The Strategy Skills Podcast: Management Consulting | Strategy, Operations & Implementation | Critical Thinking

What if the strategies you trust most are quietly keeping you from your next level of growth?   In professional services, we’re taught that strong delivery and trusted relationships lead to more business. But what if that model no longer matches how clients actually buy?   In this episode, I speak with Matthew Dixon, the co-founder of DCM Insights and bestselling author of The Challenger Sale and The Jolt Effect, about his latest research and book, The Activator Advantage. Based on a global study of 3,000 partners across consulting, law, accounting, and professional services, Matt reveals that the top rainmakers aren’t the most experienced or connected; they’re the ones who act differently.   He introduces the concept of the Activator: a business developer who proactively creates client value before the engagement even starts, connects deeply across networks, and builds trust by helping people, not just closing deals.   We explore: The five types of business developers and why only one correlates with high