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STRATCH THEIR I.T.C.H. - WATCH PEOPLE BEAT A PATH TO YOUR DOOR! by Mitch Axelrod What business are you in? Today, you, I, and everyone else is in the I.T.C.H. business! ...
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STRATEGIC PLANNING OF HUMAN RESOURCES by Mary Beth Bolen To develop your human resources, ask yourself these questions. Planning the income strategy for a profit center or depa...
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STRATEGIC VS. TACTICAL COMPETITIVE INTELLIGENCE by Patricia Berry Any information about a competitor is i...
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Problem:The insurance industry is under attack from consumer groups, is the subject of political debate and radical legislative...
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STUFF EMPLOYEES NEED TO KNOW by Mitch Axelrod A recent article from a scholastic business journal, entitled something like the Three Things Your Employees: Need to Know, imp...
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SUBSTANCE ABUSE POLICY NETS POSITIVE RESULTS FOR EMPLOYEE-OWNED SERVICE COMPANY WORKING PARTNERS SCIENTECH Inc., in Idaho Falls, Idaho, is an employee-owned company that performs engineering and...
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SUBSTANCE ABUSE POLICY SAVES CASH WORKING PARTNERS 'A couple of years ago,' Jerry Moland says, 'I had my head buried in the sand. I saw it in the news, read it in the paper, but figured it wa...
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SUCCESS STORY MARKETING by E. Al Diamond Last week, I got a notice from my real estate broker announcing that she had just sold another house in my neighborhood. Then I realized that...
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No matter how much management, budgeting, staff training, or sales activity an agency or brokerage under...
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In a recent edition of The National Underwriter, Editor Sam Friedman recommended that risk managers begin to explore the capabilities of sophisticated regional and local brokerages. This recommendation was based on recent broker megamergers and the growing lack of choice available to buyers.
For an independent agency or brokerage to take advantage of this opportunity, it should adopt the consultative brokerage style. In particular, its managers must learn the techniques that these sophisticated buyers have come to expect. The stewardship report and the executive summary are two techniques that firms must master to be successful in large accounts.