What Today's Rainmakers Do Differently

Based on a rigorous study of nearly three thousand partners across law, accounting, consulting, investment banking, executive search, and public relations, the book identifies five partner profiles and shows how only one—the Activator—drives consistent growth. By embedding business development into daily work, actively leveraging internal and external networks, and delivering ongoing value, these professionals shield themselves from changing buying behavior and build longer-lasting relationships.

Readers will encounter eye-opening data, counterintuitive insights, and robust case examples. The content is presented with clear frameworks and practical steps that translate research into real actions—ideal for firm leaders looking to improve client engagement, internal collaboration, and overall profitability in the new era of evolving client needs.

• Five partner profiles across professional services with a focus on the Activator as the growth driver
• How to weave business development habits into daily client work
• Strategies to proactively leverage internal and external networks
• Real-world case examples spanning law, accounting, consulting, investment banking, executive search, and public relations
• Data-driven insights and counterintuitive findings that challenge traditional approaches
• A practical road map to boost client engagement, cross-functional collaboration, and profitability
• Accessible, concise writing with frameworks that are easy to apply

Readers finish with a concrete plan to strengthen client relationships, grow recurring revenue, and cultivate curiosity and confidence in pursuing new opportunities.