2006 Best Practices Study

2006 BEST PRACTICES STUDY

adapted for use in improving agency performance, thus enhancing agency value.

The IIABA retained the principals of Reagan Consulting to create and perform the first Best Practices Study. Annual updates conducted by Reagan Consulting continue to pro- vide important financial and operational benchmarks, and the study is recognized as one of the most thoughtful, effective and valuable resources ever made available to the indus- try.

The Process

Once every three years, the insurance companies participating in the IIABA’s Council for Best Practices and the Executive Directors of IIABA’s state association affiliates nomi- nate for each of the studies’ revenue categories those agencies they believe to be among the better, more professional agencies in the industry. The nominated agencies are then invited to participate. They must be willing to share key business practices/philosophies and to complete an in-depth survey detailing their financial and operational year-end results. In 2004, the beginning of a new three-year study cycle, approximately 900 agencies from around the country were nominated in seven revenue categories ranging from “ Under $500,000 ” to “ Over $25,000,000 .” Over 300 agencies accepted the invitation and sub- mitted data. The agencies submitting data were scored and ranked objectively for inclusion on the basis of Account Retention Rates, Revenue Growth, Productivity, Profitability, and Financial Stability. Only 195 agencies, the top 30 firms in the first six categories and 15 in the largest revenue category, were included in the study and earned the status of a “Best Practices Agency.” Their compiled year-end results and business practices were published in the compre- hensive 2004 Best Practices Study . Last year their continued performance was reviewed and compiled in order to update the subset of financial and operational benchmarks which comprised the 2005 Best Practices Executive Update . This 2006 Update com- pletes the study cycle for the 2004 Best Practices Agencies.

A new study cycle will begin in March 2007 when additional agency nominations are accepted for participation. Only 195 will qualify for inclusion in the study.

Taking part in the Best Practices Study has become a prestigious recognition of the superior accomplishments of the top insurance agencies in the country. Those agencies that believe they have the qualities of a Best Practices Agency and wish to be nominat- ed should contact their state association.