The Rainmaker Genome

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/