DOCUMENTING PROCEDURES CONCERN EMPLOYEES by Grace Bauer Like it or not, no one can deny the benefits of proper documentation in areas of employee responsibilities, human resources issues, c...

DOES A BANKING RELATIONSHIP MAKE SENSE FOR YOU? by Chris Burand Banks are buying agencies, agencies are developing relationships with banks, insurance companies are opening banks, and a dozen...

DOES YOUR AGENCY HAVE WHAT IT TAKES TO PARTNER WITH A BANK? by Roger Thomas, CIC Are you an agent wanting to sell to, or partner with, a bank? Are you a banker wanting to launch your bank ...

DOES YOUR PREPARATION EXCEED YOUR PRESENTATION? by Preston Diamond Do you compare your presentations to a startup funding request for venture capital? How much money did you ask fo...

DOING THE DEAL: A FOUR-STEP PROCESS by Rob Ekern This systematic sales approach works! Take the last deal you did: How many d...

DONT LET GRAND CLAIMS OF SUCCESS FOOL YOU! by Chris Burand Have you ever wondered how the agencies in all those magazine articles grow so rapidly? You might be surprised. Mo...

While driving down Boston’s Massachusetts Avenue one Saturday afternoon, it dawned on me that every bus stop shelter along this popular main artery sported advertising signage for Apple’s iPad 2. Assuming that many bus riders were not target customers for a product selling between $500 and nearly $900, the two of us in the car thought that spending advertising dollars at bus stops seemed like a waste of money.

DON'T FORGET THE AUDITING PROCESS by Grace Bauer Are your employees still doing things the same way? Is the agency still ...

DON'T GET BURNED IN THE OVERHEATED ACQUISITION MARKET! by Chris Burand Wall Street has definitely cooled, but agency mergers and acquisitions have not. ...

DON'T LET CHANGE CRIPPLE YOUR COMPANY by Emily Huling 'That's not our policy.' 'We tried that before and it didn't work.' 'It's not my job.' ...