In this episode, Steve Fretzin and Matt Dixon discuss:
- Client relationship dynamics in professional services
- Shifts in legal business development and rainmaking strategies
- The role of value creation in winning and retaining clients
- Evolving mindsets and habits of successful professionals
Key Takeaways:
- Top rainmakers (“activators”) don’t wait for paid work to provide value — they proactively deliver business, trust, and personal value before being hired.
- Client loyalty is rapidly eroding; only about 50% of clients today automatically return to incumbent providers, compared to over 75% five years ago.
- The most predictive variable of long-term client loyalty is whether clients think of you even when not actively engaged — a sign of strong personal value.
- Lawyers should send LinkedIn invites to all prospects and recent contacts to trigger platform algorithms that surface client activity for timely, value-added outreach.
"The best partners lead to their capabilities, not with their capabilities." — Matt Dixon
Unlock the secrets of rainmaking success—join Steve Fretzin and four powerhouse legal experts for Be That Lawyer LIVE on August 27; reserve your spot now at fretzin.com/events.
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Episode References:
Atomic Habits by James Clear: https://www.amazon.com/Atomic-Habits-Proven-Build-Break/dp/0735211299
The Power of Habit by Charles Duhigg: https://www.amazon.com/Power-Habit-What-Life-Business/dp/081298160X
What Today's Rainmakers Do Differently (published in Harvard Business Review): https://hbr.org/2023/11/what-todays-rainmakers-do-differently
About Matt Dixon: Matt Dixon is a Founding Partner of DCM Insights—a boutique consulting and training firm that uses research-backed methods to help organizations better attract, retain, and grow their client relationships. A noted business researcher and writer, Matt is a sought-after advisor to leadership teams around the world.
He is best known as the co-author of several of the most important business books of the past twenty years, including The Challenger Sale, which has sold more than a million copies worldwide and was a #1 Amazon and Wall Street Journal bestseller, and his other notable books include The JOLT Effect, The Challenger Customer and The Effortless Experience. His latest book, The Activator Advantage: What Today’s Rainmakers Do Differently, was released by Harvard Business Review Press in May of this year.
In addition to his books, Matt is a frequent contributor to Harvard Business Review on topics ranging from business development effectiveness to client experience. He holds a Ph.D. from the University of Pittsburgh and currently resides in the Washington, DC area with his family.
Connect with Matt Dixon:
Website: https://www.dcminsights.com/
Book: The Activator Advantage: https://www.amazon.com/Activator-Advantage-Todays-Rainmakers-Differently/dp/B0D8V4SFGP
Other books: https://www.amazon.com/stores/author/B0058M2ORW
LinkedIn: https://www.linkedin.com/in/matthewxdixon/ & https://www.linkedin.com/company/dcm-insights/
Connect with Steve Fretzin:
LinkedIn: Steve Fretzin
Twitter: @stevefretzin
Instagram: @fretzinsteve
Facebook: Fretzin, Inc.
Website: Fretzin.com
Email: Steve@Fretzin.com
Book: Legal Business Development Isn't Rocket Science and more!
YouTube: Steve Fretzin
Call Steve directly at 847-602-6911
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