Management

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...

Finance, it is often said, is the language of business. This may well be true, but there are a lot of us who don't understand the language and could be described as 'financially illiterate.' It doesn't have to be that way and you don't need an accounting background to become financially literate.

DONT GET BURNED WHEN CLIENTS REDUCE LIMITS by Chris Burand Improve your odds of winning an E&O lawsuit by following these preventative measures. A report issued in ...

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.

DONT SAIL INTO THE WIND! by Rob Ekern Selling on price can put your business out of business. I was speaking recently to one of my broker friends and was surprised at hi...

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. ...