The landscape for professional services business development is changing. Clients are less loyal to firms and individual fee earners, and strong relationships are no longer enough to guarantee repeat business.
These are just some of the insights that have recently come out of research conducted by DCM Insights, published in the Harvard Business Review.
Today, on this special episode of the CMO Series Podcast, Will Eke welcomes founding partner of DCM Insights, Matt See more +
The landscape for professional services business development is changing. Clients are less loyal to firms and individual fee earners, and strong relationships are no longer enough to guarantee repeat business.
These are just some of the insights that have recently come out of research conducted by DCM Insights, published in the Harvard Business Review.
Today, on this special episode of the CMO Series Podcast, Will Eke welcomes founding partner of DCM Insights, Matt Dixon, to discuss the highlights of the study and delve into the key characteristics that today’s most successful rainmakers all have in common.
Matt and Will discuss:
- How the research came about and the impetus behind it
- The key findings from the study and the most surprising results
- The 5 business development profiles of lawyers the research revealed
- The characteristics that set the ‘Activator’ profile apart
- What lawyers can work on to develop some of the key ‘Activator’ attributes
- Advice for BD managers looking to develop the business development skills of their lawyers
Find the full transcript of the episode here: https://blog.passle.net/post/102j2j4/cmo-series-ep134-matt-dixon-of-dcm-insights-on-what-it-takes-to-be-a-rainmaker See less -
