When I first started with this magazine, a decision was made that the focus of our articles would be on what insurance carriers have to say, along with a few consultant and analyst types.
Insurance software vendors were rendered to providing us access to a few of their customers and that’s about it. This month, though, we are giving some industry vendors an opportunity to communicate their thoughts on various topics.
One question we posed to several companies who asked to take part in this project was how did they view the relationship with carriers.
Mark Cummings, principal consultant with FIS Software, wrote: “There are those carriers who (unfortunately) view a partnership as requiring a winner and a loser or a way to extract great discounts. These carriers will often make decisions without having offered the solution provider insight into the organization’s goals, limitations, and priorities. When the solution provider lacks the benefit of the big picture, and when carrier communication is lacking, everyone is at a disadvantage. In this situation, projects tend to be more reactive and rarely result in success.”