AGENCY-COMPANY RELATIONS: STAND BY ME by Brenda French What do your companies want and how can you give it to them? In working with your companies, the first quest...

DATABASE MARKETING - HIGH-TECH SELLING by David Beaton Looking for ways to improve sales and profits? A technique that many brokers are finding very effective is ...

Though faced with the realities of dramatic economic change, the reconfiguration of the business landscape, and globalization, U.S. companies continue to go down the wrong path. Former U.S. Treasury Department official Michael Jacobs calls it "business myopia."

It may be argued that "enhancing shareholder value" drives the myopic vision of publicly-traded companies, but "shareholder demand" is perhaps more accurate. In privately held companies, myopic thinking results from a desire to increase market share or simply beat last month's figures.

PRODUCER EQUITY: GOOD IDEA OR BAD? by Al Diamond Never offer equity only in a producers book of business if the goal is to reward a producer for success or to cement the re...