Being Unfair to Clients?

Start with a story:

A Billion$ money management firm approached me last week. They had heard good things about my work and wanted to talk about boosting their marketing. We met at their offices during which the head of the firm said: "I don't believe in marketing. I concentrate on picking good stocks and finding undervalued companies. My clients are the main source of new business anyway."

I agreed with him and thanked the group for their time. Said I was always available to help in any way I could. I left.

Couple of points:

First, I won't try and talk anyone into marketing. I provide the tools and coaching but they have to already want to make the effort and allocate the time and resources.

Second, and perhaps most important, it's simply unfair to depend on your clients for your growth. You are the business manager of your firm - it's your responsibility. That's not to say you don't have a process in place for reminding clients to think of you when someone they know is looking for help. But would you depend on your clients to find you new employees, or software or (God forbid) investment ideas!?

You can't abdicate your business development responsibility to your clients.