1. Wired West - how best to present your business to an underwriter? Lee Hudson – Bristol Branch Manager 21st March 2006

2. exithome Presentations matter. Statistics Decision makers Careful Information is king Handwritten or typed? Lower premiums Wider cover

3. exithome On the lookout for...... Companies that are: Professional Honest Experienced Qualified Well-established Diligent Aware of their limits Keen to take an excess

4. exithome How do Technology claims arise? Common areas of claim Fitness for purpose Breach of written contract Lack of stakeholders buy in Scope creep ‘Outside the ball park’ Over enthusiastic sales people Poor project management (milestones) Poor control of costs Poor division of responsibilities

5. exithome Risk management techniques Internal Separate sales & technical functions Avoid the oversell Clear mandate from all stakeholders Define the specification tightly Robust change control Define project roles Robust complaints procedure Sign off sign off sign off Clear milestones linked to payment

6. exithome Risk management techniques Contracts Written contract/ heads of agreement Warranties Consequential loss exclusions Cap on liability

7. exithome Risk management techniques PI Insurance Breach of contract cover – Specification – Fitness for purpose – Reasonable care and skill Negligence Breach of privacy Infringement of IP Civil liability Access to specialist lawyers

8. exithome Questions?