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Building Competitive Advantage Through Specialization, Talent, and Experience in Specialty Insurance

How carriers are differentiating themselves in an increasingly complex marketplace by leveraging expertise, financial stability, and dedicated talent.

The specialty insurance market is evolving rapidly. Brokers today demand more than just capital and a strong brand — they want carriers who can speak their language, understand their clients’ unique risks, and deliver solutions that go beyond standard offerings. This shift is forcing carriers to rethink how they compete and where they invest their resources.

“When you have a strong brand, you can build off that in other geographies,” said Tony Beal, Chief Distribution Officer at Intact Insurance Specialty Solutions. But brand alone isn’t enough. Success in today’s marketplace requires a more strategic approach built on three foundational pillars: specialization, talent, and experience.

Intact Specialty has grown from $2 billion to $6 billion in revenue — representing just over a quarter of parent company Intact Financial Corporation’s annual revenue. Intact Specialty has a goal of reaching $10 billion in revenue by 2030.

The Specialization Advantage

Tony Beal, Chief Distribution Officer, Intact Insurance Specialty Solutions

One of the most significant shifts in specialty insurance is the move toward deeper vertical specialization. Brokers increasingly value carriers who can demonstrate genuine expertise in specific industries rather than generalists trying to serve everyone.

This specialization extends beyond underwriting knowledge. It means having dedicated teams who understand an industry’s nuances, from claims handling to risk control. For example, in entertainment insurance, Intact has engineers who understand onset stunt design and pyrotechnics, combined with claims professionals experienced in that sector, creating a meaningful competitive advantage.

“When we sit down with a client, we can talk their language and speak to their unique risks — that changes the game. That’s how you really win long-term ” Beal said.

This approach reflects a broader industry trend: Clients and brokers increasingly value carriers who can be true partners in risk mitigation rather than simply providing quotes and paying claims.

Talent as a Strategic Differentiator

In an industry facing a well-documented talent shortage, how carriers attract, develop, and retain talent has become a strategic imperative. The challenge isn’t just hiring smart underwriters — it’s building teams of people who can lead, mentor, and grow the business.

“Even if you’re amazing at your job but you don’t have a following, that doesn’t fill the entire pie,” Beal said. In 2025, 79% of leadership roles at Intact were filled internally thanks to robust talent management and succession planning.

“The ability to have people follow you, retain them, and develop them is a completely different component from just being an underwriter or a business leader. That’s critically important.

This distinction matters significantly. A strong underwriter may excel at pricing and selecting risks, but they may not be positioned to lead, mentor junior staff, or drive business development. Carriers that excel are creating developmental pathways that recognize individuals’ different aspirations while ensuring the organization benefits from their growth. In 2025, more than 25% of Intact employees were promoted or changed roles internally globally—a clear sign of career development.

The generational challenge in insurance is also reshaping talent strategy. With experienced professionals retiring and fewer young people entering the industry, carriers must be intentional about building bridges between generations.

“We don’t have enough young people coming into this industry, which makes it difficult when you have people who have been in the industry for 40 years,” Beal said. “Young people are coming in, but they have to be able to connect and still push this business forward.”

Carriers who invest in talent and leadership development from early career to senior professional, and from specialized expert to leadership are seeing better engagement, attraction and retention.

Intact was recognized by Mercer for the seventh consecutive year as a best employer in the United States. The company maintains strong retention, demonstrating how organizational strength, combined with career development opportunities, attract and retain talent.

Experience: The Underrated Competitive Advantage

Experience in underwriting translates directly to business outcomes in ways that can be difficult to quantify but immensely valuable to recognize. An experienced underwriter doesn’t just know pricing — they understand relationship dynamics, negotiation tactics, and how to position their carrier within a competitive marketplace.

“When you’re a young underwriter, you’ll say, ‘Can you share the numbers with me?’ when you’re getting close to the deal,” Beal explained. “And the broker will respond, ‘We’re not sharing the numbers. Everybody’s just best and final.’ But that’s not true. Somebody’s getting the numbers, they’re just not you. You don’t have the relationship.”

This reality reflects an uncomfortable truth in specialty insurance: Access and information are often determined by relationships built over time. Experienced underwriters ask the right questions, know which brokers have which opportunities, and understand how to position their carrier to win deals before they reach the formal bidding stage.

Building deep industry expertise requires long-term commitment. “The longer you’re in a market, the more expertise you develop, and that yields real value,” Beal said.

The specialty lines also benefit uniquely from accumulated knowledge. “Inside of specialization, these factors become even more important because it’s more refined — not everyone is doing it,” Beal noted. “You start to identify the areas that are clearly important differentiators.”

At Intact, those differentiators are reinforced by the depth of experience within each specialty. Many underwriters have spent ten, 20 or more years focused on a single line of business, developing instincts and judgment that only come from long-term immersion. This is further enhanced by a global platform, where teams share insights across geographies and apply lessons learned in one market to strengthen outcomes in another. Together, this enables more informed decisions and more creative solutions for brokers and customers.

Financial Stability as a Foundation

While often taken for granted, financial stability profoundly influences how carriers operate and how brokers perceive them. Beyond the obvious protection for policyholders, strong financial ratings enable strategic flexibility.

“When you have financial stability, you can drive business differently,” Beal said. “Intact’s financial strength gives brokers long-term confidence and our teams the freedom to thoughtfully pursue opportunities.”

Strong financials also support talent and technology initiatives. “Financial stability gives you the ability to attract the best talent. It provides the opportunity to enhance technology,” Beal said.

For brokers, financial ratings remain a crucial consideration even if not always explicitly discussed. Ratings influence broker behavior when building their client portfolios, particularly in specialization where carrier reliability is paramount.

Real-World Impact: Risk Control in Action

The value of integrating specialization, experienced talent, and financial stability can be demonstrated by concrete examples. When a large telecommunications company faced mounting losses to their fleet, its future insurability was in question. With claim frequency rising and severity spiking, it was at risk of becoming uninsurable and potentially losing access to the coverage its operations depended on.

“Our Risk Control team stepped in with a focused plan. The situation stabilized, losses declined, and the client remained in our portfolio, stronger than before. This wasn’t a quick fix. It was a strategic, hands-on effort that delivered a measurable impact. And it’s exactly the kind of partnership brokers can count on to help retain and strengthen challenging clients,” said Beal.

This outcome represents something beyond loss prevention; it’s business transformation that benefits all parties: the insured through improved operations and reduced premiums, the broker through retained business and a success story to share with future clients, and the carrier through profitable business and a story that attracts similar clients.

Looking ahead, carriers that excel will be those that recognize these three pillars — specialization, talent development, and experience — as integrated rather than separate initiatives. The market continues to reward carriers that can speak with authority about specific industries, maintain experienced teams dedicated to those verticals, and leverage strong financial platforms to support long-term relationships and continuous improvement.

To learn more about how Intact Insurance Specialty Solutions approaches specialty insurance, visit https://www.intactspecialty.com/.

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This article was produced by the R&I Brand Studio, a unit of the advertising department of Risk & Insurance, in collaboration with Intact Insurance Specialty Solutions. The editorial staff of Risk & Insurance had no role in its preparation.

Intact Insurance Specialty Solutions offers a broad range of specialty insurance products through independent agencies, regional and national brokers, wholesalers and managing general agencies. Each business is managed by an experienced team of specialty insurance professionals focused on a specific customer group or industry segment and providing distinct products and tailored coverages and services. Targeted solutions include group accident and health; commercial and contract surety; entertainment; environmental; excess property; financial institutions; financial services; inland marine; management liability; ocean marine; technology; trade credit and tuition refund. Intact Insurance Specialty Solutions is backed by the financial strength of Atlantic Specialty Insurance Company (Rated A+ by AM Best), a subsidiary of Intact Financial Corporation.

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