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Surplus lines brokers know that a fourth year of flat or declining revenues lies before them–unless the market hardens, the economy recovers, or they change their operations in ways that let them capture business despite external trends.

NU’s E&S/Specialty Lines Extra asked wholesalers attending this year’s Mid-Year Leadership Forum: What are you doing differently in 2010?

Matt Nichols, president of All Risks Ltd. in Hunt Valley, Md., said 2010 marks a reversal of cautious approaches to hiring and acquiring at his firm.

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