A good friend of mine who is a bicycle manufacturer commented to me that she is so busy visiting with customers she has no time to even breathe. At the same time she noted that business is better than ever. As we spoke, the light bulb went off: "Stay close to your customers to increase business."
Her wise insights are equally as applicable to the CPA profession. Getting close to your clients is likely to help you generate more cross-selling opportunities and more quality leads as well. Being "close to clients" does not mean being intrusive - but rather it means making personal contact and adding value. It sounds so easy as to be ridiculous - but think about it and ask yourseld how much personal, meaningful contact you have with your "A" clients on a regular basis. Step it up and see what happens!
Sally Glick, CMO, Principal, Marketer of the Year in 2003 and AAM Hall of Famer in 2007, will lead a lively discussion of the constantly expanding roles of marketing and the professional marketers that drive this initiative in accounting firms of all sizes.