MERGERS: WHAT TO CONSIDER by Charles S. Watson, CPCU, CLU Last fall when we wrote the article about strategies for the '90s, we predicted that there would be an increase in merger activity al...

ORGANIZING TO SUPPORT THE SALES EFFORT by Carol Hammes At some point, it becomes essential to step back from the situation and evaluate whether the organizational structure and job descr...

PSYCHOLOGICAL RECRUITING AND HIRING: HOW TO IDENTIFY lsquo;TOP GUN PRODUCERS by Michael Lovas If youre an agency principal, you probably spend a considerable amou...