T.O.M.A.

T.O.M.A. — Top of Mind Awareness for Accounting Firms

T.O.M.A. (Top of Mind Awareness) is Chuck Bauer's systematic touch campaign for staying visible with prospects who aren't ready to buy today. VIP prospects receive 19 planned touches per year; NVIP prospects receive 15. The goal: when a prospect is finally ready to hire an accounting firm, your name is the only one in their head.

Framework Breakdown

How the Campaign Runs

VIP (high-value prospect)
19 touches per year. Phone calls, handwritten notes, relevant articles, birthday and holiday recognition, event invites.
NVIP (standard prospect)
15 touches per year. Lighter cadence, same diversity of touch types.
Touch types (use variety)
Phone call, email, LinkedIn message, handwritten note, article share, voicemail, referral introduction, event invite, text.
The variety rule
Never two of the same touch type in a row. Variety signals genuine relationship, not automation.
In Practice

How accounting firms use this

FAQ

Frequently Asked Questions

Isn't 19 touches per year too many?
No. Most accounting firms do 1–2 follow-ups and then go silent. 19 touches at the right cadence builds a relationship. The prospect stops being a target and starts being someone you actually know.
What counts as a touch?
Any intentional, personalized contact: a phone call, a LinkedIn comment on their post, a handwritten note, a relevant article — anything that puts your name in front of them with value attached.
How do I manage T.O.M.A. for 30+ prospects?
Chuck Bauer AI tracks your T.O.M.A. pipeline and tells you who needs a touch today.

Practice this framework with Chuck.

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