In law, professional services and other B2B service industries, there is a special mindset required for growing sales.
The activator mindset.
According to Activator Advantage, the book by Matthew Dixon, Rory Channer, Karen Freeman and Ted McKenna, there are three qualities that make an Activator.
Self-determination – bringing ideas to client and creating demand, and building the skills required
Other-Focus – taking client understanding and empathy to a new level
Resiliency – bouncing back, learning from mistakes and understanding context
These are the skills you want virtually every Associate or Manager to work on, and every Partner or Director to master.
But take a look at the firm’s values and how do they correlate? Are we simply adding another set of words to the mix? Another set of words which will only confuse colleagues?
Or can these behaviours be embedded into the values and culture of the firm, as though they are part of one and the same thing.
We believe so.
Working with a leading tech business, we helped to embed the core behaviours into the business, making them both part of the values and skills to master. All within a playbook that formed the foundation of the new mindset for the business.
Do you want a more activator mindset as part of your culture?
