PRODUCTIVE EMPLOYEES by Catherine Oak, CIC, AAI The productivity of employees has a great effect on the profitability of a firm. In an insurance agency, personnel costs are in the 50 percent to...

PROFILE CHECKSHEET OFAGENCY HEADING TOWARD BANKRUPTCY by Chris Burand How healthy is your agency? This checksheet and financial analysis criteria can give you the answer. Use thes...

PROFIT CENTER ACCOUNTING by Bill Schoeffler and Catherine Oak Is Personal Lines costing your agency money? When is it time to hire a new employee for Commercial Lines? Profit center ...

PROJECT-DRIVEN BENCHMARKING by Al Diamond Objectives define the annual goals of a company, but over the course of a year the process can become routine and t...

PROTECT YOUR AGENCY WHEN AN EMPLOYEE LEAVES by Steve Anderson and Kitty Ambers In today's highly automated environment, it's imperat...

Prove It with CRM by Patricia Czech You have to prove yourself to your clients every single day. In the case ...

PULLING NEW CLIENTS TO THE PROFESSIONAL SERVICES FIRM by John Graham It's taken long enough, but the professional services field has discovered marketing or, perhaps more ...

PUT YOUR ATTITUDE OF SERVICE INTO ACTION: I by Bill Cates You know that client retention is every bit as important as acquiring new clients. Your 'attitude' of service becomes a '...

Michael Treacy and Fred Wiersma's book, The Discipline of Market Leaders, presents a compelling explanation of why some companies continually outperform their competitors. Their thesis rests on this premise: If a company is going to achieve and sustain dominance, it must first decide where it will stake its claim in the marketplace and what kind of value it offers customers.

PUTTING THE RIGHT PEOPLE IN THE RIGHT PLACE: EXECUTE! by Chris Burand The cover of a recent issue of Fortune boasted a picture of a small army of spiffily dressed, famous CEOs under the tit...