Here are a few steps that you can take to help create alignment:

Evaluate where your agency has created the greatest impact with your existing clients. There are a number of areas of focus you can assess. Do you experience greater success in a particular industry or class of business? Do you have unique capabilities that allow you to be effective in a particular line of insurance? For example, your agency may have capabilities in workers' compensation that reduce the cost and duration of employee injuries thereby improving your client's opportunities, profitability and risk profile. You're likely to find that there are a number of perfect client types within your agency. You'll also find that there are risks you just shouldn't work with, and knowing that is just as important.
Talk to your service team. Agents are likely to say they can handle a particular kind of risk, even if they don't have experience in managing it. Your service teams will give you valuable insight into the challenges they face as well as the potential for an E&O claim.
Educate yourself. If a marketplace is teeming with opportunity within a particular class of business, identify the right person in your organization who can become the champion. Set clear goals for them around education, marketing and identifying right-fit prospects. As their knowledge base increases be sure to have them align with their service colleagues so new clients are on-boarded and serviced appropriately.

Special Reports /

3 Ways Agencies and Producers Can Improve Alignment: Slideshow