1. Ten Things I Wish I Knew When I was a Risk Manager Lance J. Ewing CRM, ARM, ERMP Vice President Chartis Henry Good Risk Management Consultant Wells Fargo Insurance Services

2. Do Not Blindly Believe Your Service Providers Understand Your Assets and Liabilities Understand Your Assets and Liabilities Sales is Not Delivery Sales is Not Delivery Mistakes Do Happen Mistakes Do Happen Errors & Omissions Errors & Omissions

3. ERM is Not Going Away SarBox was the Opening Act (circa 2001) SarBox was the Opening Act (circa 2001) Fad “This Too Shall Pass” Fad “This Too Shall Pass” Financial Storm Clouds Financial Storm Clouds Board Room No Longer Passive Board Room No Longer Passive

4. Hard Work and Results May Not Always Pay Off Welcome to Politics Welcome to Politics Financial Driven—aka Risk Reward Financial Driven—aka Risk Reward Coverage vs. Savings Coverage vs. Savings What Really is Your Job? What Really is Your Job?

5. Risk Management is More Human Management Still a Relationship Business Still a Relationship Business Competency v. Chemistry Competency v. Chemistry Too Close for Comfort Too Close for Comfort People First…Policy Second People First…Policy Second

6. Find a Mentor and Then Be a Mentor Reach Out Reach Out Young Guns…Old Guns Young Guns…Old Guns It’s a Small Risk World After All It’s a Small Risk World After All All About the Learning All About the Learning

7. Be Part of the Solution not Part of the Problem Be Part of the Solution not Part of the Problem Make Sure There are No Gaps Make Sure There are No Gaps Understand All the Options Understand All the Options

8. You are the Best Sales Person for Your Company You are the Best Sales Person for Your Company It Does Not End at the Initial Presentation It Does Not End at the Initial Presentation Stay Involved All Through the Placement Process Stay Involved All Through the Placement Process Understand the Nuances of Your Own Company Understand the Nuances of Your Own Company

9. Does Your Broker/Insurer Really Care about You? Are the Brokers More Linked to the Insurers Are the Brokers More Linked to the Insurers Are the Insurers More Linked to the Brokers Are the Insurers More Linked to the Brokers Is Your Account Being Horse Traded Is Your Account Being Horse Traded

10. Full Transparency is Not All it is Cracked Up to be No Requirement to Advise Who the Broker “Did Not Take” Your Account to No Requirement to Advise Who the Broker “Did Not Take” Your Account to What Brokers Say “May” Apply to USA Operations Only What Brokers Say “May” Apply to USA Operations Only What a Broker Will do for One Customer May Not be Done for You What a Broker Will do for One Customer May Not be Done for You

11. Do Not Over Estimate Your Value to the Company Are You Really More Than a Glorified Insurance Buyer? Are You Really More Than a Glorified Insurance Buyer? Value Comes by Developing Trust With Your Senior Management Team Value Comes by Developing Trust With Your Senior Management Team You Will be Less Valuable if You are Constantly Changing Companies and do Not get to Know Your Senior Management Team Members You Will be Less Valuable if You are Constantly Changing Companies and do Not get to Know Your Senior Management Team Members

12. QUESTIONS, REBUTTALS, COMMENTS, IDEAS, ETC.

13. Thank You