I made a career move from the banking industry to the insurance brokerage/consulting business eighteen years ago. I quickly observed that most of the construction businesses I talked to maintained multiple relationships with professionals and firms that separately handled their Property & Casualty Insurance, Surety Bonds, and Employee Benefit programs. Marsh & McLennan Agency, known locally as Insurance Associates has always focused on building a platform to support and broaden our relationships with our construction clients where we served all of their insurance and bonding needs. Over time, I have realized why this approach makes so much sense and can be extremely beneficial to the businesses we serve.
DEEP INSTITUTIONAL KNOWLEDGE – When we work on your business insurance, we become in tune with your specific operations, your management team, safety programs and overall risk tolerance. As your Surety partner, we gain a deep understanding of your finances, jobs you work on and partners you like to work with. Consulting on your benefit plans, we become intimate with your human resources goals and challenges. Put all of that acquired knowledge together, and we have a depth of knowledge that makes us a uniquely qualified advisor to your company.
TIME / ONE MAIN POINT OF CONTACT – Ask business owners what their most precious commodity is, and the answer you will hear most is “time.” When you take on a significant new project or get into a new line of business, it is important that you share that information with the professionals that serve your business. Rather than communicating changes to multiple parties, it is much more efficient to talk to “One Main Point of Contact” who can consider all the implications and share with the other professionals within his/her firm.
A PARTNER/NOT A VENDOR – We are a trusted advisor to our clients and a true partner, not just a vendor. The more we do with you, and the longer we serve you, the more value we can contribute to your organization. We are often brought into discussions and advise or assist our clients on matters well beyond the boundaries of our traditional day-to-day services.
On my accounts, I generally oversee the Property & Casualty and Surety programs, and coordinate closely with our Employee Benefits team if we handle that piece of the relationship. My clients like having me as their primary point of contact who has a thorough understanding of their business, and this recipe has helped me form strong bonds and long-lasting beneficial relationships with clients.
Senior Vice President
Information about the Author: Dan joined Marsh & McLennan Agency, known locally as Insurance Associates in 2002 and has been a top producer during his career. Dan is Senior Vice President and maintains a large and profitable book of business. In addition to handling insurance accounts, Dan also handles bonding programs for his clients. Dan began his career as a commercial banker with a local banking institution and has a unique perspective for his role with Marsh & McLennan Agency, known locally as Insurance Associates.