Sheet 1: Cover

	
	
	

		


		


		

 
		
		


		


		


		


	
	

		


		


		


		


		


		


	
	

		


		


		


		


		


		


	
	

		


		


		


		


		


		


	
	

		


		


		


		


		


		


	
	

		


		


		


		


		


		


	
	

		


		


		


		


		


		


	
	

		


		


		


		


		


		


	
	

		


		


		


		


		


		


	
	

		


		


		


		


		


		


		


		


		


		


		


		


	
	

		


		


		


		


		


		


		


		


		


		


		


		


	
	

		


		
Joint Agency/Company Planning Tool 
		


		


		


		


		


		


		


		


		


		


	
	

		


		


		


		


		


		


		


		


		


		


		


		


	
	

		
NOTE: This tool assumes the user is familiar with Microsoft Excel or spreadsheet applications.  Its simple design should be self-explanatory regarding its use and the data requested. Some definitions/explanations have been included with certain fields and can be read by placing the cursor over the small red triangle appearing near the field.  Also, some data entered in one field may prefill another worksheet field. As a rule it is best to complete each step from first to last and to enter data from top to bottom.
		


	
	

		


		


		


		


		


		


		


		


		


		


		


		


	
	

		


		


		


		


		


		


		


		


		


		


		


		


	



Sheet 2: Read Me

	
	
	
	

		
GETTING STARTED
		


		


		


		


		


		


		


		


		


		


	
	

		
Our Best Practices research has shown that effective joint Agency/Company planning can eliminate unproductive effort, reduce costs for both parties, and help to strengthen the agency/company relationship.  This planning tool was designed to help agency/company partners achieve these goals.   
		
	

		


		
	

		
Whether you are trying to establish realistic agency production goals for the coming year or to prepare information for use in attracting, establishing or enhancing agency/company relationships, this tool can assist you.  To develop your plan, complete the following Quick Steps:
		
	

		


		


		


		


		


		


		


		


		


		


		


	
	

		
STEP 1:  Establish Internal Goals (Agency Planning)
		


		


		


		


		


		


		


		


		


		


	
	

		
To develop realistic agency production goals with each company partner, first determine the agency’s overall growth objectives.   Select the appropriate calculators, enter your numeric objectives in the cells with the white background, and print the results.  
		
	

		


		
a.  Computing Total Agency Revenue Growth for the Coming Year
		


	
	

		


		
b.  Determining Realistic Production Goals by Line of Business
		


	
	

		


		
c.  Determining Realistic Production Goals by Producer
		


	
	

		


		


		


		


		


		


		


		


		


		


		


	
	

		
STEP 2:  Prepare for Joint Discussions/Planning
		


		


		


		


		


		


		


		


		


		


	
	

		
Your agency or company partners will want to discuss their standing in your organization, your previous year’s performance, any major changes that have occurred during the year, and your revenue/premium growth projections for the coming year.  Select, complete, and print the appropriate information sheets to share with your partners.
		
	

		


		
a.  Agency Operations Summary
		


	
	

		


		
b.  Company Operations Summary
		


	
	

		


		
c.  Company Profile of Agency’s Prior Year Production
		


	
	

		


		
Optional Forms
		


		


		


		


		


		


		


		


		


	
	

		


		
These forms, to be used by both agency and company personnel to evaluate each other’s performance over the previous year, can serve as the basis for discussing improvements to the agency-company relationship and the performance of each.  
		


	
	

		


		
d.  Agency Evaluation Worksheet (to be completed by company personnel)
		


	
	

		


		
e.  Company Evaluation Worksheet (to be completed by agency personnel)  
		


	
	

		


		


		


		


		


		


		


		


		


		


		


	
	

		
STEP 3:  Develop a Joint Agency/Company Plan
		


		


		


		


		


		


		


		


		


		


	
	

		
A key goal of joint planning is to establish and agree on a premium volume commitment that is both realistic and attainable for the agency.  Select the appropriate calculator or worksheet, enter the objectives, and print the results.
		
	

		


		
a.  Joint Agency/Company Objectives - Numeric
		


	
	

		


		
b.  Joint Agency/Company Objectives - Non-numeric
		


	
	

		


		
Optional Forms
		


		


		


		


		


		


		


		


		


	
	

		


		
c. Objective/Strategy/Action Worksheet
		


	
	

		


		


		


		


		


		


		


		


		


		


		


	
	

		
STEP 4:  Implement, Monitor, and Adjust the Plan
		


		


		


		


		


		


		


		


		


		


	
	

		
The planning process does not end with the plan implementation.  Monitoring planned results versus actual results for the plan period, and comparing results for this plan period versus previous plan period(s), will allow you to make appropriate and timely adjustments should the business environment change.   
		
	

		


		


		


		


		


		


		


		


		


		


		


	
	

		


		


		


		


		


		


		


		


		


		


		


	
	

		
Note:   Many data fields are related and may prefill another worksheet.  For example, the Years entered in Step1a prefill throughout 
		


		


		


		


		


		


		


		


		


		


	
	

		
the Planning Tool worksheets.  
		


		


		


		


		


		


		


		


		


		


	



Sheet 3: Step 1a

	
	
	
	
	
	
	
	

		
Step 1a - Computing Total Agency Revenue Growth for the Coming Year
		


		


		


		


		


		


	
	

		


		


		


		


		


		


		


	
	

		
What is your projected rate of growth?  Enter your figures below.
		
	

		


		


		


		


		


		


		


	
	

		


		


		


		
Past Year
		


		
New Year
		


	
	

		


		


		


		
2002
		


		
2003
		


	
	

		


		


		


		


		


		


		


	
	

		
Existing Agency Commissions & Fees
		


		


		


		


		


		


	
	

		


		


		


		


		


		


		


	
	

		
Average Account Retention Rate 
		


		


		


		


		


		


	
	

		


		


		


		


		


		


		


	
	

		
Retained Revenues
		


		


		
 $- 
		


		
 $- 
		


	
	

		


		


		


		


		


		


		


	
	

		


		
Anticipated Increase/Decrease in Exposure Base
		

		Definition:
Factors which influence premium levels, e.g. insured's total revenue/receipts, payroll, # of employees, etc.
		

		


		


		


		


	
	

		


		


		


		


		


		


		


	
	

		


		


		


		


		


		
 $- 
		


	
	

		


		


		


		


		


		


		


	
	

		


		
Anticipated Increase/Decrease in Renewal Pricing
		

		Definition/Explanation:
Enter increases as a positive number and decreases as a negative number.
		

		


		


		


		


	
	

		


		


		


		


		


		


		


	
	

		
Renewal Revenue Base
		


		


		


		


		
 $- 
		


	
	

		


		


		


		


		


		


		


	
	

		
New Business Revenue Target
		


		


		


		


		


		


	
	

		


		


		


		


		


		


		


	
	

		
Projected Commissions & Fees
		


		


		


		


		
 $- 
		


	
	

		


		


		


		


		


		


		


	
	

		

		Definition:
A percentage increase over prior year results
		Growth Rate
		


		


		


		


		
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