To Improve Profitability and Sales, ‘Fire’ Your Small Commercial Accounts

By Catherine Oak and Bill Schoeffler We all know about the Pareto Principle, the 80/20 rule. It also applies when analyzing the profitability and the work required for an agency’s book of business. Roughly 20% of the accounts generate 80% of the revenue, and 20% of the accounts take 80% of the staff’s time to service them. ProblemsContinue reading “To Improve Profitability and Sales, ‘Fire’ Your Small Commercial Accounts”