1. Public Sector Consulting Group ALARM South East Seminar – 19 January 2005 Keith Bolton Client Director – Public Sector E-mail: keith.bolton@ars.aon.co.uk Tel: 0117 948 5018 Aon is authorised and regulated by the Financial Services Authority in respect of insurance mediation activities only. A Member of BIBA “SEXING UP YOUR MARKET PRESENTATION”

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3. 3 Agenda Effect of procurement rules Market presentation –Quality –Essential content –Timing –Options Claims details Market (or lack of) Alternative risk financing

4. 4 Procurement Rules European, UK (e.g. FSA) & Local Procedure v objective ! Interference by procurement ? Who monitors OJEC ? European Insurers Role of broker

5. 5 Market Presentation Must impress Underwriters Table of contents Must contain all essential information relating to the cover required Selection criteria – Key dates - tender delivery General information e.g. functions, services, wages & salaries

6. 6 Market Presentation Background information e.g. Risk Management, Corporate Governance, Health & Safety statements Schedules e.g. property, vehicles, engineering inspection, surveys Claims details – “official” experience, triangulations, large claims Options & alternatives Transparency & ‘level playing field’

7. 7 Current & Future Insurance Markets Why limited market ? New markets Alternative risk financing –Pooling –Mutuals –Funding –Captives 2005 rates should be within budget

8. 8 Summary Management gets the Trade Union it deserves – Risk Management gets the insurance premiums it deserves