The Activator Advantage: What Today's Rainmakers Do Differently
There is a growing problem in the professional services industry that is often acknowledged but rarely discussed openly: clients-even long-standing ones-are much less loyal to 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.



But 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. Drawing on a comprehensive, quantitative study of nearly 3,000 partners, The Activator Advantage identifies the five types of partners found across the professional services landscape and shows how only one of them-the Activator-drives consistent growth. Activators 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.



Packed with eye-opening data, counterintuitive insights, and robust case examples, The Activator Advantage provides the road map for any professional services partner or firm leader looking to chart a path to greater client engagement, internal collaboration, revenue growth, and firm profitability in the new era of client disloyalty.
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The Activator Advantage: What Today's Rainmakers Do Differently
There is a growing problem in the professional services industry that is often acknowledged but rarely discussed openly: clients-even long-standing ones-are much less loyal to 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.



But 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. Drawing on a comprehensive, quantitative study of nearly 3,000 partners, The Activator Advantage identifies the five types of partners found across the professional services landscape and shows how only one of them-the Activator-drives consistent growth. Activators 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.



Packed with eye-opening data, counterintuitive insights, and robust case examples, The Activator Advantage provides the road map for any professional services partner or firm leader looking to chart a path to greater client engagement, internal collaboration, revenue growth, and firm profitability in the new era of client disloyalty.
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The Activator Advantage: What Today's Rainmakers Do Differently

The Activator Advantage: What Today's Rainmakers Do Differently

by Ted Mckenna, Karen Freeman, Matthew Dixon, Rory Channer

Narrated by Tim Fannon

Unabridged — 7 hours, 40 minutes

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The Activator Advantage: What Today's Rainmakers Do Differently

The Activator Advantage: What Today's Rainmakers Do Differently

by Ted Mckenna, Karen Freeman, Matthew Dixon, Rory Channer

Narrated by Tim Fannon

Unabridged — 7 hours, 40 minutes

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Overview

There is a growing problem in the professional services industry that is often acknowledged but rarely discussed openly: clients-even long-standing ones-are much less loyal to 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.



But 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. Drawing on a comprehensive, quantitative study of nearly 3,000 partners, The Activator Advantage identifies the five types of partners found across the professional services landscape and shows how only one of them-the Activator-drives consistent growth. Activators 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.



Packed with eye-opening data, counterintuitive insights, and robust case examples, The Activator Advantage provides the road map for any professional services partner or firm leader looking to chart a path to greater client engagement, internal collaboration, revenue growth, and firm profitability in the new era of client disloyalty.

Editorial Reviews

From the Publisher

Advance Praise for The Activator Advantage:

"Boomer and Gen X professionals had The Trusted Advisor as required reading. Millennials and Gen Z should have The Activator Advantage. It's that good." — Paul Lewis, Firmwide Managing Partner, Linklaters

"A case for change and a path forward for any firm recognizing the need to aggressively leverage the entirety of its talents to differentiate service, impact, and lasting value." — Scott McIntyre, CEO, Guidehouse

"Buy this book if you're in professional services and looking for a blueprint for organic growth." — Angela Petros, Global Chief Marketing Office, Baker McKenzie

"A tangible road map for individuals, teams, and leaders to grow ever more valuable client relationships." — Tom Monahan, CEO, Heidrick & Struggles

"The Activator Advantage is truly one of those 'theories of everything' that professionals are seeking right now." — Mitch Zuklie, Chairman and CEO, Orrick

"A must-read for leaders of professional services firms looking to foster collaboration to drive sustainable growth in today's rapidly changing marketplace." — Patrick Walsh, CEO, Withum

"This new research introduces business development for the future—and it is proactive engagement, collaboration, creating value, and never, ever getting comfortable." — Constantine Alexandrakis, CEO, Russell Reynolds Associates

"A game changer for those professionals aiming to elevate their client service strategies and achieve exceptional results." — Erin Corbin Meszaros, Global Business Development and Marketing Officer, Eversheds Sutherland

Product Details

BN ID: 2940194415830
Publisher: Ascent Audio
Publication date: 05/20/2025
Edition description: Unabridged
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