifies five types of partners found across the professional services landscape and shows how only one of them—the Activator—drives consistent growth.

Activators deeply embed business development habits into their daily workflow, aggressively leverage their internal and external networks, and proactively deliver both business and personal value to clients—all of which not only helps shield them from the vagaries of modern client buying behavior but also lays the groundwork for more loyal, longer-lasting relationships.

Packed with eye-opening data, counterintuitive insights, and robust case examples, The Activator Advantage provides the road map for any professional services partner or firm leader looking to chart a path to greater client engagement, internal collaboration, and firm profitability in the new era of fading client loyalty.

Read more

Editorial Reviews

Review

Advance Praise for The Activator Advantage:

"Boomer and Gen X professionals had The Trusted Advisor as required reading. Millennials and Gen Z should have The Activator Advantage. It's that good." — Paul Lewis, Firmwide Managing Partner, Linklaters

"A case for change and a path forward for any firm recognizing the need to aggressively leverage the entirety of its talents to differentiate service, impact, and lasting value." — Scott McIntyre, CEO, Guidehouse

"Buy this book if you're in professional services and looking for a blueprint for organic growth." — Angela Petros, Global Chief Marketing Office, Baker McKenzie

"A tangible road map for individuals, teams, and leaders to grow ever more valuable client relationships." — Tom Monahan, CEO, Heidrick & Struggles

"The Activator Advantage is truly one of those 'theories of everything' that professionals are seeking right now." — Mitch Zuklie, Chairman and CEO, Orrick

"A must-read for leaders of professional services firms looking to foster collaboration to drive sustainable growth in today's rapidly changing marketplace." — Patrick Walsh, CEO, Withum

"This new research introduces business development for the future—and it is proactive engagement, collaboration, creating value, and never, ever getting comfortable." — Constantine Alexandrakis, CEO, Russell Reynolds Associates

"A game changer for those professionals aiming to elevate their client service strategies and achieve exceptional results." — Erin Corbin Meszaros, Global Business Development and Marketing Officer, Eversheds Sutherland

About the Author

Matthew Dixon is a founding partner of DCM Insights, a company that helps professional services firms improve business development. He is a coauthor of the bestselling The Challenger Sale, as well as The Challenger Customer, The Effortless Experience, and The JOLT Effect.

Rory Channer is a founding partner at DCM Insights and was previously Chief Business Development Officer at McDermott Will & Emery.

Karen Freeman is a partner at DCM Insights and was previously a Senior Manager of Learning at McKinsey & Company.

Ted McKenna is a founding partner of DCM Insights and coauthor, with Matthew Dixon, of The JOLT Effect. He was previously a Global Knowledge Leader at Russell Reynolds Associates.

Details:

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The Activator Advantage: What Today's Rainmakers Do Differently

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Unless otherwise stated, all prices displayed on the product page include applicable taxes and import duties.

BOLO operates in accordance with the laws and regulations of Bahrain. Any items found to be restricted or prohibited for sale within the Bahrain will be cancelled prior to shipment. We take proactive measures to ensure that only products permitted for sale in Bahrain are listed on our website.

All items are shipped by air, and any products classified as “Dangerous Goods (DG)” under IATA regulations will be removed from the order and cancelled.

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Visit the Harvard Business Review Press Store

The Activator Advantage: What Today's Rainmakers Do Differently

Product ID: UO0Q8I4FSTC
Condition: New
The Activator Advantage: What Today's Rainmakers Do Differently-0
Type: Hardcover

BHD1928

Price includes VAT & Import Duties
Availability: In Stock

Quantity:

|

Order today to get by 7-14 business days

Delivery fee of BHD 2. Free for orders above BHD 20.

Returns & Warranty policies

Imported From: United States

At BOLO, we work hard to ensure the products you receive are new, genuine, and sourced from reputable suppliers.

Every product in the BOLO catalogue is sourced through our Verified Global Supply Network of verified sellers, authorized distributors or directly from the manufacturer.

Each product undergoes thorough inspection and verification at our consolidation and fulfilment centers to ensure it meets our strict authenticity and quality standards before being shipped and delivered to you.

If you ever have concerns regarding the authenticity of a product purchased from us, please contact Bolo Support. We will review your inquiry promptly and, if necessary, provide documentation verifying authenticity or offer a suitable resolution.

Your trust is our top priority, and we are committed to maintaining transparency and integrity in every transaction.

While we strive to display accurate information, variations in packaging, labeling, instructions, or formulation may occasionally occur due to regional differences or supplier updates. For detailed or manufacturer-specific information, please contact the brand directly or reach out to BOLO Support for assistance.

Unless otherwise stated, all prices displayed on the product page include applicable taxes and import duties.

BOLO operates in accordance with the laws and regulations of Bahrain. Any items found to be restricted or prohibited for sale within the Bahrain will be cancelled prior to shipment. We take proactive measures to ensure that only products permitted for sale in Bahrain are listed on our website.

All items are shipped by air, and any products classified as “Dangerous Goods (DG)” under IATA regulations will be removed from the order and cancelled.

All orders are processed manually, and we make every effort to process them promptly once confirmed. Products cancelled due to the above reasons will be permanently removed from listings across the website.

Description:

A proven approach used by today's best professional service partners to win, retain, and grow client relationships.

There is a growing problem in the professional services industry that is often acknowledged but rarely discussed: clients—even long-standing ones for whom firms have consistently delivered unquestioned value—are much less loyal to those firms and partners than they once were. This dramatic shift in client behavior has rendered traditional approaches to business development not only ineffective but counterproductive.

But top performers have figured out a radical new approach that is redefining what it means to be a rainmaker in today's professional services market.

Drawing on a comprehensive, quantitative study of nearly three thousand partners—spanning law, accounting, consulting, investment banking, executive search, and public relations—The Activator Advantage identifies five types of partners found across the professional services landscape and shows how only one of them—the Activator—drives consistent growth.

Activators deeply embed business development habits into their daily workflow, aggressively leverage their internal and external networks, and proactively deliver both business and personal value to clients—all of which not only helps shield them from the vagaries of modern client buying behavior but also lays the groundwork for more loyal, longer-lasting relationships.

Packed with eye-opening data, counterintuitive insights, and robust case examples, The Activator Advantage provides the road map for any professional services partner or firm leader looking to chart a path to greater client engagement, internal collaboration, and firm profitability in the new era of fading client loyalty.

Read more

Editorial Reviews

Review

Advance Praise for The Activator Advantage:

"Boomer and Gen X professionals had The Trusted Advisor as required reading. Millennials and Gen Z should have The Activator Advantage. It's that good." — Paul Lewis, Firmwide Managing Partner, Linklaters

"A case for change and a path forward for any firm recognizing the need to aggressively leverage the entirety of its talents to differentiate service, impact, and lasting value." — Scott McIntyre, CEO, Guidehouse

"Buy this book if you're in professional services and looking for a blueprint for organic growth." — Angela Petros, Global Chief Marketing Office, Baker McKenzie

"A tangible road map for individuals, teams, and leaders to grow ever more valuable client relationships." — Tom Monahan, CEO, Heidrick & Struggles

"The Activator Advantage is truly one of those 'theories of everything' that professionals are seeking right now." — Mitch Zuklie, Chairman and CEO, Orrick

"A must-read for leaders of professional services firms looking to foster collaboration to drive sustainable growth in today's rapidly changing marketplace." — Patrick Walsh, CEO, Withum

"This new research introduces business development for the future—and it is proactive engagement, collaboration, creating value, and never, ever getting comfortable." — Constantine Alexandrakis, CEO, Russell Reynolds Associates

"A game changer for those professionals aiming to elevate their client service strategies and achieve exceptional results." — Erin Corbin Meszaros, Global Business Development and Marketing Officer, Eversheds Sutherland

About the Author

Matthew Dixon is a founding partner of DCM Insights, a company that helps professional services firms improve business development. He is a coauthor of the bestselling The Challenger Sale, as well as The Challenger Customer, The Effortless Experience, and The JOLT Effect.

Rory Channer is a founding partner at DCM Insights and was previously Chief Business Development Officer at McDermott Will & Emery.

Karen Freeman is a partner at DCM Insights and was previously a Senior Manager of Learning at McKinsey & Company.

Ted McKenna is a founding partner of DCM Insights and coauthor, with Matthew Dixon, of The JOLT Effect. He was previously a Global Knowledge Leader at Russell Reynolds Associates.

Details:

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