Pay Attention When Visiting a Client
Many partners at mid-size and small firms spend a good amount of time at the client's location. This is an ideal way to strengthen your relationship and to find ways to add value. When you are 'touring' the facility, or meeting staff in the office, you have the opportunity to pick up ideas that would most likely not generate from a phone call with the owner. Instead of relying on the imprsonal touches, like e-mail and electronic newsletters, why not spend a little time this summer re-aquainting yourself with your clients on a more personal level. We are all in a relationship business, so find ways to ensure that your relationships remain strong and sustainable.
One of the suggestions that generated from the AAM Conference's "60 Ideas in 60 Minutes" last week was that "on site creates insight." In other words, when you are at your client's company, keep your eyes and ears open and gain some insight that you can leverage to offer even better business advice.
Over the next few weeks I will continue to share some of the best marketing practices that were discussed at the AAM conference. Please feel free to share yours as well.
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.