EVALUATING BANK OPPORTUNITIES by Carol Hammes Faced with shrinking profit margins from their traditional products and services, financial institutions have been searching for ways...

HOW IS YOUR COMPENSATION PLAN LINKED TO PERFORMANCE? by Sharon Cunningham Now well into the new year, agencies throughout the country are taking a close look at their year...

HOW TO HIRE A PRODUCER by Peggy Mika Agency principals must define positions when they set out to hire new producers. Are producers expected to bring in new business, service or round existing accou...

Are you trying to figure out how much to pay your producers by asking, 'What's the agency down the street paying?' Beware!

One of the toughest financial decisions agency owners face is how much to pay themselves. It's especially tricky for agencies with multiple principals, because it's rare that all owners make identical contributions to the organization. Deciding what's equitable compensation for each individual may cause unnecessary conflict.