I recently spoke with Chris Peabody, head of Strategic Partnerships at Ascend, an insurance payments technology company. Payments is a very unsexy aspect of the insurance process. In all my years in business, both in industry, as a startup founder, and an advisor to many other startups, I have NEVER heard any mention or concern about how payments were going to be handled. Not once! And yet, payments is the single biggest source of friction in the insurance experience. You heard me right. Not the application! Not the claims experience! Payments. So you’d think we’d put thoughtfulness into this, but we don’t.

Read the full blog article here: https://www.getrevue.co/profile/nick_lamparelli/issues/making-payments-sexy-how-a-great-payments-system-reduces-frictions-increasing-both-sales-retention-1147496

Question: who knows more about the risks of their business, the owners or their insurance company?

Part of the job of a good underwriting leader is to develop a strategy to overcome this challenge. When I co-founded my MGA, reThought Insurance, I sensed that when quantifying exposure and risk to a property against natural catastrophes, I could create a decision tree where we could not only create an asymmetrical information imbalance in our favor to overcome adverse selection, but also any competitors in the market. We would sit on a perch, peering down at the market and we would dictate the when-and-how of the engagement. This was a rare opportunity where the market turned over information expertise to the government (FEMA & the NFIP) and ignored the convergence of forces coming together that could displace the prevailing paradigm here. Right place, right time. For the most part though, we operate on an ultra-competitive playing ground, where asymmetrical information imbalances ebbs and flows between insurance buyers and sellers (and their competitors) and any edge is usually fleeting between any of the parties.

Which is why, I spent sometime with one of the SME’s in the space, Matthew Queen. Matthew is CRO of Goldner Capital Management. Matthew lives and breathes captives. As an attorney, he has advised captives, he is the author on the subject and now, he runs a captive for Goldner. In this episode we discussed the advantages and disadvantages (every tool has a place and purpose) of captive insurance. We are likely at an inflection point when it comes to the impact that captives will play in solving some major issues around risk. As insurers and reinsurers retrench on traditional capacity, many organizations will need to introduce a captive element to pick up the gap. And as insurers and reinsurers drag their feet on emerging risks, waiting for the coast to be clear, organizations faced with dealing with those emerging exposures today will look to captive insurance to manage that risk. Captives has been around for a long time, but there is likely to be a convergence of forces precipitating more engagement with captives and if you want to know what’s going on, Matthew Queen has his finger on the pulse.

LINKS

Matthew Queen LinkedIn https://www.linkedin.com/in/queenmatthew/
| | Twitter | https://twitter.com/matthewqueen84
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