Episode 94: The Activator Advantage

Sue Bethanis hosts Matthew Dixon, a Founding Partner of DCM Insights and leading expert in business development and client experience. Matt is the co-author of the groundbreaking book The Activator Advantage: What Today's Rainmakers Do Differently, which reveals why traditional business development approaches are failing in professional services.

Sue and Matt explore:

• The dramatic shift in client loyalty within professional services
• The five distinct business development profiles Matt's research identified among nearly 3,000 partners: Experts, Confidants, Debaters, Realists, and Activators
• The three pillars of the Activator approach and why this approach fosters longer-lasting, more engaged professional relationships, and shields them from unpredictable client-buying behaviors