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The Art Of Making Sales From Those Who Do It Best
THE ART OF MAKING SALES FROM THOSE WHO DO IT B...TE in Needham, MA, which later became part of Verizon. Potentially, this was a...

... ways. Each one has benefits and disadvantages for the agency and the client. THE HOURLY RATE. Traditionally, ad agencies have worked by the hour. Many remain faithful to this billing method, maintaining that it's the only way for an agency to be profitable. Of course, an hourly rate poses difficulties. Not only does each member of the agency team have specific rates-account executive, copywriter, art director, graphic designer, public relations specialist, and clerical support- but rates differ from agency to agency. The problems lie in the rate itself, the uncertainty as to whether the time billed was actually spent doing work, and the efficiency of the employees. A low hourly rate may seem to offer savings-until the hours pile up and the monthly invoice goes through the ceiling. Paying by ... hour offers one major benefit to a client: It seems to stimulate agency personnel, since they can actually measure the results of their efforts. On the other hand, if the agency initially gave out an overly conservative time estimate to land the job (that is, when the hours billed are less than the actual time spent), its staff members can justifiably feel abused, and the quality of their work may suffer. If you're working regularly with an agency and paying by the hour, make sure it understands that you want to maintain a close relationship. This should include periodic meetings to ensure that your company and the agency are walking down the same path at all times. Clients who try to save a few hours per month by skipping planning and review meetings will fail to get ...

...ates-account executive, copywriter, art director, graphic designer, public rel... An unusual job may come up that both parties recognize as being outside the n...

... A Guide For Your Business Client, Part 3 Of 4
MANAGING RISK: A GUIDE FOR YOUR BUSINESS CLIENT Part 3 of 4   RISK RETENTION Every...in Marine insurance, meaning 'free of particular average' (FPA). Particular average is partial loss, so insurance written FPA is free of partial losses-or in other words, a clai...

... however, is to set some guidelines and make arrangements for a personal visit to the client every three years, take photos at that time, and determine what, if anything, has changed. Look at all new business and interview the insured. Inspect large Homeowners and Personal Lines accounts annually. If not, send a renewal questionnaire that asks about any primary or incidental business activity, works of art, antiques and other collectibles, hobbies, activities, or anything that needs scheduled coverage. Include a return postage-paid envelope with the questionnaire, and require the insured to sign and date it. Also, request photos of any unusual or high-value items or activities that might pose a coverage problem or require special handling. That way, you can determine whether you need to make an appointment with the ... that proper procedures are followed. 21. Have a complete monitoring system for certificates of insurance. There's more to be concerned about than cancellations. Certificates figure in a number of situations that create a need to communicate with a third party or the company, especially when the certificate also requires adding an additional insured endorsement. There are many types of additional insured endorsements, of course. Most carriers are conservative about the process: They want to know as many facts about the relationship between the insured and the additional insured as possible. Recent form changes have introduced many new, specific-use endorsements. The additional insured and certificate requests often come at the same time and generally need to be done immediately. Contact the carrier in advance on any certificate/additional insured request that isn't a standard ACORD request. ...

...idental business activity, works of art, antiques and other collectibles, hobb...laim. Monitor audits on monthly, quarterly, semi-annual, and annual polici...