New study reveals key behaviors of top rainmakers at partner-led firms

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[{"type":"text","content":"Intapp and DCM Insights’ Rainmaker Genome Project identifies the leading approach to winning new business\nPALO ALTO, Calif., Oct. 19, 2023 (GLOBE NEWSWIRE) -- Intapp (NASDAQ: INTA), a leading provider of cloud-based software for the global professional and financial services industry, partnered with DCM Insights to produce the Rainmaker Genome Project, a quantitative study designed to understand what makes top-performing business developers different from their peers. In addition, the study will drive Intapp's product investments to ensure solutions continue to enable and reinforce Activator behaviors. In this era of diminished customer loyalty and increased market competition in the professional and financial services sectors, this report has the potential to fundamentally shift how firms coach, enable, measure, and incentivize partners’ business development efforts. The research found that successful rainmakers at partner-led firms prioritize network building and information-sharing. It describes the combined consistency, rigor, and collaboration they bring to business development activities as the Activator approach. And it shows that leaning into Activator behaviors can increase the average partner’s revenue generation by up to 32%. “Partner-led firms run the risk of becoming overly reliant on a handful of rainmakers to help reach organizational revenue targets,” said Lavinia Calvert, VP and Industry Principal at Intapp. “This research lays out a roadmap for how they can cultivate firm-wide Activator behaviors to help them remain competitive in an increasingly challenging landscape. Simply put, rainmakers are embracing a set of skills and accessing a cache of tools that their colleagues are not. They have developed a proactive system for building, evaluating, and serving their network of contacts, and view business development as a constant rather than periodic activity.” The Rainmaker Genome Project surveyed nearly 1,800 partners from 23 global accounting, consulting, investment banking, legal, and other professional services firms to better understand the types of behaviors most commonly exhibited by successful business developers. The full survey report, “Unlocking the secrets to successful business development,” is available now. Research highlights include: Five business development profiles The study revealed five con...

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