THE AGENCY DATABASE by Tripp Leach Are your computers a fundamental part of your agency or just desk ornaments? Do they provide you with a competitive edge or a convenient excuse? Do they ad...

TRADE SHOWS CAN BE PROFITABLE TRADE SHOWS MORE PROFITABLE THAN AGENCIES MAY IMAGINE Many agency owners see trade shows as expensive and frivolous events that benefit the show's organizers more ...

WHAT DO LIFE CUSTOMERS EXPECT? There might be some surprises in an article addressing this question which appeared in Resource, the magazine of the Life Office Management Association (LOMA). Based on...

If you think your message will reach the decision-makers you want to target, without deliberate assistance on your part-you're in for a nasty surprise. Welcome to business communications in the '90s.

WORKPLACE MANAGEMENT: BUILD CONSISTENCY by Pamela Millard When things go wrong, a typical first reaction is to think that the employee made a mistake or failed to follow procedures. Often...