QUINCY, MASSACHUSETTS-BASED SENIOR PROPERTY AND CASUALTY BROKER

Ames & Gough

PREVIOUS POSITION: Boston-based account manager for large property and casualty risks at Knapp Schenck Insurance Services.

LOOKING FORWARD TO: Growing with Ames & Gough and having the opportunity to continue to expand the firm's capabilities in property/casualty insurance. This gives us the ability to address a wider range of risk issues facing our clients today.

GOALS FOR NEW POSITION: To help Ames & Gough grow the property/casualty side of the business and to help Ames & Gough become more automated internally.

INDUSTRY CHALLENGES: We need to understand our clients' needs and work with insurance companies to meet those needs. We add value every day to our client relationships when we review their potential exposures and advise them on how to minimize their risks going forward. We discuss alternative ways to insure a client's new location or new operations. We help them with contract reviews in the context of their insurance programs. With the clients' demands steadily increasing, there is a sense of urgency for Ames & Gough to satisfy their needs.

BEST THING ABOUT A BAD ECONOMY: A bad economy gives us all a chance to change. Having less in bank accounts, investments funds, etc., mean individuals must cut back on materialistic things they once thought were necessary. Giving up shopping trips, gourmet dinners or even manicures frees up individuals' time. More time equals less stress. People can also take this pitfall to readdress their own career paths. Maybe a change in industry is necessary; maybe it's time to go back to school. We all get a chance to reassess our priorities in life.

INDUSTRY OUTLOOK: It's likely rates will remain low in the coming year, which will ultimately force carriers to utilize flexible underwriting guidelines to still achieve profitability goals. Perhaps we will see many more upsell opportunities at reasonable rates, which will enhance our clients' insurance portfolio and increase revenue at the same time.