Table of Contents 


July 2013 Rough Notes magazine


Marketing Agency of the Month:
Making money by saying "no"
California agency turns down clients who just want a quote.

Specialty Lines Markets:
Building a better construction insurance business
Market picks up, but agents must build an expertise, cultivate underwriter trust.

Maintaining contact— the easy way
Signeos streamlines the process, while agents reap the rewards.

Benefits Agency:
Small town firm has big employer benefit standards
Team effort in benefits department produces one-third of P-C agency's revenue.

Go team!
Indiana agency's team selling model boosts growth and morale.

Other Feature Stories:
Architects & engineers: Signs of better times
Underwriters adapt their forms to a changing field.

NCCI meeting continues to excel
The cycle in comp has turned, chief actuary reports.

Presumption of compensability: workers compensation's Achilles' heel?
State laws affecting first responders could be troubling for public entities.

2013 Voluntary Benefits Special Report

Voluntary benefits: Filling the gaps
In era of individual responsibility, employers and employees
need help with choices

Era of choices creates
Aflac and Colonial Life surveys identify need for better
employer-employee benefits communication

Mid-market solution for employee benefit programs
Using a group captive for medical stop loss coverage

Traffic accident prevention: a central part of any safety program
Vehicles account for a disproportionate level of high-severity claims.

Emerging fiduciary liability exposures
Potential litigation perils may be arising from several emergent exposure sources.

2013 Vermont Captive Insurance Association Special Section

VCIA 2013: New frontiers in captive discovery
Record number of sessions and networking opportunities abound

Beyond mods—Better pricing through innovative analytics
Agents have access to data analysis tools used by carriers

BVI looks to the future
The territory has been attracting captives from around the world

A captives' influence on a firm's risk profile
VCIA panel will explore the captive's role within ERM initiative


Winning Strategies—Producer mistakes are costly and avoidable
By Roger Sitkins

The Innovative Workplace—Telecommuting that works
By Don Phin

Agency Financial Management—To form a more perfect union
By Rick Dennen

Customer Service Focus—Taking insurance beyond customers' expectations
By Lynne Grayson, CIC

Managing Mobility—Safe web surfing
By Fred Touchette

Risk Management—Additional insureds: challenges and solutions
By Donald S. Malecki, CPCU

Public Policy Analysis & Opinion—A lobbyist by any other name
By Kevin P. Hennosy

Internet Marketing—Get more search power through links
By Dino Cattaneo

Management by Coaching—Getting people to say yes
By Kimberly Paterson, CEC

Critical Issue Report—D&O liability suits: Increasing the odds
By Michael J. Moody, MBA, ARM

ISO Products Perspective—The business interruption exposures of
vehicles and mobile equipment

By Jason Suppo

Benefits Products & Services—A benefits product for every season of life
By Thomas A. McCoy, CLU


Court Decisions
Centuries of Rough Notes
Rough Notes Staff



©The Rough Notes Company. No part of this publication may be reproduced, translated, stored in a database or retrieval system, or transmitted in any form by electronic, mechanical, photocopying, recording, or by other means, except as expressly permitted by the publisher. For permission contact Samuel W. Berman.