01332 226601
The latest episode of Osprey Approach’s popular podcast series, Empowering Law Firm Leaders, is available now to watch and listen for free on YouTube, Spotify, and Amazon Music. This latest episode features a conversation with Matt Dixon, founding partner of training and consultancy firm DCM Insights, who is recognised as being one of the world’s leading authorities on sales, business development and marketing.
Known for his groundbreaking research, Matt has already co-authored several influential books over the past decade. Now, following two years of research, including thousands of partner level interviews, Matt’s latest book, The Activator Advantage, identifies five different professional profiles, including activators - the top-performers across the professional sector, who take a radically different approach to business development.
In episode 18, Amy Bruce, marketing director at Osprey Approach, invites Matt to reflect on his research, and to share his insights on the strategies and mindsets required for modern law firms to level-up their business development efforts, overcome client loyalty challenges, and win more new business.
This conversation covers:
- The five business development profiles
- Three key behaviours of ‘activators’
- The importance of connecting internally and externally
- Creating value for clients
- The role of generosity and curiosity
- How to build an ‘activator’ firm
Matt shares the three key behaviours he believes activators possess, which set them apart from other business developers, namely, the ability to commit, connect, and create. Matt notes that, "activators create zippered connections from top to bottom within the client organisation. This means they have relationships with multiple people at different levels, ensuring that the relationship remains strong even if there are changes in personnel."
Matt believes that activators focus on delivering three types of value: business value, trust value, and personal value. Business value involves providing tangible benefits that directly impact the client's bottom line. This could include cost savings, efficiency improvements, or revenue growth.
Matt comments: - "Clients appreciate when you are upfront about potential challenges and costs. It builds trust and shows that you are looking out for their best interests." This trust is further strengthened by the activator's willingness to go above and beyond, even when it doesn't immediately benefit them financially.
Watch the full interview with Matt Dixon now to discover more advice and guidance on adopting the Activator Advantage to level-up your firm’s business development. Matt also shares his exclusive advice on building an Activator firm and the key steps needed to level-up your business development.
Osprey’s Empowering Law Firm Leaders podcast series follows the success of its Build Better Habits webinars. It takes a critical look at the key topics that will empower legal leaders and teams to help make running a law firm easier. Over the coming episodes, Amy Bruce will be joined by several guest speakers including Kate Burt, solicitor, and CEO of HiveRisk, Shaun Cremins, CX Director for insight6 and Tom Blandford, legal financial expert and owner of SurSum Advisory.
