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Podcast: The Strategy Skills Podcast: Strategy | Leadership | Critical Thinking | Problem-Solving
Episode: 553: Founding Partner of DCM Insights on What Today's Rainmakers Do Differently
Description: 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 d...