Know-How Exchange : Strategy

Depends on the purpose of the visit. If it's a good customer, over-inform your boss about the account. Your role is to strengthen the relationship and, hopefully to show your boss how important the account is in case you need help in the future.

Michael

Steve,
I thought I was the only one who ever did that...

Taking the boss on a courtesy call is always best when you script the call ahead of time and use your boss as opposed to just letting them tag along.

I have used the boss to :
Extend a special one time price offer
Get an introduction to my customer's boss
Resolve a policy issue
Thank the customer for their special involvement

Since you said this was a prospect and not an existing client, I would say you need to decide, with your boss, what you hope the outcome of the meeting will be (what would success look like to your boss?)

Then, do your homework and prep your boss well about the prospect's business, goals, challenges, etc.

Determine, with your boss, which one of you will "lead" the call. There's nothing worse than you expecting to make introductions and let your boss shine, and then hearing your boss say, "Great to meet ya! I'm just here to observe what goes on in the field... Johnny here will do all the talking today!"

If you are to lead, find relevant ways for your boss to be involved (extending an offer, asking a particular question). If your boss is to lead the call, be clear about who will close and what the steps/cues are for that process so you don't step on each other.

If the prospect is someone you've called on solo before, call and explain the situation in advance, without disparaging your boss or being less than honest. Just let him or her know your boss will be accompanying you because (whatever the reason is) and you didn't want to surprise him or her by showing up with an extra in tow unannounced.

Your boss will appreciate being treated like a valuable and competent team member. Your prospect will appreciate being in the loop and knowing that the appearance of your boss isn't a pressure tactic. You will seem like the smooth, savvy operator you are :)