Over the past few decades, one of the major trends that has been occurring in business is outsourcing. And while there has been some negative reaction to the increased use of outsourcing, many competitive firms have found ways to utilize it in productive ways. Outsourcing is most widely associated with manufacturing operations that send operational functions offshore, but the insurance industry has also been investigating its value, too. Within the independent insurance agency system, outsourcing has been successfully used to maintain quality services without the need to invest in additional equipment or personnel. According to Thomas R. Dietz, chairman/CEO of Schiff, Kreidler-Shell Insurance and Risk Services (SKS) in Cincinnati, OH, outsourcing the sales management function can be very beneficial. The agency had been growing and adding several new producers each year. Currently, SKS has about 30 producers, so management realized that they needed to resolve the sales management issue.