Proactive Positioning of the Agency
By John HaskellEveryone has to be selling the agency all the time.
Positioning the agency for significant market success is a 24/7-365 job for everyone from the receptionist to the president. Looking for opportunities to backsell principals should be a never-ending target — everyone at the agency should sell the agency to everyone who comes in contact with the rep firm as a customer, customer salesperson, customer’s customer and, just as important, the employees and prospective employees of the rep firm.
Also, most essential, principals who are looking for representation in the rep firm’s territory. The profile is the first element of … Read the rest