In decades past, specialty insurance programs were often fraught with folly. Today, underwriters know that a combination of inexperienced underwriting with an ineffective national sales organization can kill almost any program. How do you create or participate in one with a significant life span? Thomas Gillingham’s document should answer all of your questions.

CYCLE-UP YOUR MARKETING by Nanci Evarts Check out these solutions to soft-market woes. Shifts in the marketplace are either heralded by agents and brokers with general e...

In 1976, 12 insurance executives spent a day trying to pinpoint the reasons for their success. Their large insurance agency had doubled in size over the last three years. The company's employees had worked hard to achieve a high rate of referrals and were aggressive in their roles as producers. But what factors led to their astonishing success? How did they attract a client? And most of all, what made each client buy and renew year after year?

IF THE NICHE FITS: DESIGNING THE NICHE PROGRAM QUESTIONNAIRE by Andy Barile You've done your research and have assessed the potential of a niche insurance marketing program thoroughly....

SPECIALIST Dear (Customer Name), Would you expect to: Buy a Mercedes Benz from your local Chevy dealer? Eat a gourmet dinner at Wendy's or McDonald's? Shop for...

In the last decade, you may have heard the term 'program manager' or 'program administrator' being used frequently. They're often used interchangeably. This article will use 'program administrators,' or 'PAs.'