Browse Cunningham, Sharon

1-33 out of 33 article(s)

Title	Type	Date	Words
How top sellers climb mountains: the best producers prepare for success rather than daydream about it.		Nov 1, 2009	534
Finding the sunny side in a recession: make changes that cheer up your clients, prospects and employees.		Aug 1, 2009	520
What Do You Know? Experienced employees often outshine even the brightest raw recruits.	Column	Mar 1, 2009	530
Tight ships don't sink: take steps to prevent a stormy economy from swamping your agency.		Nov 1, 2008	524
Smart business is a no-brainer: in a high-tech world, 'minding your business' takes on new meaning.		Aug 1, 2008	501
True value: top producers never forget that there are two sides to every sale.		Apr 1, 2008	498
The write price: value-added agency services are the key to boosting client loyalty.		Dec 1, 2007	496
Moving forward: producer compensation is key to agency growth.		Sep 1, 2007	544
Put out a Web welcome mat: making the most of a Web site not only draws potential clients, it can create new business opportunities.		Jun 1, 2007	498
Managing the millennials: high performance and high maintenance, generation Y requires a different type of management.		Mar 1, 2007	514
Nourishing sales: producers experience greater productivity with strategies developed by seasoned sales management.		Dec 1, 2006	777
Compensation paying off: agents and brokers are revising compensation plans to encourage new sales and growth of business from both producers and customer service representatives.	Survey	Sep 1, 2006	751
Build a pipeline to productivity: links to a current client, center of influence, network or industry group can generate time-efficient positive leads.	Column	Jun 1, 2006	798
No time to spare: a new approach to time management has producers delegating, planning, qualifying, and performing self-analysis.		Mar 1, 2006	748
Making a comeback: thanks to automation and improved products, personal lines no longer play stepchild to the larger commercial lines.		Dec 1, 2005	764
Managing costs: a survey shows concern for the soft market as well as high salaries and rising health-care premiums.		Sep 1, 2005	766
Good grades on reports: accurate data input and training are among the solutions for agencies struggling to produce accurate management reports.		Jun 1, 2005	743
What agencies really want: a central database for prospects and clients would be part of an ideal agency management system.		Mar 1, 2005	717
Agency evolution: today's bigger agencies face an array of challenges ranging from cost to recruitment.		Nov 1, 2004	776
A hard sell: the solution to adding new producers may be to look outside the industry.		Jul 1, 2004	756
A winning approach: communication, appreciation and support in the work environment clearly are important to agency employees.		Apr 1, 2004	742
Luring talent ... and keeping it: top performers, like other employees with job-achievement goals, want to know what's expected of them and how they are doing with their work.		Nov 1, 2003	745
Making the deals: amidst the merger and acquisition frenzy, many agencies believe the value of their businesses may never be higher. (Property/Casualty: Selling Insight).		Jul 1, 2003	739
Growing pains: the number of large agencies is increasing, making changes in management practices more important than ever. (Property/Casualty: Selling Insight).		Apr 1, 2003	676
Knowing the value: tracking and recording expense detail helps an agency and a valuation analyst determine what the organization is worth to an outside buyer. (Property/Casualty: Selling Insight).	Brief Article	Sep 1, 2002	699
Adding it up: to make itself attractive to potential buyers, an agency must show that it is profitable--and that it will stay that way. (Property/Casualty).	Brief Article	Jun 1, 2002	731
From mountains to molehills: Work backlogs can be cleared if agencies attack the inefficiencies and change their procedures. (Property/Casualty).	Brief Article	Jan 1, 2002	730
A Rewarding Strategy.	Brief Article	Sep 1, 2001	737
The Hardest Sell.	Brief Article	Jul 1, 2001	773
Falling Down on Efficiency.	Brief Article	Mar 1, 2001	746
Revisiting Small Business.	Brief Article	Oct 1, 2000	754
Missed Opportunities.	Brief Article	Jul 1, 2000	711
A Sales Pitch for the Internet.	Brief Article	Apr 1, 2000	738