Risk managers are much more demanding these days about what they are getting for their payments to insurance brokers, one industry consultant says.

“The strategy today calls for risk managers to know exactly what they are getting charged,” according to Andrew J. Barile, principal of the Rancho Santa Fe, Calif.-based consulting firm bearing his name. “Clients want to get money back. A broker who is supporting a [major] fee now has to go into detail to justify that fee. Now, all of us have to explain our value.”

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