NU Online News Service, Oct. 28, 10:50 a.m. EDT

COLORADO SPRINGS, Colo.--The industry needs to stay on top of its game in Washington, as it defends its reputation and maintains its voice in implementing and creating policy, according to experts here.

"If you're not at the table, you're on the menu," said Ken Crerar, president of the Council of Insurance Agents and Brokers (CIAB).

On the last day of the Property Casualty Insurers Association of America (PCI) meeting, David Sampson, president and chief executive officer, led a panel discussion recalling the challenges of lobbying as health care and financial reform legislation was being constructed, and the outlook ahead as the industry looks to stay engaged as each of these "outline bills" are implemented.

Mr. Sampson wondered if facts matter as much as finding a specific "political lever" to pull, since politicians--probably to a greater effect after the mid-term elections--are "entrenched ideologically."

Jill Dowell, chief executive officer of Atticus Strategies, said she still has "confidence in the facts." Formerly the vice president of federal affairs at America's Health Insurance Plans, Ms. Dowell added she would continue to establish allies and present facts to educate.

"Carpet-bombing does not work. Facts do," added Mr. Crerar, who also said the reason the industry was successful in attaining many of its goals in Washington is because the trade associations found common ground and got away from what he called a "circular firing squad."

In the past, he said, the industry had confused Congress because lawmakers heard different messages. "We need to find common things to work on," keeping whatever squabbles associations may have within the confines of meetings, not in Washington, Mr. Crerar explained.

The CIAB "was a one horse pony" when it came to financial reform, focusing solely on surplus lines reform, Mr. Crerar said. But the rest of the industry backed the CIAB, and then "we were able to be supportive," he added.

Facts "absolutely matter" more when they are presented early, before issues get contentious, said Tony Fratto, managing partner of Hamilton Place Strategies.

Mr. Fratto said he predicts another round of health care reform in the future, when the current reform reaches a "tipping point" It is important for the industry to therefore "never turn its back on issues damaging to your business model."

He added, "Think about risk analysis of your greatest risk: policy change in Washington. The industry cannot afford to wait until it is attacked or vilified as it was by the White House."

Mr. Crerar advised, "Make sure people know you before that. We had our friends."

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Facts, Cooperation Make The Difference On Capital Hill

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