Rising Star Brandon Cole Shares Insights on Commercial Insurance Challenges and Opportunities

Gallagher's Brandon Cole operates in the nonprofit sector of insurance. He says specialization leads to strong relationships and alignment with clients and underwriters alike.
By: | March 17, 2025

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Brandon Cole, managing director at Gallagher, and a 2024 Nonprofit Power Broker, weighs in.

Risk & Insurance: In which commercial lines are your clients struggling to put together adequate coverage?

Brandon Cole: Liability insurance has become the most difficult piece of insurance placement, especially sexual abuse liability. We are seeing carriers pull back the amount of coverage they offer, drastically increasing premiums, switching to claims made and increasing retentions.

For brokers, it’s challenging in this market to make these renewals easier but we can inform our clients early about the changes coming so they can prepare accordingly. We can help clients look at the financial impact of the higher retentions like showing them the cost of the claims below the retention if their claims stayed the same as the last five years. We have been helping clients with reviewing contracts to make sure the new policies match their contractual requirements or help negotiate changes in the contracts.

R&I: On the claims side, what’s working well and what’s not?

BC: Finding a law firm that works with the insurance company as well as someone that meets the organization’s culture are crucial to a favorable outcome.

Does the law firm tend to rush to settlement? Are they responsive to your request? Do the lawyers’ rates match the carrier rates? If not, is the client willing to pay the difference?

Adjusters are just as busy as ever and working ahead of time to know the hurdles can help reduce the issues after a claim has happened.

R&I: Where do you see generative artificial intelligence making a difference in your team’s work?

BC: Our industry is complex, but I’m hopeful AI will make an impact with administrative tasks like applications, submitting claims and certificates of insurance. We are already seeing some use of technology in the application process. This has decreased the work on renewal applications and has led to getting renewal applications back more quickly.

I think AI will allow everyone to work more efficiently and make it easier to find the data needed to get the job done. There is still a lot of work to do in this area, but we are already seeing some promising trends.

R&I: What advice would you give to a younger person that is seeking to break into this industry?

BC: Specialization is crucial, whether it’s in an insurance coverage or a specific niche or practice group.

For myself, being a specialist has led to close working relationships with underwriters in the same area. That can be very beneficial to getting deals done and knowing when and how to push underwriters for terms and conditions to help your clients. It has also been a huge benefit when there is a rush or favor needed from these underwriters. You will build trust and a reputation with them. If they feel you are worth it, they’ll drop what they are doing to help you out.

When it comes to industry specialization, I often feel that I’m more aligned to my client’s industry than the insurance industry. Knowing the risks and challenges your clients face can help you anticipate their needs and how insurance impacts their industry.

When you can go into a meeting and know all the challenges a prospect or client is facing and know how your role fits in, you will be miles ahead of the competition. I’m a strong advocate for attending your client’s and prospect’s trade association meetings. It is a great way to learn more about them and a great way to meet more potential clients. &

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

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