A LOOK AT VALUE ADDED SELLING AS AN ANSWER TO PRICE SELLING by Allen Karlin, Ph.D. U...

APPROACHING FRIENDS FOR REFERRALS: I by Bill Cates How do you approach friends, and others, about the work you do to get referrals? One of the challenges is that they haven...

BEST PARTNERSHIP Dear (Customer Name): When a business partner suffers a fatal accident, it's a devastating time for all those concerned. The remaining partners feel a great loss after spending yea...

There may come a time when your agency's communications needs exceed the capabilities of in-house personnel. You want to concentrate on producing new business, developing products, and servicing clients. Who has the time and expertise to create newspaper or radio advertising-or perform the myriad public relations functions necessary to keep your agency in the public eye?

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...

THE lsquo;IM NOT A COMPUTER PERSON AGENCY OWNER by Jack Burke Anyone in a leadership position walks a fine line everyday, balancing the needs of clients and emplo...

THE ROLE OF AN OWNER: IS IT ABOUT YOU OR THEM? by Jack Burke Leadership means a willingness to embrace chan...