Selecting the Right Broker Leads to Great Results

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The Situation:

A global logistics company with 30 international locations and a diverse business interviewed multiple insurance brokers. Their decision to interview brokers was driven by their current broker’s lack of international presence and expertise, but they thought they were getting good results on their domestic program. The company narrowed down their choice to two options: Gallagher and one of our largest competitors. They chose Gallagher because we actually addressed specific problems we would fix in their insurance program, rather than only talking about our capabilities. They recognized that “biggest isn’t always the best” in their own business and believed this concept would apply to insurance brokers too.