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For The Manager: When hiring producers, know what sort you're after

Hiring a producer is one thing; successfully hiring one is quite another. In small and midsize agencies in particular, hiring just one producer can make a big difference, for better or worse. Producers with similar experience and production

By Chris Burand | Updated on February 28, 2006

Hiring a producer is one thing; successfully hiring one is quite another. In small and midsize agencies in particular, hiring just one producer can make a big difference, for better or worse. Producers with similar experience and production potential can have completely different personalities and different approaches to makings sales. A producer whose style does not match the agency’s can cost it more than the revenue he or she is likely to generate.

Successfully hiring a producer has two parts. First, the producer has to complement the agency’s personality. Second, the producer’s skills have to match the agency’s needs. An agency seeking growth usually needs a producer with great sales skills (a “producing” producer), while another agency may need someone to take over and retain a book of business, not necessarily grow it. I call the latter producer–one who is good at keeping existing accounts but weak at obtaining new ones–a “servicing” producer.

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