Growing Colony Group's business in 2006 is a matter of focusing on client relationships with wholesale agencies, according to Dale Pilkington, the president of Argonaut's largest excess and surplus lines operation.
“We go to each of our agents and say, 'We understand that you approach production as a generalist, but the reality is that our products are specifically focused. So we'd like to hear your business plans, hear your expertise and get aligned with you so we can both be successful in placing more business,'” he explained.
The simplified approach, Mr. Pilkington said, gives agents an “? la carte opportunity” to match what they do with Colony's expertise, while helping Colony identify business opportunities where that will allow it to rank among an agent's top markets.
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