2014 Power Broker

Nonprofit

Applied Ingenuity

022014_AtLarge_BrandonCole

Brandon Cole, CPCU, CIC
Area Assistant Vice President
Arthur J. Gallagher, Greenwood Village, Colo.

Several Catholic organizations required third parties to purchase liability insurance prior to holding an event on their premises. The previous programs required the church organizations to collect large deposits and handle insurance purchase funds from renting groups — a serious administrative burden for the staff.

Cole, working with a partner carrier, developed coverage and then created a website that now allows these third parties to quote and bind coverage completely online. After the point of purchase, a certificate of insurance is emailed to Cole’s clients’ offices and the clients never have to handle any money.

According to Peter Cronan, director of risk management for the Archdiocese of Denver, Cole adapted the program from a similar one AJG created for colleges and universities — an impressive use of an existing solution.

“The old process was a major administrative burden,” Cronan said. “Once Brandon came to our account, he said he thought he might have something to help us. So he created a similar system for nonprofit religious organizations and we were the test case, a very successful one.”

Sharon Powers, director of administration at the American Water Works Association in Denver, said her organization’s insurance needs are complex. However, each inquiry to Cole is met with excellent follow-through and expediency.

Consistently Getting It Right

Tim DePriest, ARM Managing Director Arthur J. Gallagher, Glendale, Calif.

Tim DePriest, ARM
Managing Director
Arthur J. Gallagher, Glendale, Calif.

There is good reason why Tim DePriest again finds himself a Power Broker®. Talking to his nonprofit clients is proof positive that this is one broker who gets it right, without exception.

“Tim is very thorough and that is so important because we think the same way,” said Karen Mayo, vice president, Procurement and Risk Management, Los Angeles BioMedical Research Institute. “Today, with Tim’s help, we have fewer policies with more coverage and only a small increase in costs. In fact, our price point has not exceeded a 10 percent increase in seven years but our coverage has almost tripled. That is tough to beat and Tim is a huge reason for it.”

Another DePriest client, Crystal Stairs, is a $109 million nonprofit that provides Head Start, child care subsidy, and resource and referral services to families and child care providers in the Los Angeles area. Crystal Stairs faced substantial workers’ compensation issues when AJG became its broker in early 2013, with more than $1.5 million in claim costs. Many of the claims were not being aggressively handled and nearly 25 percent of injured employees retained legal representation. Within the year, DePriest had helped turn the workers’ compensation program in the right direction.

Telieka Hechanova, Crystal Stairs’ human resources manager, said DePriest is doing “an incredible job.” Also new to the organization, Hechanova said DePriest’s AJG team helped engage and educate her executive management team, so now Crystal Stairs has the resources to get its comp situation under control.

BlueBar

LBR_ResponsiblityLeaderBLUE_logo-175Goals Beyond Commissions

Serving nonprofit organizations is more than a job to Tim DePriest. His compassion for the services these often cash-strapped organizations provide has compelled him to take cash out of his own pocket — to the tune of more than $25,000 last year — and donate it to his clients.

In addition, rather than see a children’s residential center shut down because of increasing workers’ compensation costs, DePriest urged the center to go in a different direction. Being a trusted adviser meant more to him than the commissions he could receive as the group’s broker. Instead, he advised them to explore options available only through other brokers, such as other market channels or a self-insured program.

“I was more concerned with their ability to remain open than in retaining them as a client,” DePriest said, noting that his company supported his efforts.

His company also supported another initiative of his — helping to fund LA BioMedical Research so it could continue clinical research on such diseases as cancer and dementia, which have affected family members of staffers. After discussions with Gallagher’s area president and operations director, as well as coordination with LA BioMed’s development staff, DePriest was able to see his company become a corporate partner and agree to a multi-year financial commitment.

DePriest also commits a significant amount of time to staff development, training a junior producer every year and “selling” people on the virtues and benefits of the insurance industry.

BlueBar

New Job, Same Excellent Results

Scott Konrad Senior Vice President HUB International, New York

Scott Konrad
Senior Vice President
HUB International, New York

For repeat Power Broker® Scott Konrad, a change of venue (actually a new job) had little impact on his zest for client success. With Konrad’s move to the newly created role as Not-For-Profit Practice leader at HUB International, he didn’t lose a step in delivering welcomed coverage solutions to nonprofit clients.

For example, when a prominent regional human services agency found itself on the receiving end of continual service team turnover with another broker, the CFO turned to HUB and Konrad. Konrad quickly undertook an exhaustive diagnostic assessment of the in-force program and uncovered a variety of shortcomings. His effort earned an exclusive brokerage appointment and, through competitive remarketing, Konrad closed gaps and significantly upgraded protection, while holding a line on cost in the face of dramatic exposure increases, adverse loss development and market-cycle rate increases.

“We started with Scott halfway through the year, and Scott and his HUB team gave us the relationship we were looking for,” said Sandy Weinstein, executive vice president-finance and CFO at Goodwill of Greater New York and Northern New Jersey. “We want long-term personal relationships. We want a broker who cares. And that’s what we get with Scott. They say timing is everything; Scott came along and that was it.”

Another Konrad client, Sheri Melvin, senior director, Human Resources and Administration at the National Endowment for Democracy in Washington, D.C., said Konrad was “very articulate” in getting the quotes it needed.

BlackBarFinalists:

James Linn Area Sr VP Arthur J. Gallagher

James Linn
Area Sr VP
Arthur J. Gallagher

Joseph Caruso Area Sr VP Arthur J. Gallagher

Joseph Caruso
Area Sr VP
Arthur J. Gallagher

Peter Persuitti Managing Director Arthur J. Gallagher

Peter Persuitti
Managing Director
Arthur J. Gallagher

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The R&I Editorial Team can be reached at [email protected]