Aon, New York
Broker Sets Great Expectations
Hilda Batlle, vice president and national fiduciary liability practice leader with Aon Risk Solutions in New York City, knows that sometimes it's best to advise clients against their wishes.
Take TAL International, a container leasing company. Its directors' and officers' insurer indicated it would not be offering reductions on any of its programs, so TAL wanted to switch to the lowest-priced carrier.
While Batlle dutifully presented multiple program options, she also advised TAL of the benefits and drawbacks, as its existing programs were excellent. Ultimately, the client maintained some of the key relationships, while replacing others and improving the terms of the insurance programs.
Anthony Hung, TAL's vice president of audit and risk management information technology, said that Batlle routinely sets high expectations, and is typically able to obtain at least some of her objectives.
"We get surprised every year when our premiums are reduced," Hung said. "She works with the markets in a very aggressive and humble way."
Another client transitioning from a public to a private company said that Batlle was able to ensure it had a directors' and officers' policy in place for the new owners before the sale was approved by the Securities and Exchange Commission. Batlle scheduled a meeting with about a dozen carriers on the day that all members of the existing and new boards would be in New York.
"Because of that we were able to get the quotes and have the policy ready to go when the sale was announced," the client said. "Then she oversaw the whole change from a public form to a private form able to keep really good terms favorable to us."
February 21, 2012
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