If you are a fee earner in professional services, balancing the fee-paying work and your business development activities can be challenging. Some may even say a little daunting. You trained to be an expert in law, accounting or consulting, not necessarily a salesperson.
Yet, why do some seem able to go out and win businesses and have long-standing client relationships? What is it they do that you are not?
Is what they do even right for today's market?
This is the same question the team at DCM Insights wanted to answer. In partnership with Intapp, they surveyed 1800 partners across Law, Accounting and Consulting to understand what they do regarding business development and client relationship management.
They also conducted 100 C Suite interviews to understand how and why they buy professional services.
This is also underpinned by the principles unearthed through decades of psychology experiments and anthropology findings applied by sales and marketing experts.
This gives us "The Rainmaker Genome".
There are five profiles of Partner and how they go to market :
Expert
Confidant
Activator
Debater
Realist
These are not personality-based but behaviour-based. Of the five profiles, one is predominantly more successful in business development and revenue growth.
Not only this, these behaviours in how they go to market are teachable.
Listen to one of the founding Partners of DCM Insights and internationally acclaimed Sales Author, Matt Dixon share more on how the research was conducted, what the 5 profiles are and what this means for the future of the modern Rainmaker, as featured in Havard Business Review.
Learn more about DCM Insights and their Activator Development Programme : https://activatordevelopmentsystem.com/
Read the Harvard Business Review article : https://hbr.org/2023/11/what-todays-rainmakers-do-differently
Follow Matt on LinkedIn : https://www.linkedin.com/in/matthewxdixon/
Battle lines have been drawn. AI vs Sales.
Why LinkedIn should be seen as a sales tool for Professional Services
Will you be in the 1% on LinkedIn for 2019?
Digital Transformation, is not about Digital
Why social needs to be part of your go to market strategy
Why you should not be focussing on AI in Sales & Marketing
Don't be invisible - doubling your pipeline with Social
I discuss the 5 myths of Social Selling
why CRM needs to be social
SDRs is the end nigh?
it's time to stop hiding & be yourself
Has a sales person's role actually changed that much?
Is your Corporate culture social?
What I learn't leading a Social Selling programme
Why Sales Navigator is the best lead generation tool
Sell through your network, not to it
if you are not talking on social, then no one is listening
How to build your Personal Brand online
Is it time to ditch traditional sales metrics?
What is the value of your network?
Join Podbean Ads Marketplace and connect with engaged listeners.
Advertise Today
Create your
podcast in
minutes
It is Free
The Commercial Edge: Unleash the Power of People
The emPOWERed Half Hour
The Marketing Secrets Show
Right About Now with Ryan Alford
The Agile Brand™ with Greg Kihlstrom
B2B Agility™ with Greg Kihlström
Online Marketing Made Easy with Amy Porterfield