Every broker has them: the account with the climbing mod, the class code nobody wants, the renewal that needs a story underwriting will believe. I’m the EHS operator who makes that story true — under your relationship, in support of your placement.
Retention is won between renewals, not at them. When you bring a credentialed safety leader to a struggling account, you stop being the bearer of rate increases and become the advisor who fixed the problem — and the account that was shopping you last year renews without a market exercise. On new business, a documented improvement plan with a named CSP behind it is the difference between a declination and a quote.
Loss-run analysis, open-claim strategy with your TPA, and the operational fixes that actually move the experience mod — not a laminated safety poster program.
A written improvement plan, credible to underwriting, with milestones your carrier’s loss control can verify. Hard-to-place becomes placeable; placeable becomes competitive.
Carrier recommendations that sit open for years kill renewals. I close them — prioritized by risk, documented for the file, visible to underwriting.
I don’t sell insurance, take commissions on placements, or steer clients between markets — and compensation structures respect the regulatory lines your license lives under. Your client sees one team: you on risk transfer, me on risk reduction, both of us making the renewal boring. Boring renewals are the goal.
Yes, and gladly — carrier loss control engineers are allies, not competition. I turn their recommendations into completed work with documentation, which makes your file stronger and their visit shorter.
Yes. A pre-quote safety assessment and improvement plan is one of the strongest differentiation plays a broker has — you’re the only one at the table who showed up with a plan instead of a promise.
The sweet spot mirrors my client base: operations from roughly fifty to several hundred employees with real physical risk — large enough that the mod and the program materially move premium, small enough that they have no senior safety leadership of their own.
Bring the loss runs — anonymized if you prefer. Thirty minutes and you’ll know whether the risk is fixable and what the underwriting story could be.
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