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Has anybody developed a successful approach to competing with certain association insurance programs that they feel they can share. In CA I am running up against programs by the Printers Insurance of Northern California St Paul BOP and the California Rental Association. There is no special deal on the WC part because they are with the State Fund, but of course these program get some extra coverages on the BOP's.

I am having a difficult time trying to convince potential clients of the benefits of our risk management services, versus the other guys just selling them insurance.

Any ideas would be appreciated

Mike Bogges
mbogges@sanderjacobs.com