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...www.garp.com RISK MANAGEMENT FOR PUBLIC ENTITIES (RMPE) Behind the Program: Public Risk Management Association and the C...Letter, has links to interviews with program directors, conversations with students and instructors, and additional program information.

...are not handled in-house (and few public entities handle them), you can monito...wing groups is recommended: Public Risk and Insurance Management Asso...

... or it's positioning itself to go public. If you know the reason for the new C...ty to place insurance. The insurance program is usually the last criterion of ...

...or other catastrophe. Liability. Public Liability has not often been subject ...bility of cash when the need arises. Public entities and other tax-exempt orga...

... realized my goal of obtaining money, but instead of leaving, I decided it would be politically correct to remain until the end. That decision resulted in a major surprise! During the course of the city administrator's report, he stated that he would like to acknowledge publicly the efforts of an individual on behalf of the city – and went on to tell this story. Last year, at the urging of a new insurance agent, the city implemented a wellness program. It began with a health fair day, coordinated ... claims fell during the year. At renewal time, a representative of the carrier joined the local agent in presenting a 12% rate increase for the coming year. The carrier's rep explained that this was considerably less than the 20% increases being offered to most other entities. The reason for such a "nominal" increase was a reduction in claims, attributed to the wellness program. Proactive approaches by insureds were to be rewarded. The city manager was as happy as one can be with an increase, figuring that the city ... faring well during a time of significant Health insurance rate increases. Also, the renewal figures matched what the city had anticipated in finalizing their budget. The agent, a relative newcomer to the industry with less than two years experience, wasn't quite as happy. Unbeknown to the city manager, she took it upon herself to file an appeal on the increase with the carrier, focused not only on the reduced claims, but the ongoing effects and enlargement of the wellness program. The carrier reacted to the appeal and agreed. Based ...

...that he would like to acknowledge publicly the efforts of an individual on beh...cknowledge her efforts formally in a public arena. The agency’s owner explaine...

...ne of the many business directory publications in your area can be the source ...self as a viable, financially secure entity if it is to sustain growth through...

... them, you're top-of-mind with them as well. Identify and exploit your brand to promote unique attributes and your differentiation from competitors. This is essential in a competitive marketplace. You can do this directly through advertising and direct mail, but often more subtly through press and publicity, speaking opportunities, and cultivating industry analysts. If you specialize in a particular industry niche, look into attending related trade shows to demonstrate your commitment and expertise. Focus on your production and support personnel. This is critical to any marketing effort. Branding and ... . You also need to: Expand your product mix to help retain clients and attract new ones — including whole books of business. This can include the development and promotion of niche programs done in conjunction with intermediaries or direct with markets. Partner for success with other entities to expand your capabilities, services, and prestige. These partners might include wholesale and MGA intermediaries, reinsurance brokers, captive management specialists, claims administrators, etc. Remember to include those resources in your marketing activities so that when you approach them, you're top-of-mind ... brand value in eyes of all their stakeholders. Get a New Bag of Tricks: What additional products or services can you offer clients? Coverage or products they've put off buying because their basic coverages were so high for the past couple of years? A new specialty program? Risk management or claims control services? Alternative risk or captive options? An aggressive marketing or client communications program can enhance your chances of capturing their attention — and their business. ACHIEVING THESE GOALS Your first focus should be effective customer development and prospecting, including ...

... because you've been marketing yourself effectively. Marketing is establishing an image in the minds of your prospects. What comes to most people's minds when they think of Federal Express, Disney, and Allstate Insurance? Fast, friendly and clean, and good hands. When the public can easily associate your name with what you represent, that's effective marketing. But you're running a smaller business on a limited budget. How can you possibly establish a powerful, memorable image in the minds of your prospects? First, decide what image you want ... of Dimes Walkathon or the community fall pumpkin festival. Different levels of events and sponsorship help you to stay in your budget. Buyers today want to do business with people who are involved, committed, and active in giving back to the community. Being a known entity before you make that cold call greatly improves your success in closing. Don't put off implementing a marketing strategy that creates a powerful image in your prospect's mind. Emily Huling, CIC, CMC, is president of Selling Strategies, Inc. and consults and teaches ... and customer techniques. She can be reached at P.O. Box 200, Terrell, NC 28682, (704) 478-5929, (888) 309-8802, fax (888) 398-7355, E-mail [email protected] , Web site sellingstrategies.com . Login or Register (for FREE) to gain access to thousands of other great articles. Need more reasons to join? Need insurance for you, your business or your family? Get quality appointments - Save yourself a whole lot of time & money when you use our directory of carriers, ...

... Institute a media management and public relations strategy Continuous vu...Activate crisis media management and public relations strategy Establish ...