In a twist on the family-owned regional agency, U.K.-based Bartlett & Co. Inc., operated by second- and third-generation insurance professionals, combines a unique global footprint, sophisticated technology and creative marketing to create a formidable and fast-growing business that's more than equal to the task of competing with big brokers for global business. The brokerage's Philadelphia branch earned top honors for sales and marketing in the 2011 NUP/AA&B Commercial Agency Awards for Excellence.

With only three agency principals and a total of 7 employees, the Philadelphia branch of the brokerage generated in excess of $11 million premium volume and $1,172,000 total property-casualty commercial income in 2010, and has grown at an average rate of 10 percent since the onset of the global downturn in 2008.

That growth is no accident, but the result of providing and maintaining high service standards, enjoying high client retention and achieving organic growth through existing client referrals and other new business activities. "In a country with 38,000 independent brokers, it's important not to fall into a 'race to the bottom' and compete solely on price when it comes to placing insurance and advising business executives," said Richard Bartlett, president and principal at Bartlett's Philadelphia office. "While price has been a driver in securing new business during the global recession, identifying niche markets which play to our strengths, with higher barriers to entry, has enabled us to compete on other differentiators and ensure our steady organic growth through demonstrating and delivering value to our clients and prospects."