Business View Magazine | July 2020

53 BUSINESS VIEW MAGAZINE JULY 2020 ABDO, E I CK & MEYERS LLP years ago, where we targeted all of our A and B clients and scheduled a meeting with them, at a time when we weren’t providing the compliance service. It was all about the clients – what were their pain points – and we started listening better. That got us off to a good start.” As a result, the company found the best relationships they have are ones where they see the client four to ten times a year to talk about their business. If they can meet quarterly, or even better monthly, and be part of their finance team, that’s where a lot of the opportunities are identified that help solve problems and increase profitability for clients’ businesses. And that’s a big competitive differentiator for Abdo, Eick & Meyers. They listen to what the issues are and that seems to be their formula for success. McDonald explains, “We went through this exercise last fall of identifying our top ten clients and they all had similar attributes. They all had multiple touches by multiple people in our firm and we were providing multiple services. So, we came up with this concept of three by three by three: every client should have three people in our firm that know three people in that company and we’re providing at least three services. If we do that, we have a good chance of a deep relationship. We’ve invested in a state-of-the-art, onsite training facility and a full-time learning coordinator to ensure our team is prepared to exceed client expectations. We work hard for those who matter most— clients, employees, family, and community—and celebrate their successes as our own.”