Instead of merely cross-selling, agents need a strategy. And before embarking on a strategy, it helps to be able to determine where you want to be. That's the process embodied in the PIA-CCEO Value Difference series.

The National Underwriter published an in-depth look at the Value Difference -- what it is and also what it is not. PIA-CCEO Chairman Scott Kuczmarski and PIA Senior Vice President Patricia A. Borowski elaborate on the cutting-edge methods, tools and strategies that are helping PIA member agencies develop and implement their own process to enable their success.

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March 28, 2003