The Activator Advantage

A proven 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: clientseven long-standing ones for whom firms have consistently delivered unquestioned valueare much less loyal to those 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 three thousand partnersspanning law, accounting, consulting, investment banking, executive search, and public relationsThe Activator Advantage identifies five types of partners found across the professional services landscape and shows how only one of themthe Activatordrives 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 clientsall of which not only helps shield them from the vagaries of modern client buying behavior but also lays the groundwork for more loyal, longer-lasting relationships. 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, and firm profitability in the new era of fading client loyalty.