{"product_id":"the-activator-advantage-what-todays-rainmakers-do-differently-hardcover","title":"The Activator Advantage: What Today's Rainmakers Do Differently - Hardcover","description":"\u003cdiv\u003e\u003cp style=\"text-align: right;\"\u003e\u003ca href=\"https:\/\/reportcopyrightinfringement.com\/\" target=\"_blank\" rel=\"nofollow\"\u003e\u003cb\u003eReport copyright infringement\u003c\/b\u003e\u003c\/a\u003e\u003c\/p\u003e\u003c\/div\u003e\u003cp\u003eby \u003cb\u003eMatthew Dixon\u003c\/b\u003e (Author), \u003cb\u003eRory Channer\u003c\/b\u003e (Author), \u003cb\u003eKaren Freeman\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cb\u003eA proven approach used by today's best professional service partners to win, retain, and grow client relationships.\u003c\/b\u003e\u003c\/p\u003e\u003cp\u003eThere 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.\u003c\/p\u003e\u003cp\u003eBut 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.\u003c\/p\u003e\u003cp\u003eDrawing on a comprehensive, quantitative study of nearly three thousand partners--spanning law, accounting, consulting, investment banking, executive search, and public relations--\u003ci\u003eThe Activator Advantage\u003c\/i\u003e identifies five types of partners found across the professional services landscape and shows how only one of them--the Activator--drives consistent growth.\u003c\/p\u003e\u003cp\u003eActivators 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.\u003c\/p\u003e\u003cp\u003ePacked with eye-opening data, counterintuitive insights, and robust case examples, \u003ci\u003eThe Activator Advantage\u003c\/i\u003e 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.\u003c\/p\u003e\u003ch3\u003eAuthor Biography\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cb\u003eMatthew Dixon\u003c\/b\u003e is a founding partner of DCM Insights, a company that helps professional services firms improve business development. He is a coauthor of the bestselling \u003ci\u003eThe Challenger Sale\u003c\/i\u003e, as well as \u003ci\u003eThe Challenger Customer\u003c\/i\u003e, \u003ci\u003eThe Effortless Experience\u003c\/i\u003e, and \u003ci\u003eThe JOLT Effect\u003c\/i\u003e.\u003c\/p\u003e\u003cp\u003e\u003cb\u003eRory Channer\u003c\/b\u003e is a founding partner at DCM Insights and was previously Chief Business Development Officer at McDermott Will \u0026amp; Emery.\u003c\/p\u003e\u003cp\u003e\u003cb\u003eKaren Freeman\u003c\/b\u003e is a partner at DCM Insights and was previously a Senior Manager of Learning at McKinsey \u0026amp; Company.\u003c\/p\u003e\u003cp\u003e\u003cb\u003eTed McKenna\u003c\/b\u003e is a founding partner of DCM Insights and coauthor, with Matthew Dixon, of \u003ci\u003eThe JOLT Effect\u003c\/i\u003e. He was previously a Global Knowledge Leader at Russell Reynolds Associates.\u003c\/p\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 240\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 1.1 x 9.4 x 6.1 IN\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e May 20, 2025\u003c\/div\u003e\n            ","brand":"BooksCloud","offers":[{"title":"Default Title","offer_id":45584277438508,"sku":"9798892790574","price":35.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0618\/6260\/8940\/files\/GAesmIvoV99798892790574.webp?v=1780221021","url":"https:\/\/littleredgeneralstore.com\/products\/the-activator-advantage-what-todays-rainmakers-do-differently-hardcover","provider":"Little Red General Store","version":"1.0","type":"link"}