DCM Insights

Wishing all of our American clients, colleagues, friends and families a Happy 4th July!

Great to see another one of our clients taking off with the Activator Development System, this time with our Senior Associate programme. Thank you to Shawnee Fisher and all of the team at Hogan Lovells in the APAC region for having us. Thank you to Karen Freeman and Remona Moodley from team DCM Insights for leading on the delivery for this. #activator #businessdevelopment #professionalservices

Thank you to Charles Cousins and our friends at Passle for his excellent summary of the workshop at the PSMG LLP conference. Alexander Low our UK MD, was invited by Gemma Prescott from our partners at Intapp to share the findings of our Rainmaker Genome research, as featured in HBR, with the book due in the spring 2025. This was followed by two of our clients, Raya Blakeley-Glover from Bird & Bird, and James Davidge from Taylor Wessing, share how they are embedding Activator behaviours into their firms. This was followed by Patric H. showing how their AI in their CRM Deal Cloud can support Activator behaviours with their AI drive nudges, based on the Activator framework. #activator #businessdevelopment #profressionalservices

We are delighted to welcome Matt Kelly to the DCMi team in the role of Head of Global Faculty. Matt’s mission will be to help build the business by leading our presence in the classroom, growing our faculty corps and ensuring the highest quality experiences for our clients around the world. Matt brings more than 25 years of experience to our team, including leadership positions in premiere executive education and leadership development firms. Matt previously guided the multi-year growth of CEB (now Gartner) Talent Development business, including serving as Head of Faculty for The Challenger Sale, Effortless Experience and Leadership Academies development programs As Managing Director for the @Institutional Limited Partners Association (“ILPA”) Matt scaled a global executive education business designed to improve the effectiveness of private market investment professionals. Immediately prior to joining DCMi, Matt served as Managing Director with Duke Corporation Education (“Duke CE”) working with large global organizations to design and develop bespoke leadership development programs. Matt was previously Principal with Guild Education and also practiced law with Pillsbury (formerly Pillsbury Winthrop Shaw Pittman). Matt is a member of the Virginia State bar. We look forward to Matt’s leadership helping to grow our global reach and delivery capabilities. If you would like to learn more about how we can support your business development and enablement programs through our Activator Development System, please review our approach as published in Harvard Business Review, with a forthcoming book to follow. #acivator #professionalservices #businessdevelopment

We end the week with the Activator profile. The go to market behaviours of the Activator are the foundations of our Sales & Business Development coaching programme - The Activator Development System. Commit, Connect & Create are the pillars which Activators base how they develop client relationships. Matt Dixon shares more on what these are. Huge thank you to the team at Equilar for putting this video series together for us. #activator #businessdevelopment #professionalservices

Be The Change. Thank you to Gail Jaffa and PSMG LLP for hosting a great day yesterday at the PSMG BD & Marketing Conference. Alexander Liddle did a great role of being Chair for the day, keeping us all in check, and focussing the attention on "Sales" in Professional Services. Excellent keynotes from Clive Garfield sharing perspectives of group think and bias - and how this can impact judgement and decision making. The effervescent Mark Stephens CBE on how to be a disruptor - or is it in fact an innovator. We are also grateful for two of our clients, Raya Blakeley-Glover from Bird & Bird, along with James Davidge of Taylor Wessing sharing how they are embedding activator behaviours in their firms. This was followed by Patric H. from Intapp sharing their latest developments on they are using AI in DealCloud to help "nudge" Activator behaviours. Gemma Prescott thank you as ever for your continued support of us and inviting Alexander Low to share an overview of our research. #activator #businessdevelopment #sales #professionalservices

As we continue our video series, looking at the different business development & client development behaviours, today we consider the "Debater". Matt Dixon describes what the "Debater" profile is, and how they develop business. This is based on our research of almost 1800 Partners, across Law, Accounting and Consulting, which uncovered 5 different go-to-market approaches. On Monday, Matt discussed the "Expert" On Tuesday, Matt considers the "Confidant" How do you see the "Debater" comparing? Thank you to Equilar for your continued support in creating this video series. #activator #professionalservices #businessdevelopment

Today, we continue the conversation around the 5 different business development and client development behaviours, as uncovered in our research of almost 1800 Partners in Professional Services. Matt Dixon discusses the "Confidant" behaviour. Do you see this type of behaviour in your organisations? Thank you to the team at Equilar for your continued support in creating this video content. #activator #businessdevelopment #professionalservices

This week we will be profiling the 5 different business development and client development behaviours our research of 1800 Partners across Law, Accounting & Consulting, uncovered. Today, Matt Dixon will talk about the "Expert" profile and what this means. Thank you to the team at Equilar for supporting us with this video content. Let us know what you think in the comments about the "Expert" profile. #activator #businessdevelopment #professionalservices

We are delighted to welcome Pat Spenner to the team. Pat joins to support our continued global growth and will support us and our clients across Australia & New Zealand and broader APAC. Pat brings a wealth of experience for us, not to mention he was also part of the CEB team where he was co-author of The Challenger Customer; this insight still remains relevant today and is a huge asset to not only us, but our clients. We look forward to working with all of our clients and future clients across the region; please do feel free to reach out Pat directly if you would like to learn more about how we can support your business development and enablement programmes through our Activator Development System, which is based on the Rainmaker research, as published in Harvard Business Review, with the book to follow. #activator