are intelligent business people who consider the individual merits of each insurance policy and choose a solution based on the quality and integrity of the total program.
value financial stability and pricing consistency offered through their insurance provider as that enables them to predict their business costs with enhanced certainty.
have purchasing habits centered around personal relationships and experience with an individual underwriter or account executive. They want to work with professionals who understand their business and have the authority to make decisions and act quickly.
do not want to owe or be owed favors and demand and deserve exceptional claims service. They do not want to barter with an insurance provider regarding coverage determination–rather, they want a straight-forward, responsive partner committed to resolving their claims fairly, efficiently and effectively.
view insurance as a long term relationship where an adversarial approach serves no purpose.
enjoy having a trusted relationship with their insurance provider and needs products that are the most responsive to their ever-changing business model.
buy insurance that they need and not insurance that is being sold to them. They know what is best for them and what fits properly within their risk appetite.
are solutions-driven and deliver quality services and products and expect nothing less from their service providers.
do not like to be leveraged.
are risk-takers and need an insurance provider that best understands their business model.
are collaborative business partners that understand risk as savvy business people.
stick to their core competencies and know how to deliver a quality product.
seek solid financial protection and prompt and fair resolution to their claims.
are open minded to constructive advice about how to improve their risk profile.