10-STEP REFERRAL PROSPECTING SYSTEM: SELLING/PROSPECTING/LEADS by Bill Cates You can create a steady flow of high-qual...

A lsquo;FAILED PLAN AND THE SOLUTION By Al Diamond This letter from an Agency Consulting Group client, together with my reply, speak for themselves: Dear Al, I...

ARE YOU A PRODUCER OR A CSR? by Grace Bauer There are plenty of producers out there who are really CSRs. Are you one of ...

ASK EMPLOYEES FOR SUGGESTIONS ON IMPROVING PERFORMANCE Paul Serwinek, Ph.D. A...

BONUS/COMPENSATION PLANS: PART ONE by Jack Fries An incentive or bonus program requires many variables to be successful. Such programs too often reward work that wouldve been done...

There may come a time when your agency's communications needs exceed the capabilities of in-house personnel. You want to concentrate on producing new business, developing products, and servicing clients. Who has the time and expertise to create newspaper or radio advertising-or perform the myriad public relations functions necessary to keep your agency in the public eye?

CUSTOMER/PROSPECT CORRESPONDENCE: CHOOSE RIGHT WORDS TO CONVEY RIGHT MEANING Poor word choice in customer correspondence can alienate prospects and customers. Additionally, jargon can be misint...

DON'T LOSE YOUR WAY WHEN NAVIGATING CUSTOMER CURRENTS by Al Diamond Recently, the people at Motorola, the electronics giant, announced that they had 'lost their way.' This innovative c...

FIVE KEYS TO DYNAMIC SALES MEETINGS by Randy Schwantz It's Thursday afternoon and you're already thinking about Monday morning's sales meeting. You say to yourself, 'What a drain! Thi...

GEORGE, THE ETERNAL OPTIMIST by Chris Burand This object lesson shows how NOT to grow your agency. A few years ago, an agency principal let...