Scott H. Smith, president of S.H. Smith & Co. Inc., offers a simple explanation for why his specialty-insurance brokerage continues to gain new clients while retaining previous ones: "We make it easy to do business with us."
Indeed, the Hartford, Conn.-based business' emphasis on crafting just the right coverage for its clients—and embracing some high-end technology tools to do this as efficiently as possible—is one major reason the firm has been selected as the winner in the Sales & Marketing category of the 2012 Commercial Agency Awards for Excellence.
When it comes to retaining clients, Smith stresses that regular communication is key.
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