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Operation Turnaround

A stressed agency recovers with determined new owner and staff

By Nicole Zwartz | Updated on July 31, 2011

Embarking on a career with the CIA after a period of military service and college education, E. Prescott Engle already had chosen a career path when his uncle, an attorney who owned an insurance company, asked Engle to join the firm and save it from sinking. Instead of working with the CIA, which would have required traveling and time away from family, Engle decided working for Engle Paxson & Hawthorne Insurance Services LLC (EP&H), Leesburg, Va., was a better opportunity.

Little did he know he was walking into a minefield.

“The first problem we had was that some of the staff were not sales-oriented, and did not want to be,” Engle, CEO and sole principal, said.

Over a period of 10 years, Engle almost replaced the entire staff with a team of sales- and service-focused persons. Three employees resisted, two of whom were in the business for some time and were not thrilled to have an inexperienced, right-out-of-college boss changing their routines.

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