AGENCY SURVIVOR: OUT-SELL, OUT-MARKET, OUT-COMPETE! by Robert C. Smith Make sure that your agency doesnt get voted off the island. Mor...

BEST MERGERS & ACQUISITIONS PRACTICES by Tom Doran Two in three transactions erode shareholder value rather than increase it. Given these odds, how can you succeed with an agency acqui...

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 RECRUITMENT: FACING THE CHALLENGE by Mark Shlien Todays industry climate presents a challenge for most owners who want to see their agencies continue as independent entiti...

THE UNIVERSAL STRATEGY FOR FINDING GOLD: HOW TO FIND GREATER OPPORTUNITIES by Michael Lovas Note: As a hypnotherapist and coach, I know many Universal Laws, but only one Universal Strateg...

John R. Graham is president of Graham Communications, a marketing services and sales consulting firm. Mr. Graham is the author of The New Magnet Marketing and of 203 Ways to Be Supremely Successful in the New World of Selling. He can be contacted at 40 Oval Rd., Quincy, MA 02170, (617) 328-0069, fax (617) 471-1504, e-mail [email protected], or visit www.grahamcomm.com.