Tough and Tougher

Cavanaugh, Bonnie Brewer
June 2008
Best's Review;Jun2008, Vol. 109 Issue 2, p37
Trade Publication
The article focuses on the marketing strategies of managing general agents of insurance companies in the U.S. to deal with the growing competition in soft markets. Dough Grahn, director of marketing at Smith, Bell & Thompson is cross-selling their programs with brokers they already have a relationship with. Kevin Hastings at Jansen & Hastings believes that knowing evolving needs of their client base and maintaining good client relationships are vital.


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