Posts from Steve Pieroway

As Vice-President, Marketing & Client Services, Steve oversees the branding, lead generation, and customer service activities at Policy Works.

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Posted by Steve Pieroway on March 29, 2018

Being busy is not being valuable: 2 keys to increasing staff value in commercial lines

I recently visited a brokerage client, one you would call small to mid-sized. One of the primary commercial account executives talked about the frustration of working on ‘waste of time’ activities like generating certificates or processing endorsements for small accounts that really didn’t generate a lot of revenue.

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Posted by Steve Pieroway on January 15, 2018

Going digital? Think back-office, too.

Digital back-office: Crystal from Policy Works shows how you can create 3 RFQ's in about 30 seconds using standardized, machinable data.

 

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Posted by Steve Pieroway on January 4, 2018

Commercial insurance: Search, experience or credence?

Pop-quiz: can you tell if your lawyer or doctor is doing their job as effectively as possible? Even after you hear them explain their opinion on something, are you left wondering if it's the right call?

I often am. In fact, I have the feeling of, "I want to trust you, to believe you, but I just can't tell if what you're saying to me makes sense." The problem? I don't have the knowledge or experience to evaluate the service, whether it's a legal opinion or medical advice. 

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Posted by Steve Pieroway on December 21, 2017

What stories do your submissions tell?

Every submission tells a story. From small floral shops to large manufacturers, the submissions your brokers create tell the stories that end up becoming policies.

Ask yourself: what story do your submissions tell? Are they vivid, detailed, and well-structured narratives that are easily understood. Or are they more like haikus: slightly mysterious and cryptic verses that leave the reader scratching their head?

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Posted by Steve Pieroway on November 23, 2017

Lloyd's Canada: growth, efficiency and the future of your book

Susanna Fraser-Kuipers, Director of Client Services at Policy Works Inc., has consulted with dozens of brokers, coverholders and MGAs about their business, workflows and tools to manage their Lloyd’s Canada book. From the newly minted to experienced coverholders, Susanna has worked with them all. Below she shares what she's learned. 

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Posted by Steve Pieroway on November 21, 2017

Codify your commercial lines knowledge with this one vital thing

Think back to the whisper game you probably played as a kid. You know the game: a group of you would sit in a circle and one person would start by whispering a sentence in the person’s ear next to them. Then one-by-one, each person would whisper the sentence they heard to the person next to them.

The most common result? The sentence that made it back to the person who started the game was nothing like original one.

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Posted by Steve Pieroway on November 16, 2017

This 1 thing keeps Lloyd’s coverholders from maximizing profit

Most Lloyd’s coverholders begin as brokers, and then become tribunalized. This is often the start of the issuing policies process for brokers. And though it might seem like a natural progression, the underlying workflows and responsibilities are different. 

Here’s why.

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Posted by Steve Pieroway on November 9, 2017

Hockey sticks, AEGIS London and Lloyd’s Canada Workflow

On the surface, ‘hockey stick’ and ‘AEGIS LONDON’ are not two phrases that would appear to have much in common. However, hockey stick is exa ctly h ow Nazir Haji, Senior Vice President, Business Development at AEGIS LONDON (“AEGIS”) describes the steady and growth that AEGIS has experienced in Canada over the last few years, and how AEGIS has been leading the market in implementing new and coverholder-friendly initiatives. Read More

Posted by Steve Pieroway on November 8, 2017

What makes digital possible in commercial-lines? Machinable data.

 

Think of information you type into a Word or Excel document. It's stuck there. This is why CSR's who are forced to use Word and Excel to produce commercial documents - submissions, proposals, certificates - are masters at the 'copy & paste' shuffle.

Data stored in Word, Excel and PDFs is static. Stuck. Trapped. It doesn't move. 

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Posted by Steve Pieroway on October 31, 2017

3 costs of using static data in commercial-lines

 

The cost of using static data in commercial-lines is high. Though to many brokerage principals, it can be hard to see. Why? Because when you're removed from the day-to-day operations of CSRs and Marketers, you can miss the impact of workflow inefficiencies. 

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