LEADERS IN CONSULTING · 2026-04-22 · 53 min
Send us Fan Mail Client loyalty is collapsing. This episode explores why you need more than a strong relationship to secure follow-on work. Matthew Dixon , co-founder of DCM Insights and co-author of The Activator Advantage, says consulting growth is breaking away from its traditional model. Despite strong delivery and trusted client relationships, firms are increasingly forced to compete for work they once would have won by default. Matthew unpacks the structural decline in client loyalty, the rise of broader and AI-driven buying processes, and why most partners are still operating with outdated assumptions. The conversation explores the shift from reactive selling to proactive demand creation, and what distinguishes high-performing “activators” from the rest. You’ll learn: 1. Why strong delivery no longer guarantees repeat consulting work 2. What’s driving the drop in client loyalty from 75% to 37% 3. How AI is reshaping how clients shortlist consulting firms 4. What top-performing partners do differently to create demand early 5. How to build momentum before the client defines the need ___________ Matt Dixon is open to connecting.
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