Five weeks ago, our agency received a call from a long-time client ordering loss runs–a firm's three- or five-year loss history. When a client orders a report, it usually means they're looking at other providers.
After 15 years with our agency, I don't blame them. Checking the market is prudent for every business owner, and the client had been approached by a specialist in their specific class of business.
When I met with the firm's executive director a couple of weeks later to touch base and review our coverage, I asked him who they were looking at for the comparison. He named another agency I knew quite well. They were headquartered in Indianapolis, very polished, they wear suits, and their office is in the high-rent district.
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