Navigating Client Loyalty: How Today’s Partners can Become Tomorrow’s Rainmakers

In this episode of the Watermark Search International Agile Leadership Lessons Podcast, host Robert Atkinson, Partner in our Executive Search Professional Services practice, welcomes guests Rory Channer, founding partner of DCM Insights and Pat Spenner, APAC Managing Director for DCM Insights. Together, they delve into the evolving landscape of client loyalty in professional services.

The discussion centres around the emerging challenges faced by professional services leaders, in particular the decline in client loyalty, what underpins this decline and how to adjust to stem the rising tide of procurement and consensus decision making. 

Rory and Pat share the research insights (off the back of 2,941 interviews across Professional Services - Law, Consulting, Accounting, Executive Search, Public Relations and Investment Banking), which combined formed the basis of their new book, The Activator Advantage. They also introduce the "Activator" profile, a key driver of higher performance in business development.

Listeners will gain valuable perspectives on the five types of professionals in the industry: the Expert, the Confidant, the Activator, the Realist, and the Debater. The episode explores how Activators, with their proactive and collaborative approach, can significantly enhance client engagement and drive growth.

Tune in to learn about the impact of consensus decision-making, the importance of consistent value creation, and the role of technology in supporting business development. Whether you're a seasoned professional or new to the field, this episode offers actionable strategies to adapt to the changing dynamics of client relationships in professional services.