'Call it whatever you like-re-engineering, restructuring, transformation, flattening, downsizing, rightsizing, a quest for global competitiveness- it's real, it's radical, and it's arriving every day at a company near you.' (Fortune April 5, 1993)

CAREER DEVELOPMENT - AGENCY TRAINING AND DEVELOPMENT 'What career development guidelines would you suggest for a young person entering the industry, and what steps would you recommend to an ag...

ENHANCING AGENCY VALUE: WHAT THE MARKETING MANAGER CAN DO by John Jaques In daily dealings with agency principals and managers, carrier marketing personnel will do well to remembe...

EVERYTHING OLD IS NEW AGAIN by Virginia Bates According to a study by Conning & Co., small agencies have experienced flat growth over the past five years, with owner compensati...

HOW A CONSULTATIVE BROKER PRODUCES YEAR-END REVENUE by Rob Ekern Traditionally, Labor Day marks the beginning of the renewal and new business process (or unfortunately, in some cases, T...

INTERNAL CREDIT POLICIES: CREATION AND IMPLEMENTATION by Mary Beth Bolen Let's face it-few people enjoy collecting funds for premiums. Collecting on past-due accounts is even less pleasant. W...