FIND OUT WHY YOUR CUSTOMERS LEAVE by Jack Fries It costs about five times more to obtain a new customer than to retain an existing one. Though companies spend thousands of dollars to cr...

FRAMEWORK FOR AGENCY SUCCESS by Patty Vaughn Planning agency success is a learning experience. Sharing ideas, taking advantage of opportunities, and tapping untapped resources, with the help of ...

GETTING IT STRAIGHT
Marketing may be second nature in large companies, but smaller firms tend to have a tough time implementing, managing, and monitoring an effective marketing strategy. The title of 'marketing director' is often conferred on the person designated to answer requests for sales literature, or the title is added as an afterthought to the role of the sales manager who thinks that marketing is just an alternative spelling of 'sales.'

HIDDEN LIABILITIES IN MERGERS AND ACQUISITIONS by Arthur Parry Increased financial benefits coupled with regulatory restrictions have caused many organizations to merge, acquire or...

Marketing may be second-nature in large companies, but smaller firms often have a tough time implementing, managing, and monitoring an effective marketing strategy. The 'marketing director' title is often conferred on the person designated to answer requests for sales literature, or given as an afterthought to the sales manager (who thinks that marketing is just another way of spelling s-a-l-e-s).

OBJECTIVE: Under the direction of the agency manager, plan, lead and control an effective sales function to ensure the development,...

LIABILITY RISK RETENTION ACT OF 1986 The following is the text of the Products Liability Risk Retention Act of 1981 as amended by the Risk Retention Amendments of 1986, creating the Liability Risk Re...

LinkedIn IMPROVEMENTS by Steve Anderson LinkedIn is one of our favorite tools for researching and finding information about prospects and clients. Over the last several months, LinkedIn h...

LOOKING OUTSIDE FOR DIRECTORS by George Nordhaus The best-run agencies I know have outside directors. There are lots of good reasons to have them. You get an outside point of view. You get objectiv...

MANAGE-ABILITY: MANAGE YOUR ACTIVITIES AND MAXIMIZE YOUR TIME EFFECTIVENESS by Mitchell Axelrod 'People who would never think of committing suicide think nothing of dribbling life awa...