Coming May 20, 2025
The groundbreaking approach used by today's best professional service partners to win, retain, and grow client relationships.
There is a growing problem in the professional services industry that is often acknowledged but rarely discussed openly: clients—even long-standing ones for whom firms have delivered unquestioned value in the past—are much less loyal to firms and partners than they once were.
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 professional services 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.
Pre-order your copy now!
For organizational or bulk sales, please contact: booksales@harvardbusiness.org
Additional Coverage
Selected as of one the Harvard Business Review's "10 Must Reads of 2025"
A look at the research behind the Activator Development System.
Read the original article on the Activator research that appeared in the November-December 2023 issue of Harvard Business Review. DCM Insights conducted hundreds of interviews and analyzed nearly 3,000 in-depth surveys of partners to understand what top rainmakers do differently.
Rainmaker behavior
Our research team at DCM Insights conducted the first global, data-based study designed to understand what makes top performing business developers different from their peers in the professional services industry. Nearly 3,000 partners from across 40 firms (spanning consulting, law, accounting, investment banking, PR/communications and executive search/talent advisory) participated in an in-depth survey to identify how they approach business development.
We also conducted hour-long behavioral interviews with nearly 100 top performers across the professional services landscape as well as dozens of C-suite client executives.
Sample Overview, June 2024
Activator Coverage
Additional Research by DCMi Team Members
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The JOLT Effect
The JOLT Effect: How High Performers Overcome Customer Indecision, written by Matt Dixon and Ted McKenna. Learn more at Jolt Effect.
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The Challenger Sale
The Challenger Sale offers sales leaders a new playbook for delivering distinctive purchase experiences that drive higher levels of customer loyalty and greater growth. Learn more at Penguin Random House.
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The Challenger Customer
The Challenger Customer is a reality check. Simply being a Challenger seller isn’t enough; your success or failure also depends on who you challenge. Readers will get insights on identifying and engaging customer stakeholders. Learn more at Penguin Random House.
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The Effortless Experience
Everyone knows that the best way to create customer loyalty is with service so good, so over the top, that it surprises and delights. But what if everyone is wrong? Learn more at Penguin Random House.
