February 2010
Account Selling
Summary: This discussion treats practical aspects of selling a new account or reviewing an existing one. It is divided into three sections. The first covers how to perform a survey of loss exposures. The second part introduces a schedule of suggestions for setting up a successful risk management program. The third section presents a guide for auditing existing policies.
Topics covered: Integrating the insurance program Steps in the survey Analyzing the risk Identifying exposures Developing the basic program Examining existing contracts When should policies be requested? Preparing and presenting the final report and proposal Suggestions for implementing a successful risk management program General risk management principles Risk identification & measurement Loss control Risk financing Claims management Employee benefits Pensions International Administrative Technical Communication Philosophical General guide for auditing policies Checklist for all policies
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