Change We Can Hope For

Change: a transformation, an alteration, a conversion or even a revolution. Today’s economic environment is in a state of change. Failing financial institutions, falling investment portfolios, new politicians, declining P&C premium rates, stagnating growth and falling agency valuations negatively are affecting the insurance industry. For the things in our direct control, we need to ask ourselves whether we are willing and able to proactively execute change.

To outrun external economic and industry factors (net premiums written, rates, contingents, the economy), high-growth agencies execute a variety of initiatives to control their own futures. They focus on the policies, practices, resources and initiatives that reside within the confines of their organizational walls without making excuses relative to the external marketplace. Those initiatives begin with the leadership team making a long-term decision to continually maximize the agency’s revenues, earnings, cash flow and value. Whether through organic growth, acquisitions or a combination of both, high-growth agencies have continued to realize double-digit revenue growth and EBITDA margins in excess of 20 percent of revenue.As agencies and brokers seek to drive agency value and return in a tumultuous financial marketplace, change is the core belief that is embraced, not feared. That includes change in growth strategies, accountability and management principles. For those willing and able to execute change, opportunities abound.Organic GrowthIf the political ads of the past 2 years are any indication, many in our country are interested in change. Wouldn’t it be nice if your employees viewed change with such enthusiasm? Normally, change in the workplace is viewed a little differently than it is on the campaign trail.Why should we care? Creating an organic growth machine that can maximize predictable and sustainable organic growth requires significant change. Strong organic growth rates in most agencies are not the norm, but the exception. For those agencies, change is needed.To properly frame the conversation, consider the following, sometimes called “Gleicher’s formula,obCrLf to assess the likelihood that change can be successful in any given situation.