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SECURING A COMPANY APPOINTMENT: PART II by Jack Fries This two-part article focuses on how to get the companies and markets your agency needs. THE PROPOSAL Most compa...
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THE AGENCY DATABASE by Tripp Leach Are your computers a fundamental part of your agency or just desk ornaments? Do they provide you with a competitive edge or a convenient excuse? Do they ad...
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This four-part article offers a step-by-step, comprehensive plan for growing your agency’s business.
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An agency valuation I completed recently came in considerably lower than the agency owners expected. The reason? Their balance sheet was very poor and they were materially out of trust: Meaning that their ratio of Accounts Receivable + Cash to Accounts Payable was less than 1. The agency principals were quite upset that I would decrease their value for this reason. They retorted, “We always pay our companies on time, our companies have never been hurt by this, our customers have never been hurt by this, and our CPA has never found fault with this practice. You're the only one who thinks it matters!”