I recently purchased a new set of golf clubs. After going to a demonstration day and marveling at their increased complexity and customization I decided what I wanted to purchase. Ever the shopper I called several local stores and told them my story. I was very up front about the fact that cost was my main consideration and whoever would work with me on the price tag would get my business.
One shop owner had a unique response. “These clubs are getting fairly complicated but I think I know what works. I wouldn’t feel comfortable selling you a club that was fit by someone else.” He got my business because wanting the right clubs is why I started shopping in the first place and the fact that he was willing to turn my business away rather than compromise his standards gave me a lot of confidence.
We employ a similar strategy when it comes to providing quotes. We simply won’t try to arrange insurance terms without conducting a thorough risk assessment through our RiskIMPACTTM process. If there are dangers to buying the wrong golf club, is insurance not significantly more complex and high stakes.
Business owners can’t be expected to understand all the risks in their business nor can they check the work of insurance agents. They can, however, find a partner that will assess risk from top to bottom and design a holistic risk management plan that will work.