CSUN Risk and Insurance Professor for a Day

CSUN Risk and Insurance Professor for a Day October 25, 2019 Northridge, CA

Commercial Insurance’s Place in the Market 3. 1% of GDP (Banking is 2. 9%) Last to Forego Complex, Relationship Based Sales Industry Values Talent and Performance [INTERNAL ONLY]

My Journey Account Manager (Sales/Und. ): 1998 -2001 Field Engineer: 1994 -1996 Account Engineer: 1996 -1998 [INTERNAL ONLY] Area Manager: 2006 -1013 District Manager: 2001 -2006 Regional Manager: 2013 -Present

My Role Profit Corporate Governance $ 70 People $ Budget: $300 M $500 M Authority Profit $ Profit [INTERNAL ONLY] Growth

The Commercial Market & Our Place In It Risk Management Upper Middle Market Main Street [INTERNAL ONLY] Personal Lines

Risk Management and Upper Middle Market Property Insurance Biggest Volatility and Balance Sheet Exposure Complex Arrangements Littlest Litigation and Lack of “Long Tail” [INTERNAL ONLY] Technical and Interpersonal Expertise Innovation and Adaptability Protect Model

Innovation Threats (and Responses) [INTERNAL ONLY] Continuing Mergers Will Reduce Need for Capital Protection Technology Will Commoditize Insurance Offerings New Perils Will Destroy Balance Sheet Alternative Risk (Hedge Funds) Will Drive Off Profit

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Program Structure [INTERNAL ONLY]

Fishkill, New York Fire [INTERNAL ONLY]

General Career Advice Be Mindful of Education and Experience Interview: SHARE and Activities Balance Autonomy and Association Be Deliberate in Your Brand [INTERNAL ONLY]

Any questions? Sean Bishoff FM Global @FMGlobal Insurer. FMGlobal FM Global