Doug Froggatt

Doug Froggatt

Doug Froggatt, CPCU, is Senior Director and Manager of Content Development at The Institutes.

Recent Articles by Doug Froggatt

4 Steps When Clients Only Care About Price

So you’ve developed a great rapport with a potential customer. She’s happy with the risk management solutions you’ve proposed. A sale seems imminent. Then you get to the price. Suddenly, your relationship-building efforts dissolve into a negotiation that might seem more about dollars than sense. Don’t get discouraged. Cost is a sticking point for almost […]

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