How do independent travel reps find DMC partners?

Hello Travel Massive community,

I'm John Dante, owner and lead guide at Beyond the Plains Safaris, a destination management company based in Nairobi, Kenya.

I'm interested in learning how independent travel representation works from both the rep and DMC (Destination Management Company) perspective.

For those who have experience, how do travel reps typically identify and evaluate destination management companies? What qualities help establish a successful long-term partnership, and what expectations do both sides usually have?

I'm hoping to better understand the process and would appreciate hearing about your experiences and any best practices you've seen work well.