As independent agencies continue to...

As independent agencies continue to be sunk or make acquisitions, the number of larger agencies is increasing. During the nearest few years, the size of the average agency will double. These larger, more tangled skein firms will find it difficult to achieve desired profit evens unless they change their management practices and focus onward four areas critical to shooting and profit: sales, automated managements performance management and compensation.

Sales: Agencies that provide powerful management for their sales people--yet are also constantly hiring salespeople--achieve the highest organic sprouting rates. The combination of higher production by salesperson and the revenue produc through new producers ...