Here are four questions and answers that can mean the difference between won business and lost business.

1. How (much) do you get paid? Traditionally, it has been a combination of commission and bonus. Under this model, we made more as rates went up, which showed a failure to manage costs, and reduced incentive to utilize cost containment strategies. At our agency, we offer a shared savings model, in which the more we reduce costs, the more we get paid. In this scenario, a real win-win is presented to the client, and any thoughts of impropriety should be resolved. As risky as this model sounds, it can also bring the biggest rewards.

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