I recently listened to an interview with Vic Conant of Nightingale-Conant talking about the shift in their program sales. During the 80s and 90s, such corporate names Tom Peters and Warren Bennis dominated program sales. However, since the early 2000s, there’s been a significant shift to programs for those want to become in charge of their own destiny. This “Brand You” trend has been going on for more than a decade, posing a significant exposure to today’s companies. As the workforce ages and changes, we’re going to have less available talent than ever. Given future economic uncertainty, more and more of the available talent will opt out to work for themselves.

Whether you’re running a mega-agency or a boutique, following these proven management guidelines makes sense.
Learn what motivates each of your employees
Use this information to help manage their performance. Although status, power, or additional authority might motivate some people, others might be more excited by the opportunity for tapping into their flair for creative, job-related activities or more face-to-face contact with customers. Rewarding good employees with assignment that speak to their unique motivations, interest and long-range career goals can help you retain them.

Deadlock is to dealmakers what cliffhangers are to TV couch potatoes — frustrating yet compelling, as the impasse challenges each side’s negotiating maturity, skill, and acumen. This document by Patricia Berry offers 10 key methods for jump-starting a stalled exchange.

AGENCY MANAGEMENT 202 by Carol Hammes Often, its not money that motivates people as much as it is the environment. Few people will leave a job for additional compensation unless other...

ARE YOUR CSRsSELLING MORE YET? by Grace Bauer Are you maximizing your agencys ability to touch your clients? In this article Grace Bauer offers guidelines t...

CLAIMS MANAGEMENT: AN IMPORTANT PART OF A SUCCESSFUL INSURANCE PROGRAM by Elizabeth Shaw, CPCU This writing is based on one simple premise: The integration of claims management into a commercia...

COMPUTERIZED RECORDS: NEW E&O CONCERNS? Over the last few years, the Independent Agency System has focused on the role of automation in the agency and marketplace. Emphasis has been placed on adaptin...

CRM OR MARKETING? by Patricia Czech Customer relationship management is a broad term that includes everything from call center routers to complex analytics, and budget allocations and d...

DEVELOP JOB PERFORMANCE STANDARDS by Troy Campbell Successful companies have documented expectations of their associates' performance. They also have staff members who continually strive to do thei...

FIFTY YEARS' EXPERIENCE IN HOMEOWNERS Dear (Customer Name), This may come as a surprise to you ... in the next few days, your banker might spend a substantial number of your hard-earned dollars (ve...