Every agency principal knows that certain clients of the agency are contributing more than others to the agency’s profitability. Another factor that should be vital to agency managers is which of the agency’s clientele have the best potential for positive premium/commission growth.

The name used to describe how agencies should separate their clients into categories that reflect these and other financial characteristics is gradation. In this AgenciesOnLine Monday Morning recorded webinar, Deborah Miller-Pfahler explains how gradation can be determined and how much more profitable an agency can become by understanding simple techniques to take advantage of clients’ differing potential.