PREVENTING PERSONNEL-RELATED LITIGATION by Paige Proctor Over the past several years, we have all assimilated changes in employment-related laws into our thinking. One at a time, we have becom...

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills - and grow their sales.

RECEIVABLES REDUCTION by David John DePaolo COST OF RECEIVABLES Failure to keep control of current accounts receivable can have disastrous effects on the cash flow of a bu...

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!”

There’s a lot of misinformation these days, with attorneys and employer groups recommending that employers not use such character assessments as DISC, Profiles International, Kolbe, ZeroRisk HR, McQuaig, and so forth. The concern is that these tests might trigger some type of discrimination or breach-of -privacy claim. In reality, there have been only a handful of claims based on using character assessment tools.

WHAT ABOUT THE YEARLY ACCOUNT REVIEW? by Grace Bauer Have you ever thought about completing a yearly account review of your insureds in Commercial and Personal lines? You might be thinking,...

WHY MANAGE LITIGATION? by John Beringer The thought of having to deal with a lawsuit can be stressful, to say the least. But what if you could hire a professional to handle all of the de...

WORKING WITH YOUR EMPLOYMENT LAW ATTORNEY by Don Phin Once you have an experienced employment law practitioner, begin by asking about their pattern or practice. Attorneys with insurance...