In today's professional services landscape, a significant yet often unspoken issue is emerging: client loyalty is waning. Even long-standing clients, who have previously received unquestionable value, are now less loyal to firms and partners than ever before.
For the majority of partners, this shift in client buying behaviour presents a serious challenge. Traditional business development strategies, once the cornerstone of building a robust and sustainable book of business, are not only becoming ineffective but are also counterproductive.
However, top performers in the industry have discovered a different, surprising approach that is revolutionising the concept of rainmaking in the modern professional services market.
Join us for an insightful and engaging webinar where we will delve into the findings from a groundbreaking empirical study on what sets today's rainmakers apart. This session will provide practical guidance and actionable insights specifically tailored for marketers and business development team members working within professional services firms.
Key Takeaways:
- Understand the dramatic shift in client loyalty and its impact on traditional business development approaches.
- Discover the innovative strategies employed by top-performing rainmakers.
- Gain practical advice and actionable steps to adapt and thrive in the evolving professional services market.
- Learn how to redefine your approach to building a healthy, sustainable book of business.
Don't miss this opportunity to equip yourself with the knowledge and tools needed to navigate and succeed in the changing landscape of professional services.
The Speakers:
Patrick Spenner
Patrick is the Managing Director for APAC with DCM Insights, a boutique consulting and training firm that uses research-backed methods to help professional services firms better attract, retain and grow their client relationships. Across his 25+ year career, he has played the roles of commercial transformation leader, general manager, CMO and head of strategy.
Prior to his move to New Zealand in 2017, Patrick spent 12 years at the Corporate Executive Board (CEB), now part of Gartner. He led teams that did research behind CEB’s breakthrough work on commercial excellence. He is co-author of The Challenger Customer, a Wall Street Journal best-selling book on B2B sales and marketing, and has contributed to Harvard Business Review and Forbes.
He holds an MBA from Stanford University and lives on Aotearoa New Zealand's south island with his wife, four children and two overactive border collies.
Rory Channer
Rory is a Founding Partner of DCM Insights. He has held executive leadership positions in Marketing, Business Development and Sales at McDermott Will & Emery, Ruffalo Noel Levitz, BehaVR, CEB, Portrait Software and Business Genetics. His work at McDermott was pioneering for the legal sector. He helped grow McDermott by 50% in just four years, earning its place back in the Amlaw 25, ending a decade of growth decline. Rory’s consistent track record of helping companies improve their growth curve is second to none.
Originally trained as an Industrial Psychologist, he brings science and his 25 plus years of commercial experience to the legal sector. Not only has he helped numerous law firms improve their growth trajectory, he has also personally trained several hundred law firm partners to improve their client engagement skills.
Rory holds a BSc (Hons) in Industrial Psychology and post graduate diploma in Industrial Psychology from the University of Hull and postgraduate qualifications in Leadership Coaching and Counselling from George Washington University in DC and Regents University in London. He and his family currently reside in Northern Virginia.