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    Learning in the School of HARD KNOCKS

Learning in the School of HARD KNOCKS

Third generation learns by doing as principal “retires” after six months The Wilkinson Insurance Agency in White House, Tennessee, was founded 60 years ago by J.M. Wilkinson as a sideline, to supplement his banking salary. Manley, as he was called, was manager of Farmers Bank and had studied banking. But he saw that having the ability to offer insurance to his banking customers was a win-win that provided clients with

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    The Surety Market in 2017

The Surety Market in 2017

Smooth sailing so far, but uncharted waters ahead One could say that today’s surety business is like a ship slowly cruising after having passed through turbulent waters, but heading into new waters that may hold either promise or peril. A little more than a decade ago, surety business was convulsed by huge loss ratios and massive consolidation. An industry accustomed to loss ratios at or below 25% saw the number

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    MYSTERY, MAINTENANCE, REWARD

MYSTERY, MAINTENANCE, REWARD

LEADERSHIP Observation, attention and focused incentives can drive improved organizational results  Caleb was a surprise. My husband and I—serial animal rescuers—had just two elderly dogs left. We had talked about possibly taking a break from dog ownership once they passed. We thought, “Why not take a little time off?” That all changed when I found Caleb running around a main road a couple of blocks from our house. This was

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    STARTUPS LEVERAGE TECHNOLOGY TO IMPROVE PROCESSES, SAFETY

STARTUPS LEVERAGE TECHNOLOGY TO IMPROVE PROCESSES, SAFETY

Innovative developments bring loss control inspections, distracted driving prevention to the independent agency arena Innovation labs. Business accelerators. Incubators. These facilities bring together resources—generally space, mentorships, marketing tools, and maybe money—to help startups and other entrepreneurial operations get off the ground. For years the terms were used in other industries, but not ours. That’s changed, as businesses and individuals look to find new or better ways to operate in the

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    THE PSYCHOLOGY OF SALES

THE PSYCHOLOGY OF SALES

YOUNG PROFESSIONALS Four principles to overcome adversity and press through with your sales career  Toward the end of 2016, I polled my networks of young professionals to find out what topics they would like to read about. “Sales” showed up more than once; in fact, it appeared several times. Similar to last month’s feature, this topic reminded me of a continuing education course I attended at the Big “I” Indiana

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