Most companies are aware of the fact that when its renewal datareaches an underwriter’s desk, there is a pile of similar proposalscompeting for the underwriter’s attention, said Bill Way, a seniorvice president with the U.S. Property Practice Group, Marsh GlobalRisk Management.

Speaking at Marsh’s Risk Management 101 Webcast: Basics ofProperty on March 11, Way explained that it’s easy for underwritersto say, “I’m too busy” or, “your renewal doesn’t fit the profile ofwhat I’m looking for." In that case, the underwriter may not do asthorough a job as you’d like in reviewing your materials. In theworst case scenario, the underwriter could completely decline therisk. “That’s not going to help you create competition in themarketplace for your renewal business,” Way adds.

Way and his colleague, David Wert, also a senior vice presidentwith the U.S. Property Practice Group with Marsh Global RiskManagement, provided the follow tips on how to get theunderwriters’ attention so they focus on your information and yourrisk instead of someone else’s.

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Rosalie Donlon

Rosalie Donlon is the editor in chief of ALM's insurance and tax publications, including NU Property & Casualty magazine and NU PropertyCasualty360.com. You can contact her at [email protected].