2018 Best Practices Study

First page Table of contents Next page Last page

2018 Best Practices Study Front Cover	1
2018 Best Practices Study Sponsors	2
Introduction & Overview	8
Why Best Practices Matter Revisiting the Critical Importance of Benchmarks	16
Under $1.25M - Key Metrics	30
$1.25-2.5M - Key Metrics	34
$2.5-5.0M - Key Metrics	38
$5.0-10.0M - Key Metrics	42
$10.0-25.0M - Key Metrics	46
Over $25.0M - Key Metrics	50
Profile - Cross Category Comparison	54
Weighted Average Shareholder Age (WASA)	55
Revenue Overview	55
Acquisitions	56
Account Information	56
Account Stratification	57
Specialization	58
Revenue Growth	59
Net Commissions & Fees/Net Revenue Organic Growth	60
Median Organic Growth by Line of Business	61
Median Revenue Growth by Line of Business	62
Top Quartile Revenue Growth by Line of Business	63
Sales Velocity	64
Pro Forma Expenses	65
Profitability	66
EBITDA / Pro Forma EBITDA / Rule of 20	67
Financial Stability	68
Technology	69
Productivity	70
Staffing	70
Validated Producer Metrics	72
Unvalidated Producer Metrics / NUPP	76
New Producer Hiring	78
Carriers	78
Glossary	82

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