March 17, 2017 Presented by Art Kuesel KEB Marketing Minute Client Relationship Development During Busy Season and the ABS Call List March 17, 2017 Presented by Art Kuesel

Today’s Workshop Marketing Minute Overview Top Client Pains Q1 2017 Your ABS Call List Your Challenge 2

CPE Credit If you’re not in a room with others or can’t sign-in traditionally, email Sue Nold with the word “Winter” and that will serve as your CPE sign-in verification for today’s meeting 2

What is the KEB Marketing Minute? 18 Minute “nano-learning” Virtual Frequent (monthly) To the POINT Personal action required Group discussion expected at follow-up staff meetings 2

Client Development Starts with Understanding Client Pains

Top Client Pains Trump Tax Plan Cash Flow Competition Goals Short/Med/Long Succession Planning New Markets Immigration Reform

Top Client Pains Staffing Talent Management Regulation Trade Aggressive Tax Districts Retirement M&A

Top Client Pains New Products Expansion Growth Cyber Security Finance Software IT Globalization Reporting

Top Client Pains Strategic Planning Budgeting/Forecasting Insurance Cost of Healthcare Profitability Access to Capital Cost Control Estate Tax

That’s a lot of Pain

How much is related to our compliance services?

How do we help our clients with their top pains? Ask them about their pains Listen to their pains Talk to them about their pains Help them with their pains Connect Introduce Problem solve Serve Feel great about being a “pain reliever” ENJOY the goodwill++ you’ve created

The ABS Call List

March and April are great months for opportunities with current clients…

Use your ABS Call List Daily! (Min. 1x week)

Capture pains, opportunities, discussion points and more in your ABS Call List Major changes in business for discussion Cross-serving opportunities Any pains COI introductions Depth efforts Breadth efforts And more….

Building your Action Plan

Can you do one client marketing activity a week? ABS Call List 1/week!* Cross-serving opportunity Issue/challenge Major change in their business Connection opportunity Anything worth talking about 71

Resources www.kueselconsulting.com/KEBminute Slides Tools Subscribe to my monthly blog too!

CPE Credit Reminder If you’re not in a room with others and can’t sign-in traditionally, email Sue Nold with the word “Winter” and that will serve as your CPE sign-in verification for today’s meeting 2

Thank you! For tools, resources, and a monthly blog subscription on marketing, sales, and growth topics go here: www.kueselconsulting.com Or contact Art: art@kueselconsulting.com 312.208.8774