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