BUYING A BOOK OF BUSINESS by Richard Bergsund During the past nine years our executive search firm has been involved in a substantial number of assignments to find superior performers for internatio...

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...

In the 19th century, businesses had three communication options: The Pony Express, Western Union, and (rarely) the telephone. With the Pony Express, at best you had to wait days or weeks for a response — a lot like a producer trying to cold-call senior executives today.

With Western Union, telegrams had to convey their message in a limited number of words. Today a marketing letter might get through, but the executive has little time to read it and it doesn’t display your verbal communication skills.

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy...

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills and grow their sales.

SELF-INSURANCE ADMINISTRATION/CAPTIVES IN A HARDENING MARKET by Carol Hammes Self-insurance programs, captives, and risk retention groups will grow dramatically as premiums increase. U...

THE 'CHICKEN LITTLE' SYNDROME by Brian Burke 'Brokers to Decline as Direct Sales Gain,' read the headline of the lead story in the Agent/Broker section of a r...