Magazine article from our research archive:

Contracts 101: The new MANA agreement guidelines

In 1999, after much collaboration among MANA members, professionals and MANA management, the association published revised Agreement Guidelines for the business relationship between reps and principals. MANA also prepared a "Background and Rationale" to explain the reasons behind many of the Guidelines. These documents are available from MANA.

The purpose of this article, and the ones to follow in the coming months, is to provide Agency Sales readers an overview of the Guidelines and Rationale. After some cautions about use of the Guidelines, this months article will focus on the contract formalities and details addressed by the Guidelines.

What Are the Guidelines?

The MANA Agreement ...

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