One of the techniques that has contributed to the success of Mercer Capital since it was established in 1982 is that founder Chris Mercer uses a “Rule of Three” as part of the firm’s marketing strategy. “It’s very simple: just contact three people a day,” Mercer told an audience during a recent webinar. It can be an email, a thank-you note, or a phone call (voice mails count). It sounds easy, but it’s also easy to forget during busy days, but “think of the math,” says Mercer. Even if you miss some days, it will add up to over 600 points of contact for the year. The webinar is part of a new series hosted by Rod Burkert (Burkert Valuation Advisors LLC) titled Practice Development INSIDER that feature some of the leading valuation practitioners revealing their time-tested ideas behind building a practice. Upcoming webinars will feature Jim Hitchner (August 2) and Nancy Fannon (September 6). To register, go to Burkert’s website.