How one agency moved from commissions to fees

Some years ago, sensing a change in how his agency could best deliver value to their client base, John Garven, President of Benico Ltd., began reacting to shifts in the market and began the shift from a commission to a more fee-based structure.

See also: Commissions vs. fees: What's best for clients?

In this episode, John shares the details of his transition, as well as the key elements of a fee-based model and insightful advice for how to go about pursuing a transition from commissions to fees. He also discusses the value of strategic alliances, and how they price certain deliverables. The discussion concludes with John's vision for healthcare reform and how coming changes might impact his agency and their business model.