Glenn W. Clark, CPCU, owner and president of Claymont,Del.-based Rockwood Programs, understands well the value ofrelationships in business, especially in the insurancebusiness.

And despite the many ways to connect and communicate,face-to-face meetings are still the most valuable but cover holdersand risk takers often are not in the same city, state or evencountry.

To meet some of these challenges, Clark has started anorganization called CHART-Exchange (CHART stands for Cover Holdersand Risk Takers). Its main purpose is to create new businessopportunities between the U.S. and London market by facilitatingcontacts with producers and offering a forum for the exchange ofideas.

To reinforce the organization’s main purpose, the inauguralCHART-ExchangeSummit, called the “Declaration of Interdependence,” took placeOct. 12–14 in Philadelphia, at which Clark brought together more331 attendees, including current coverholders, potentialcoverholders, risk takers from London syndicates and vendorrepresentatives. Lloyd’s provides specialized coverage for complexrisks not typically provided through normal channels, and is theNo. 1 excess and surplus lines insurer and reinsurer in the UnitedStates. Almost 40 percent of Lloyd’s global business comes from theU.S., accounting for $14.6 billion in premiums last year.

“The goal is to bring together these decision-makers to developideas and products, establish new relationships and promotepeer-to-peer networking,” said Clark. “We are excited aboutattendees exploring new business opportunities, interacting witheach other and expanding their skill-set in our informativeworkshops.”

At right, Glenn W. Clark at the CHART-Exchange Summitopening. (Contributed photo)

The workshops included “The Life and Times of a Coverholder,”“Turning Underwriters into Production Sources,” and “Becoming aCoverholder.” In addition, the summit also hosted a "Shark Tank"("Dragon’s Den" in the United Kingdom) competition for the best newproduct or marketing idea providing the entrants a chance to win$10,000 in funding. The event was sponsored by Iris InsuranceBrokers Ltd., a London-based specialty program broker that workswith existing, new and potential coverholders to develop and placebusiness with Lloyd’s syndicates.

Next step

Clark commented that the Risk Taker Lounge always full with newdeals happening and opportunities being explored. “The London risktakers will all be back in 2016,” he added. He describedthe event as a “smashing success.”

Based on the feedback Clark and his team received, he is holdingwhat he calls a “constitutional convention” in Wilmington, Del., onJan. 6, 2016. For more information contact Clark directly at[email protected] or[email protected].

Related: Meet the London risk takers at the inaugural CHART-Exchangesummit

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