By Susan Toussaint, partner, Oceanus Partners

Perhaps one of the greatest frustrations shared by agency owners is when a new producer fails or existing producers underperform. The cost to an agency can be devastating, particularly when you consider the financial investment, the lost opportunities and potential damage to the brand.

So what do agency owners need to consider when pursuing and cultivating new producers? Let's look at three considerations that can make the difference between success and failure.

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