Which comes first, the chicken or the egg? There’s a general perception that agency value has been increasing during the past few years. Bill Schoeffler explains why this belief is partially true and partly the result of a self-fulfilling prophecy.

During the past few years, there have been some notable acquisitions of agencies that seemed to push the agency value envelope. In some cases, banks were making their platform acquisition and thus willing to pay top dollar to their first acquisition of a large, well-run firm. In other cases, publicly traded firms were able to exploit their high price-to-earnings ratio to offer a high price to the seller.

GROWTH VS. PROFITABLE GROWTH by Chris Burand Revenue growth for its own sake doesnt make sense. In an industry that prizes sales, its no wonder that so many sales p...

SELLING INSIGHT: GROWING PAINS by Sharon Cunningham The number of large agencies is increasing, making changes in management practices more important than ever. In this document, Sharon...