Acquisition Acumen DO YOU HAVE WHAT IT TAKES? Managing your M&A strategy is a matter of time Time is limited. We get what we get—and for the leader of an insurance firm who is considering achieving growth through merger or acquisition, this fact presents a real conundrum. Before you try to handle the M&A process in house, consider the value of your time. Spending it wisely can ultimately affect the
Management
Risk Management THE RULES OF RISK MANAGEMENT Design and build a risk management process around these six rules Several years ago I earned the Certified Risk Manager designation from The National Alliance for Insurance Education & Research. It was one of the best things I ever did, because it helped me go beyond the traditional discussion about insurance coverage, which is to start with cost prevention (safety, wellness), then cost
Winning Strategies THE SALES ICEBERG Look below the surface to see what drives your sales success We all know the tragic tale of the RMS Titanic, which sank in 1912 after it struck an iceberg south of the Grand Banks of Newfoundland. Of course, it was the mass beneath the surface that caused the lethal damage. That’s no surprise considering that only 10% of an iceberg’s mass is above the
FIVE TIPS FOR SELLING CYBER Stop getting “no’s” and start writing more cyber Most agents are aware that all commercial clients should have a cyber liability policy. The risk is there. But, after all the work you do to quote and propose cyber liability insurance that you know the company needs, many CEOs and risk managers still do not want it. What can you do to convince them? Here are
Agency Financial Management DEBT AS A STRATEGIC TOOL FOR GROWTH Use leverage or equity financing to grow your agency “Neither a borrower nor a lender be,” cautioned Polonius in Hamlet, and William Shakespeare’s advice has gone on to form an attitude about debt that has stood the test of time. If you would like to expand or transform your insurance business with an acquisition, by hiring an experienced team, or
