The Connection Magazine The Connection Magazine Spring 2017 | Page 6

BROKER-CENTRIC
SERVICE
BROKER-CENTRIC
SERVICE
Keeping Service
Excellence At
The Forefront:
INTRODUCING OUR BROKER-CENTRIC APPROACH
“Rather than assign a team
based on where it works, our
teams are now assigned to
specific brokers.”
SPRING 2017
GEOGRAPHY OR relationship? What
is the best way to acquire and keep
business? There are many different
approaches out there, with a variety of
benefits and pitfalls.
Historically
at
A.I.M.
Mutual
Insurance
Companies,
we
have
deployed our underwriting and injury
prevention staffs geographically. In
the past, this has worked very well for
us. We had local expertise, community
knowledge, and strong relationships
with our policyholders. Those are all
important aspects of doing business.
So why change?
As our company grew, this approach
became more challenging , for both
our team as well as for our broker
par tners. In order to send business to
us, request a ser vice visit, or even just
ask a question about a policyholder, a
broker would have to look at a special
map (we called it the “magic map”)
to determine the under writer and
injur y prevention consultant for that
par ticular account. Despite the fact
that all of our ser vice teams per form
well and are more than qualified to
address those inquiries, it became a
confusing and cumbersome process.
Our brokers have provided feedback
6