Rory is joining us in Auckland as part of a global book launch tour. Ten pre-release copies of the book will be available as spot prizes to be won at the event.
The book can be purchased at The Activator Advantage — DCM Insights
Rory will be joined by Patrick Spenner, author of The Challenger Customer and Managing Director of APAC for DCM Insights.
About the Session:
There is a growing problem in the professional services industry that is often acknowledged but rarely discussed openly: clients - even long-standing ones for whom firms have delivered unquestioned value in the past - are much less loyal to firms and partners than they once were.
But top performers have figured out the new rules that are redefining what it means to be a "rainmaker" in today’s professional services market. Drawing on a comprehensive, quantitative study of nearly 3,000 professional services partners, The Activator Advantage identifies the five types of partners found across the professional services landscape and shows how only one of them - the Activator - drives consistent growth.
Rory and Patrick will take us “behind the curtains,” sharing a sneak preview of the actionable insights and practical case studies from the book that extend beyond the original quantitative research.
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.
- Explore what it means to embed Activator as a firm-level go-to-market capability – touching marketing, events, content, technology, and rewards/incentives.
Don't miss this opportunity to meet the author and equip yourself with the knowledge and tools needed to navigate and succeed in the changing landscape of professional services.
Speakers:
Rory Channer
Founding Partner, DCM Insights
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.
Patrick Spenner
Managing Director, DCM Insights
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.
Event Details:
| Date: |
8 May 2025 |
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Times:
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5:00 PM - 6:45 PM
Presentation starts at 5:30 PM
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| Location: |
GHD Auckland Office, Level 3, GHD Centre, 27 Napier Street, Auckland 1011
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This is a member-only event and, thanks to the generous support of our sponsor GHD, attendance is complimentary. Non-members are welcome to join us by signing up for membership ahead of the event.