1. STRIMA Conference State & Broker Partnership

2. 2P:graphics\ppt… STRIMA Conference Both sides pleased with the agreement Thorough understanding of responsibilities and expectations Broker knowledge of state business Broker knowledge of the marketplace States understanding of the brokerage business Tenets of a Successful Partnership

3. 3P:graphics\ppt… STRIMA Conference Broker awareness of the procurement process... ITB, RFP, RFQ as governed by procurement statutes and administrative codes Knowing who the state risk manager is serving – your clients/agencies Really good communication that clearly identifies broker and state responsibilities Understanding of Responsibility/Expectations

4. 4P:graphics\ppt… STRIMA Conference Specialization & Leveraging Knowledge Creativity/Alternatives Solution Oriented Services/Resources Experience Broker Knowledge of State Business

5. 5P:graphics\ppt… STRIMA Conference Market Strengths Market Weaknesses Communication of market changes Willingness to develop direct relationships with underwriters Market Knowledge

6. 6P:graphics\ppt… STRIMA Conference Responsiveness in all matters – a two way street Written service plans Stewardship Reports Compensation – Full transparency and understanding of what is behind the fee/commission Management sign-off on terms Securing Value-Trust-Commitment Other Thoughts Address service deficiencies head-on