In the view of insurance brokers, a successful relationship withrisk managers depends on the broker's ability to achieve a clearunderstanding of a risk manager's strategic objectives—and then tosupply the information and programs that lead to satisfying thoseneeds.
It is a relationship in which theprimary goal of the broker is to listen and understand the businessobjectives and strains that each risk manager faces. That meansunderstanding the business they are in; the factors driving theirrisk decisions; the resources they have available; and how they arejudged by their superiors.
Here are the five main steps a broker must take in forging asuccessful relationship with a risk manager:
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