Signed Contract P

Transcription

Signed Contract P

Risk Management
Services
Solicitation Number 13-08
Thursday, April 18, 2013, 2:00 PM CDT
Submitted by:
McGriff, Seibels & Williams of Texas, Inc.
818 Town & Country Blvd., Suite 500
Houston, Texas 77024
(800) 877-1449
(713) 877-8975
www.mcgriff.com
April 18, 2013
Original
April 17, 2013
The Cooperative Purchasing Network
7145 West Tidwell
Reference:
Risk Management Services
Solicitation Number 13-08
National Resources
For 15 years, McGriff, Seibels & Williams has been honored to serve as a
TCPN/Region 4 Risk Management Services partner. Looking forward, we
are very excited to present our marketing strategy and capabilities to
expand this offering throughout Texas and beyond via the TCPN contract.
We believe that our experience and commitment combined with our
national resources make us uniquely qualified to remain a Risk
Management partner.
In this presentation, we demonstrate our critical mass of public sector
clients, which includes over 100 Region 4 Districts and TCPN members
nationally. Beyond references and expertise, our commitment to Region 4
and TCPN is second to none. We are your most loyal advocate and your
biggest fan!
We are now the leading Public Entity Risk Management provider in Texas
and have a fast-growing footprint in many other states. We have carefully
selected a service team that is highly familiar with TCPN’s culture and its
members’ risk exposures.
Our team includes former public sector CFO’s, Risk Managers,
Underwriters and Claims Adjusters. We offer extensive experience working
with governmental and educational entities, such as HISD, Houston
Community College System, Cy-Fair ISD, Houston Baptist University,
Dallas/Fort Worth Airport, several ESC’s, Louisiana School Boards,
Colorado Municipalities, Missouri Water Districts, Florida Municipalities and
many others nationally.
We look forward to meeting with you soon to discuss our strategies more in
depth.
MSW joined the BB&T family
of companies, creating one of
the
largest
brokerage
operations in the world. The
BB&T
executive
team
(NYSE: BBT) is committed to
growing
its
Insurance
Services subsidiary nationally
through the McGriff franchise.
The purchase of the “McGriff”
brand in 2004 was an
important
investment
in
growing
BB&T’s
annual
revenues. The BB&T map
above includes the combined
brokerage operations for
MSW and BB&T. As a
Fortune
500
Financial
Services company, BB&T
has committed substantial
resources toward our growth
in the Public Entity sector.
Examples include our recent
service engagements with
public entities in Texas,
Florida, Colorado, Oregon,
Missouri,
Louisiana,
and
several other states.
Yours truly,
Joseph R. Blasi, ARM, CPCU, LRM
Executive Vice President
i
TABLE OF CONTENTS
Entire RFP Document
Tab 1 –Vendor Contract and Signature Form .............................................................................................. 1
Tab 2 – Questionnaire ............................................................................................................................... 13
Tab 3 – Company Profile ........................................................................................................................... 16
Tab 4 – Evaluation Criteria ........................................................................................................................ 64
Tab 5 –Products / Services ........................................................................................................................ 75
Tab 6 – References ................................................................................................................................... 76
Tab 7 – Pricing .......................................................................................................................................... 79
Tab 8 – Value Add ..................................................................................................................................... 81
Tab 9 – Required Documents .................................................................................................................... 85
Attachment C – A.M. Best Rating Information ............................................................................................ 91
i
TAB 1 –VENDOR CONTRACT AND SIGNATURE FORM
1
2
3
4
5
6
7
8
9
10
11
12
TAB 2 – QUESTIONNAIRE
13
14
None
15
TAB 3 – COMPANY PROFILE
Information About Your Company
1. Company’s official registered name.
McGriff, Seibels & Williams of Texas, Inc., a wholly owned subsidiary of BB&T Insurance
Service (BB&T).
2. Brief history of your company, including the year it was established.
MSW was formed on August 4, 1982 when the firms of McGriff & Seibels, Inc. and Molton, Allen &
Williams Insurance Corporation merged. Both of the original firms were founded in the late 1800s.
Although our company’s roots reach back over 100 years, we are by no means traditional. Our clients
find us progressive and innovative in our employee benefits and risk management solutions.
In 2004 MSW joined the BB&T family of companies, creating one of the largest brokerage operations in
the world. According to Business Insurance Magazine, BB&T / MSW is the 6th largest broker in the
United States and 7th largest in the world. MSW elected to partner with BB&T because of their
commitment to support and enhance the culture that led to MSW’s success. MSW has maintained its
independence, customer focus and exceptional management team.
3. Company’s Dun & Bradstreet (D&B) number.
80-270-4882
4. Corporate office location.
Corporate:
McGriff, Seibels & Williams, Inc.
2211 7th Avenue South
Birmingham, Alabama 35233
Local:
McGriff, Seibels and Williams, Inc.
16
5. List the total number of sales persons employed by your organization within the United
States, broken down by market.
Company
McGriff, Seibels &
Williams
BB&T Insurance
Services
BB&T Insurance
Services of California
Number of
Offices
Total Number of
Employees
Number of Sales
People
10
800
104
97
6,480
842
10
2,779
361
17
6. List the number and location of offices, or service centers for all states being offered in
solicitation. Additionally, list the names of key contacts at each location with title, address,
phone and e-mail address.
Location
Overall
Southeast
Mid Atlantic
West Coast
Midwest
Contact
Joe Blasi
Will Legg
Read Davis
Joe DePaepe
Baxter Southern
18
E-Mail
[email protected]
[email protected]
[email protected]
[email protected]
[email protected]
7. Please provide contact information for the person(s) who will be responsible for the
following areas, including resumes:
a. Sales
d. Financial Reporting
b. Sales Support
e. Executive Support
c. Marketing
Servicing Office Location
(800) 877-1449
(713) 877-8975, Fax: (713) 877-8974
www.mcgriff.com
Service Team Contacts
Team Member
Contact Information
Joe Blasi
Account Executive
Houston,
Texas
Direct Number:
Cell Phone:
E-Mail:
(713) 940-6565
(713) 213-9934
[email protected]
Marise Saweris
Marketing Account Executive
Houston,
Texas
Direct Number:
Cell Phone:
E-Mail:
(713) 273-2642
(713) 857-5847
[email protected]
Paul Bredthauer
Houston,
Texas
Direct Number:
Cell Phone:
E-Mail:
(713) 940-6527
(713) 213-9938
[email protected]
Katrice Dlabaj
Vice President, Marketing
Account Executive
Houston,
Texas
Direct Number:
Cell Phone:
E-Mail:
(713) 402-1445
(713) 213-2278
[email protected]
David Petersen
Commercial Claims Manager
Houston,
Texas
Direct Number:
Cell Phone:
E-Mail:
(713) 402-1490
(713) 213-9950
[email protected]
Debra Taylor
Claims Representative
Houston,
Texas
Direct Number:
Cell Phone:
E-Mail:
(713) 273-2679
(832) 545-8776
[email protected]
Tom Bradt
Risk Modeling
Houston
Houston
Direct Number:
E-Mail:
(713) 940-6563
Tom Bradt
Calvin Shaw
Louisiana Representative
Johnny Fontenot
Dallas Representative
Metairie,
Louisiana
Dallas,
Texas
Direct Number:
E-Mail:
Direct Number:
E-Mail:
(504) 831-7213
[email protected]
(469) 232-2101
[email protected]
19
Robert Wagoneer
Susan Shoemake
San Antonio Representative
Baxter Southern
Midwest Representative
Read Davis
Mid Atlantic Representative
Joe Depaepe
West Coast Representative
Dallas,
Texas
San Antonio,
Texas
St. Louis,
Missouri
Atlanta,
Georgia
Portland,
Oregon
Direct Number:
E-Mail:
Direct Number:
E-Mail:
Direct Number:
E-Mail:
Direct Number:
E-Mail:
Direct Number:
E-Mail:
(469) 232-2101
[email protected]
(210) 695-8583
[email protected]
(314) 854-5200
[email protected]
(404) 497-7500
[email protected]
(503) 943-6621
[email protected]
Will Legg
Southeast Representative
Birmingham,
Alabama
Direct Number:
E-Mail:
(205) 252-9871
[email protected]
After-Hours Claims Contacts
Contact
Phone
David Petersen
Direct Number:
Cell Phone:
E-Mail:
713-402-1490
713-213-9950
[email protected]
Debra Taylor
Commercial Claims Representative
Direct Number:
Cell Phone:
E-Mail:
713-273-2679
713-504-1537
[email protected]
20
Joseph R. Blasi, CPCU, ARM
Senior Vice President/Account Manager, Commercial Division
Yrs. Experience:
19
Yrs. With MSW:
15
Education:
BBA, Finance, University of St. Thomas (Summa Cum Laude)
CNA Technical Insurance School
Licenses/Certifications:
Associate in Risk Management (Insurance Institute of America)
Chartered Property & Casualty Underwriter (American Institute for
CPCU)
Licensed Risk Manager (Texas Department of Insurance)
Areas of Expertise:
Specific Client Experience:
Career Highlights/
Accomplishments:
Experience History:













Government & Public Entities
Educational Institutions
Alternative Risk Financing Programs, Including:
Retrospective Rating Programs
All Lines Basket Aggregate Programs
Collateralized Deductible Programs
Captives (Heterogeneous And Homogenous Groups)
Professional Liability Exposures
Third Party Claims Administration Programs
Construction Insurance Programs
Wholesaler/Distributor Programs
Risk Sharing Pools
OCIPs
City of Tyler (Texas)
Webb County
City of Port Arthur (Texas)
Houston Community College
System
Houston ISD
Harris County (Texas)
Houston Baptist University
Region IV Education Service
Center
Brownsville I.S.D.
Harris County Dept. of
Education
East Texas Baptist College
City of League City (Texas)
Pasadena I.S.D.
Fort Bend I.S.D.
Clear Creek I.S.D.
San Antonio I.S.D.
Deer Park I.S.D.
Beaumont I.S.D.
 Considerable expertise with public sector clients and related risk
management programs, funds and pools
 Expert knowledge of a variety of alternative risk financing
techniques
 Long-standing senior level relationships with major underwriters
1997 - Present
Senior Vice President/Account Manager, Commercial Division
21
Marise Saweris
Yrs. Experience:
31
Yrs. With MSW:
3
Education:
University of Alexandria, Egypt, 1971 to 1974
General Agents License
Areas of Expertise:
Career Highlights/
Accomplishments:
Experience History:







Design and Placement of commercial property insurance programs
Risk Management of large schedule, complex property accounts
Public entities, school districts
Retail Risks
Nursing Homes
Hotels/Motels
Manufacturing
Goose Creek ISD
La Marque ISD
Reliant Stadium
Commercial Metals, Inc.
The Warf
Synagro, Inc.
Brownsville ISD
Texas City ISD
Spring Branch ISD
 Broad and extensive background in Commercial Property insurance,
including manufacturing, retail, habitational and public entity risks
 Negotiated forced placed flood program for Lexington, and hotel
program for Liberty Mutual
Marketing Account Executive, Commercial Division
2007 - Present
Lexington
Senior Production Underwriter
2006 - 2007
Liberty Mutual Property
Production Underwriter
1990 - 2006
Travelers Insurance
Senior Commercial Property Rater
1979 - 1990
22
Paul F. Bredthauer
Senior Vice President/Senior Marketing Account Executive,
Commercial Division
Years Experience:
26
Years With MSW:
17
Education:
Bachelor of Science - Advertising, The University of Texas at Austin
Austin, TX - 1986
General Agent License, Texas
Surplus Lines Agent License, Texas
Areas of Expertise:




Marketing and account servicing of large commercial Property and
Casualty accounts, including
o Manufacturing
o Wholesale / Retail
o Construction
o Non-Marine Energy
Large deductible/loss sensitive Casualty programs
Due Diligence/Coverage Reviews
Management of mergers and acquisitions for existing clients
Rockwater Energy Solutions
Puffer-Sweiven
Global Energy Services
Independence Contract Drilling
Denali, Inc.
Mustang Gas Compression
Scientific Drilling
McGuyer Homebuilders
Houston Baptist University
Midway Companies
Goose Creek ISD
Mission Pharmacal
American Realty Investors
Other Client Experience:
T-3 Energy Services
Complete Production Services
Varco International
Tuboscope
Career
Highlights/Accomplishments:





Experience History:
Marketing and servicing of broad client base in a variety of business
industries.
Performed due diligence/coverage reviews for clients in acquisition
mode.
Worked through “hard” market cycles to minimize costs through
competitive and selective marketing.
Maintain long-term relationships with senior underwriting management.
Began career and spent 4+ years as an underwriter, working with 20+
brokers on a wide variety of accounts.
2000 - Present
1995 - 1999
Senior Vice President/Marketing Account Executive -- Commercial Division
Aon Risk Services of Texas, Inc.
Vice President – Natural Resources Group
1999 – 2000
Marketing Account Executive -- Commercial Division
1995 - 1999
The Anderson Company
Senior Marketing Executive
1991 – 1995
The Hartford Insurance Company
Senior Underwriter
1987 – 1991
23
Katrice Dlabaj
Vice President/Marketing Account Executive, Commercial Division
Yrs. Experience:
30
Yrs. With MSW:
7
Education:
2 Years Undergraduate Studies
General Agent License, TX
Surplus Lines License, TX
Notary Public, TX
Areas of Expertise:






Intermediate and large commercial accounts and programs
National accounts
Workers Compensation, Auto//General Liability, Property, Bonds
Public Entity accounts
Mergers/Acquisitions Due Diligence reviews
Accounting, forecasting, budgeting, human resources
Galena Park ISD
Alief ISD
Northeast ISD
Harris County Dept. of Education
Boy Scouts of America
Lionel Trains
Hall Houston Oil Company
American Homestar Corporation
Texas Rangers Baseball Team
Overhead Door Corporation
Career Highlights/
Accomplishments::
 10 years of property and casualty brokerage experience for
educational institutions and municipalities
 Long standing senior level relationships with major underwriters
 Well rounded experience includes insurance company claims
handling, wholesale brokering and marketing on a retail agency level
Experience History:
2001 – Present
Vice President/Marketing Account Executive, Commercial Division
Summit Global Partners of Texas, Inc,
(Formerly Ben A. Reid & Associates, Inc.)
Account Manager
1995 - 2001
Jardine Insurance Services
Controller, Office Manager, Account Manager
1988 - 1995
Frank B. Hall, Inc.
Account Manager
1982 - 1988
Trinity Universal Insurance Company
Claims Secretary
1978 - 1982
24
David Petersen, CRP
Senior Vice President, Commercial Division
Yrs. Experience:
Yrs. With MSW:
Education:
28
11
B.A., Criminology, Stephen F. Austin State University, 1985
Certified Risk Professional
Multi-lines Insurance Adjuster (17-08)
Areas of Expertise:

Management of large, complex risk transfer & loss sensitive programs

Workers Compensation, Auto/General liability, and Property

Claims management for all lines of insurance

Auditing TPAs/carriers for performance and compliance

TPA selection & claim advocacy-financial, energy, healthcare, public

Operational Assessments/Behavioral Safety Audits
Current Client Experience: Complete Production
Exterran
Oil States
Gulf Island Fabricators
Tidewater
Tesco
Nabors
Scientific drilling
Cadent Energy
Port Freeport
Express Energy Services Harris County
Other Client Experience
Sterling Chemicals
McDermott
Pride
Lyondell-Citgo
Lyondell Petrochemical
Stage Stores
Pioneer Chlor Alkali
Dynegy
BJ Services
Varco
National Oilwell
Phillip Services
Career Highlights/

Provided recommendations that achieved a 70% reduction in W/C losses over
Accomplishments:
an 18 month period, saving the client approx $3M

Provided a claims management study that resulted in recovery of $1MM in
overpaid W/C claims and 2nd injury fund claims

Provided a claims audit for a new acquisition, resulting in reduction of open
claims from 1100 to 114

Worked w/contractor/TPA-improved claim handling & lowered reserves $802K

Provided a claims audit for a transportation company that resulting in closing
75% of open claims, and reserve reduction of $31MM

Worked with a state insurance fund to improve finances, w/results of:
o Reduction of direct costs by $4.1MM
o Reduction of open claims from 23,000 to 14,000
o Reduction of reserves by $100MM over 3 years
o Increased profits -- 49%
Experience History:
2001 - Present
Senior Vice President, Commercial Division
Deloitte & Touche
1999 - 2001
Senior Manager, Enterprise Risk Services Group (ERS)
Willis
1997 - 1999
Senior Vice President, Secretary/Regional Director, Risk Mgmt. Services
Alexander & Alexander of Texas, Inc.
1992 - 1997
Senior Vice President, SW Regional Claims Services Practice Leader
Johnson & Higgins
1989 - 1992
Assistant Vice President/Senior Claims Consultant
United Gas Pipeline Company
1987 - 1989
Corporate Claims Manager/Risk Manager
Allstate Insurance Company
1985 - 1987
Multi-Line Claims Adjuster
25
Debra Taylor
Commercial Claims Representative
All Lines Adjuster, CISR, CSRM
Areas of Expertise:




Harris County
Alief ISD
Fort Bend ISD
Career Highlights/
Accomplishments:


Experience History:
Loss Runs Analyst, Commercial Claims Representative
Document Reconciliation
Claims Procedural Documentation
Claims Administration
Loss Runs Report Analysis
Smart Financial Credit Union
Rio Hondo ISD
Brownsville ISD
Managed Accounts affected by Hurricane Ike
Satisfactory resolution of catastrophic property claims
26
2006 - Present
Calvin D. Shaw
Yrs. Experience:
42
Yrs. With MSW:
5
Education:
BA Degree- Mathematics- William Jewell College- 1971
Property and Casualty Producer License: LA, AL, MS, TX
Surplus Lines Broker: MS
Areas of Expertise:

Experience History:
Production, Marketing and Servicing of Casualty-Property of Energy
Accounts and Public Entity
 Loss Sensitive & Captive Programs
 Contract Review and Evaluation
2008 – Present
First Trust Corp/First Insurance Agency, Inc.Risk Manager/Producer- AVP
2006 – 2008
Marsh USA, Inc.- Acct. Exec./Sr. Client Advisor
2003 – 2006
Aparicio, Walker & Seeling, Inc.- Acct. Exec./Acct. Mgr.
1998– 2003
Reliable Insurance of Louisiana, Inc.- Exec. VP
1983-1998
Marsh & McLennan, Inc.- Account Exec.- AVP
1976-1983
United States Fidelity & Guaranty- Supv. Underwriter
1971-1976
27
Johnny Fontenot, CPCU, AIC, ARM
Yrs. Experience:
30
Yrs. With MSW:
15
Education:
McNeese State University, B.S. Management and Marketing
Chartered Property & Casualty Underwriter
Associate Risk Manager
Associate in Claims
Licensed Risk Manager
Areas of Expertise:





Public Entities / Governmental Risk Management
Large Commercial Accounts
Owner Controlled Insurance Programs (OCIPs)
Claims
Governmental Risk Pools
Specific Industry Experience:






Public Entity
Manufacturing
Retail
Hotel/Restaurant
Transportation
Environmental
Career Highlights/ Accomplishments:

20+ years of experience in Claims and Risk Management.
Experience History:
Executive Vice President, Head of Office
2010–Present
Senior Vice President, Public Entity Division
1998-2010
Sedgwick of Texas, Inc.
Vice President, Public Entity Division
1993-1998
City of Garland
Risk Manager
1992-1993
City of Beaumont
Risk Manager
1986-1992
28
Robert A. Waggoner
Senior Vice President, Public Entity Division
Yrs. Experience:
22
Yrs. With MSW:
10
Education:
Bachelor of Science – Psychology/Management
Texas A&M University
Associate in Risk Management
Certified Government Benefits Administrator
Areas of Expertise:





Public Entity Risk Management
Loss Control and Safety Programs
Workers’ Compensation
General/Auto Liability
Property
Career Highlights/
Accomplishments:


Safety Manager of the Year – Texas Safety Association
Risk Manager of the Year – Texas PRIMA
Specific Client
Experience:






Garland ISD
Richardson ISD
Mesquite ISD
Arlington ISD
Ft. Worth ISD
Northside ISD
Experience History:
Vice President/Senior Vice President
2003 - Present
City of Denton, TX
Risk Manager
2000 - 2002
City of Garland, TX
Risk Specialist
1995 - 2000
James Helwig & Son Trucking
Safety Director
1994 - 1995
Stevens Transport
Safety & Training Coordinator
1990 - 1994
29
Susan G. Shoemake, CPCU
Account Manager
Yrs. Experience:
23
Yrs. With MSW:
10
Education:
Texas A&M University
Chartered Property Casualty Underwriter
Property & Casualty General Lines Agent
OSHA Certification
In Progress: Associate in Risk Management
Areas of Expertise:





Bexar County
City of Beaumont
City of Corpus Christi
City of San Antonio
Harlandale I.S.D.
Hidalgo County
Jefferson County
Laredo I.S.D.
North East I.S.D.
Northside I.S.D.
San Antonio Housing Authority
San Antonio I.S.D.
San Antonio Shoe
Swisher County
Texas State Aquarium
VIA Metropolitan Transit Authority
Webb County
Career Highlights/
Accomplishments:


Experience History:
Account Manager
Intermediate to large commercial accounts
Municipals/public entity
Customer service
O.C.I.P. Coordinator
Account administration and marketing
IIASA CSR Course Instructor
CPCU Course Instructor
2001 – Present
Tom Moore & Associates, Inc.
New Business Marketing Coordinator
1999 – 2001
LaVernia Insurance Agency, Inc.
1998 – 1999
Coleman Company Insurance Services, Inc.
Large Accounts CSR & Supervisor
1997 – 1998
Luhn-McCain Insurance Agency, Inc.
1992 – 1997
30
Baxter Southern, III
Yrs. Experience:
15
Yrs. With MSW:
Education:
Master of Business Administration, Saint Louis University, May 2003
BS, Vanderbilt University, May 1995
Areas of Expertise:




Career Highlights/
Accomplishments:



Design, placement and service of marine and construction insurance
programs
Vessel Operator, energy contractors and oil lease operators
Hospitality and Real Estate program design and implementation
Contract review and evaluation
Baxter is distinguished in the development of coverage programs
designed to meet client’s objectives for unique exposures.
Lectured at various outlets on topics including the Jones Act, USL&H,
Director’s & Officer’s Liability, Cargo and general market
characteristics.
Published articles for various periodicals on a variety of risk
management related topics.
Experience History:
31
Read Davis, ARM
President, MSW of GA, Inc.
Yrs. Experience:
26
Yrs. With MSW:
17
Education:
B.B.A., Risk Management & Insurance, University of Georgia
Associate in Risk Management
Certified Insurance Counselor
Areas of Expertise:






Specific Client
Experience:
Sunterra Resorts (Timeshare Resorts)
Post Properties (Multifamily)
JMG Realty Group (Multifamily)
The Cosmopolitan of Las Vegas (Casino, Resort)
The Procaccianti Group (Full Service Hotels)
Sealy Company (Industrial)
The Kessler Collection (Theme Hotels)
Maunday’s Bay Management (Caribbean Resorts)
Career Highlights/
Accomplishments:




Experience History:
McGriff, Seibels & Williams of Georgia, Inc. 1996- Present
President 2010- Present
Executive Vice President/Commercial Lines Practice Leader 1996-2010
Insurance programs for multi-national clients
Staffing and heavy labor industries
Real Estate Management and Development
Design and Implementation of Alternative Risk Programs
OCIP
Property Insurance Coverage including Business Interruption Evaluations
3 years as Risk Manager for large publicly traded manufacturer
Served on several industry advisory boards in leadership positions
National RIMS committee chairperson
Featured Insurance speaker at NAIOP, ISCS, IREM and NMFHC
Alexander & Alexander, Inc 1993 – 1996
Vice President/ Southeast Real Estate Practice Leader
Johnson & Higgins, Inc
Assistant Vice President
1991 – 1993
1987 – 1991
Rock- Tenn Company
Risk Manager
32
Joseph E. DePaepe
Senior Vice President
Yrs. Experience:
24
CPCU, CIC, General Lines Property & Casualty
License OR,
Non-Resident Licenses: AK, AL, CA, CO, ID, MT, NV, UT, WA
Areas of Expertise:
As in introduction to his insurance career Joe spent 5 years as an all-lines
sales/field underwriter for large commercial risks. The next 17 years, he has
concentrated on Group Risk Sharing Programs. Joe has been involved in the
administration of four Group Risk Sharing Programs and has provided consulting
regionally to several others. Joe’s experience includes:
 Developed a model for benchmarking pool performance.
 Designed and implemented a successful strategy to turn around an ailing
pool within a 14 month period.
 Utilization of reinsurance concepts to reduce pool insurance cost.
 Customizing property and liability manuscript forms used by 2200 public
entities.
 Transitioning excess coverage programs to reinsurance of custom coverage
form to allow broader coverage for the public entity with no gaps in pool
coverage.
 Implemented a 5-year plan to target critical issues for a public entity pool
targeting issues such as member retention, competition, stability, growth,
diversification and rating equity.
 Designing and implementing an automated multilevel rating system
to equitably allocate contributions by exposure, individual experience, risk
management sophistication and management practices.








Specific Client
Experience:
Colorado Special Districts Property and Liability Pool
Northern Colorado Schools Pool
Oregon School Board Property and Casualty Trust
City and County Insurance Services
Kentucky County Cooperative
Montana Road Contractors Workers Compensation Program
Northwest Tire Factory Insurance Program
ACECO National Auto Dealers Association Hole in One Program
Career Highlights/
Accomplishments:

Experience History:
Sr. Vice President
Joe has a deep understanding of all phases of Group Risk Sharing Program
administration and has been a regional and national speaker for several
Pooling and Risk Management organizations like RIMS, ARM Tech, AGRIP
and the National League of Cities NLC-RISC organization on a variety of
subjects important to large self-insured entities and pools.
Marsh USA
Sr. Vice President, National Practice Leader
Johnson & Higgins
Pool Administration
33
2007 – Present
1997 – 2007
1990 – 1996
Will Legg
Senior Executive Vice President
Yrs. Experience:
33
Yrs. With MSW:
33
Education:
Bachelor of Business Administration, The University of Georgia
Areas of Expertise:
 Design and placement of insurance programs for construction,
manufacturing, agricultural chemical, fertilizer and LP gas accounts
 Primary Cash Flow Programs
Hoar Construction LLC
Universal Construction, Inc.
Mercedes Benz North America (Owner Controlled Wrap-Up)
McWane, Inc.
Polymedica, Inc.
Birmingham Steel, Inc.
Specific Client
Experience:
Career Highlights/
Accomplishments:

Experience History:
Insurance programs for:
Large Property Risks
Complex Manufactory Risks
Construction
Agricultural, Chemical and Fertilizer Accounts
LP Gas Insurance
34
1980 – Present
Tom Bradt, CIC
Assistant Vice President, Special Projects
Yrs. Experience:
2
Yrs. With MSW:
2
Education:
B.B.A. Finance – University of Houston 2004
Pursuing ARM & CRM Designations
Areas of Expertise:





Current Client
Experience:
Nabors
Oil States International
Expro
Tidewater
Gulf Island Fabrication
Stallion Oilfield
Tesco
Warren Equipment
Orion Marine Group
Express Energy
Other Client Experience
Exterran Holdings
Babcock & Wilcox
Highstar Waste
Rockwater
Pride
Career Highlights/
Accomplishments:






Experience History:
Auditing NCCI Experience Modifiers
Evaluation and negotiation of legacy program adjustments
Negotiating collateral requirements
Cost of Risk assessments
Developing customized analytical tools to meet specific needs
Reduced Modifier Ratings through NCCI Worksheet audits.
Negotiated over $34MM in collateral reductions.
Successful investigation and negotiation of legacy program adjustments,
one of which resulted in the reversal of a $3MM charge.
Negotiated more favorable wording on client’s deductible specifications
Designed customized tools and exhibits to analyze loss sensitive programs.
Negotiated $100k lower pay-in for client’s paid loss retro plan
Assistant Vice President
35
2010- Present
8. Define your standard terms of payment.
The proposed compensation will be derived by considering:
The projected work, assuming significant manhours associated with claims resolution;
The size and scope of the placement undertaking (including expected time and travel for
securing all layers of coverage) as respects the program options;
24/7 availability of the entire service team; and
Runoff claims assistance for prior years programs.
Our base service fee covers all services (including claims advocacy) contemplated by this
RFP. MSW would also like to propose a performance based compensation system, including
deductions or credits applied to our fee should we achieve/not achieve certain agreed upon
measurable program objectives (i.e. coverage / costs).
9. Who is your competition in the marketplace?
As one of the largest Insurance and Risk Management firms in the United States, we compete
against firms of all size and structure. For example, we may compete against a small
insurance agency or a Fortune 500 Bank. In order to win the day, we must remain flexible and
always put the client’s needs first. One size does not fit all, and our greatest responsibility is to
create a customized solution to each client based on their unique culture and exposures.
10. Overall annual sales for last three (3) years: 2010, 2011, 2012.
MSW
2010
2011
2012
BB&T Insurance
2010
$19 BIL
2011
$23 BIL
2012
$24 BIL
$18 MM
$22 MM
$23 MM
11. Overall public sector sales, excluding Federal Government, for last three (3) years: 2010,
2011, 2012.
MSW
2010
2011
2012
BB&T Insurance
2010
$19 MM
2011
$23 MM
2012
$24 MM
$42 MM
$47 MM
$54 MM
36
12. What is your strategy to increase market share?
The BB&T executive team (NYSE: BBT) is committed to growing its Insurance Services
subsidiary nationally through the MSW franchise. The purchase of the “MSW” brand in 2004
was an important investment in growing BB&T’s annual revenues. As a Fortune 500 Financial
Services company, BB&T has committed substantial resources toward our growth in the Public
Entity sector. Examples include our recent service engagements with public entities in Texas,
Florida, Colorado, Oregon, Missouri, Louisiana, and several other states.
The TCPN structure provides important benefits to our clients, which will allow MSW to grow
our business. For example, “volume purchasing power” allows us to negotiate better terms for
TCPN members with insurance underwriters. By providing a platform specifically designed for
Public Entities, we can create enormous economies of scale to drive the value proposition
further. Additionally, the procurement flexibility allows our clients the ability to design Risk
Management programs without the burden of performing RFP’s on an annual basis.
13. What differentiates your company from competitors?
Why MSW for Public Entity/OCIP Services?
Over 350 insurance professionals in San Antonio, Houston, and Dallas offering Property &
Casualty Insurance and OCIP Administration Services.
A leader in the Public Entity Insurance marketplace serving more than 1,000 School
Districts, ESC’s, Cities and Counties nationally.
MSW administers Public Entity Construction Insurance Program across the US.
Endorsed by the Region 4 Education Service Center & TCPN for Risk Management
Services.
We have preferred relationships with the Public Entity insurance carriers nationally and
abroad.
Our local service teams and software developers are important assets for our clients.
History of Innovations - MSW has provided many cost-saving innovations and
alternatives, including:
o First broker to provide employee benefits in a captive;
o First broker to place Unauthorized Trading Insurance for a non-financial institution;
o First broker to utilize insurance to assume ultimate risk of balance sheet reserves
relating to FASB 106 and counter-party credit risk;
o First broker to structure/implement a multi-year dynamic counter-party credit risk
insurance program for an energy trader;
37
o First broker to structure Spread Loss/insurance program to retroactively insure trading
loss(es);
o More Section 29 tax liability transactions than any other broker in the U.S.;
o First broker to structure an insurance supplement for a commercial paper backstop to
free up borrowing capacity and enhance commercial paper to A1/P1.
14. Describe the capabilities and functionality of your firm’s on-line catalog/ordering website.
Claims Reporting
MSW is online with all major carriers, third-party administrators and other systems where our
clients want us engaged. From these systems we can create reports, review development
factors, analyze reserves and perform other risk management support services.
Interactive electronic services MSW provides and recommends includes:
System Name
System Function
SharePoint
On-line portal that facilitates storage and communication
between TCPN and MSW’s service team.
CertExchange
On-line service to track and issue certificates of insurance
by the MSW service team as well as employees as
specified by TCPN.
Client RMS
MSW developed claim interface which can be used to
track, monitor and communicate claim activity between
MSW and TCPN.
Risk Management Information System
Depending on the need, we can customize certain RMIS
functions and employ resources through TCPN’s existing
service provider relationships to supplement MSW’s
electronic service capabilities. In addition to customizing
certain solutions we also can engage other service
providers such as RiskMaster, STARS, SRS, Riskonnect,
Shuman Consulting and others.
15. Describe your company’s Customer Service Department (hours of operation, number of
service centers, etc.).
Below is the service center contact information which is available 24/7.
Contact
Phone
David Petersen
713-402-1490 Direct Line
713-213-9950 Cell
[email protected]
Debra Taylor
713-273-2679 Direct Line
713-504-1537 Cell
[email protected]
38
16. Provide information regarding whether your firm, either presently or in the past, has been
involved in any litigation, bankruptcy, or reorganization.
MSW has never been sued by a TCPN or Region 4 member. As for non-governmental entity
clients, MSW currently has pending claim and litigation activity but no pending judgments. The
claim and litigation activity is of a type and nature consistent with a business of our size and
employment base and with the type and complexity of the accounts for which we place
insurance coverage and the markets with which the coverage is placed.
17. All insurance to be furnished to TCPN in performance of a contract, must be on policies
written by insurance companies licensed to operate within the State of Texas and have a
minimum A.M. Best rating of “A-VIII” or greater. Please identify below, the name of your
firm’s E&O insurance carrier and their rating under the latest Best’s Key Guide Rating.
Your firm must be able to provide TCPN with a certificate of insurance reflecting coverage
and amounts specified within this RFP.
See attached certificate on the following page which provides evidence of the primary $10
million layer of our corporate Professional Indemnity coverage placed with XL Specialty
Insurance. Evidence of higher limits is available upon request. Any concerns regarding
deductibles within our Professional Indemnity program are addressed by the financial security
of our parent company, BB&T. Our corporate financials provide evidence of our financial
stability and can be viewed online at www.bbt.com/bbt/about/.
39
40
18. Please provide details of all litigation involving your firm and another Governmental Entity in
the past ten (10) years.
None
19. List name, title, and telephone number of individuals authorized to negotiate with TCPN in
connection with this Request for Qualifications.
Joseph R. Blasi, ARM, CPCU
(713) 940-6565
[email protected]
20. How many years has your organization been in business?
MSW has a history of service to our clients reaching back more than 100 years.
MSW was formed on August 4, 1982 when the firms of McGriff & Seibels, Inc. and Molton,
Allen & Williams Insurance Corporation merged. Both of the original firms were founded in the
late 1800s.
In January of 2004, McGriff merged with BB&T Insurance Services to form the 6th largest
insurance broker/consulting firm in the nation.
21. How many people are currently employed by your firm?
Company
McGriff, Seibels & Williams,
BB&T IS, and BB&T IS of CA
BB&T Insurance
No. of
Employees
3,579
6,480
41
22. List the names of personnel who will be directly responsible for or in any way involved in
providing the required services. Resumes must be included for name personnel.
Team Member
Contact Information
Joe Blasi
Account Executive
Houston,
Texas
Direct Number:
Cell Phone:
E-Mail:
(713) 940-6565
(713) 213-9934
[email protected]
Marise Saweris
Houston,
Texas
Direct Number:
Cell Phone:
E-Mail:
(713) 273-2642
(713) 857-5847
[email protected]
Katrice Dlabaj
Vice President, Marketing
Account Executive
Houston,
Texas
Direct Number:
Cell Phone:
E-Mail:
(713) 402-1445
(713) 213-2278
[email protected]
David Petersen
Houston,
Texas
Direct Number:
Cell Phone:
E-Mail:
(713) 402-1490
(713) 213-9950
[email protected]
Calvin Shaw
Johnny Fontenot
Robert Wagoneer
Susan Shoemake
Baxter Southern
Read Davis
Joe Depaepe
Metairie,
Louisiana
Dallas,
Texas
Dallas,
Texas
San Antonio,
Texas
St. Louis,
Missouri
Atlanta,
Georgia
Portland,
Oregon
Direct Number:
E-Mail:
Direct Number:
E-Mail:
Direct Number:
E-Mail:
Direct Number:
E-Mail:
Direct Number:
E-Mail:
Direct Number:
E-Mail:
Direct Number:
E-Mail:
(504) 831-7213
[email protected]
(469) 232-2101
[email protected]
(469) 232-2101
[email protected]
(210) 695-8583
[email protected]
(314) 854-5200
[email protected]
(404) 497-7500
[email protected]
(503) 943-6621
[email protected]
Will Legg
Birmingham,
Alabama
Direct Number:
E-Mail:
(205) 252-9871
[email protected]
Please see answer to question number 7 for resumes.
23. Is any litigation pending against your firm that will affect your company’s ability to perform
the required services?
 Yes  No
If so, give details:
42
24. Name your principal financial institution for financial responsibility reference.
Name of Bank:
Southwest Bank of Texas
State Address
4400 Post Oak Pkwy
City and State:
Houston, Texas
Officer familiar with Proposer’s account:
Walter Johnson
25. State your firm’s annual average revenues over the past 3 years.
For the past several years, we have earned our reputation as an aggressive, financially stable
organization. Please see graph below for MSW and BB&T Insurance’s (parent company) revenues for
the past 3 years.
Annual Revenues
McGriff, Seibels &
Williams
BB&T Insurance
Services
2010
2011
2012
$195 MM
$196 MM
$206 MM
$1,041 BIL
$1,044 BIL
$1,359 BIL
26. Describe the history of your firm and its commitment to serving the needs of governmental
entities.
Public Entity/Educational Division
Key Insurance
Coverages








Property
Builders Risk
General Liability
Board/Professional
Liability
Auto/Fleet
Crime
Boiler & Machinery
Wind/Flood
MSW’s Public Entity Group provides risk management solutions to
tax-supported institutions, city and state governments, educational
and transportation districts, and non-profit agencies. We are
intimately familiar with the exposures faced by the public sector as
well as the usual constraints related to budgets and staffing.
Because every public entity has special needs all their own, we
search the globe to find just the right fit. Whether it’s alternative risk
transfer vehicles such as self-insured pools, offshore captives, loss
portfolio transfers, OCIP programs, or foreign reinsurance
placements, the MSW team has the contacts and resources to get
the job done. In addition, we have significant internal experts such
as transportation risk management consultants to provide expertise
and resources to owners of large bus/auto fleets.
Our associations include long-standing, senior level relationships
with underwriters that serve the public sector, as well as self-insured
pools, third party administrators, and public entity legal defense firms. Your access to all properly
credentialed carriers and vendors will be enhanced based on our familiarity with these companies and
our knowledge of their performance for other public sector clients. In particular, we have developed
very strong relationships with:
43
All qualified insurance carriers and self-insured pools
Public Entity legal defense firms
All qualified third party administrators, appraisal, accounting,
actuarial, and public adjusting firms
Why MSW For Public Entity Risk Management?
Property insurance advisor for more Texas Public Entities than any
other firm
Key Risk Management
Services



Strong relationships with all major markets that underwrite
construction

Access to new and untapped
markets for Windstorm, Flood and
other difficult coverages


Experts in Alternative Risk
Transfer products

Focused on public entity issues,
including statutory tort immunity,
Public Officials Liability & disaster
recovery


Experienced in development and administration of wrap-up/OCIP
programs
Conduct RFP Process
Marketing & Negotiation
Loss Control & Safety
Consulting
Contract & Risk
Allocation Assistance
Insurance Committee
Participation
Employee
Communication
Competitive Bidding
Compliance
Claim Management
Assistance
Administration
Assistance
Ability to solve complex claims issues
Strength of corporate balance sheet
Experience
From the “Hail Belt” (Dallas Fort Worth Airport, McKinney ISD, North East ISD, etc.) to the Coast
(Brownsville ISD, Clear Creek ISD, Ft. Bend ISD, Corpus Christi ISD, Pasadena ISD, Calhoun County
ISD, Alief ISD, Deer Park ISD, Galena Park ISD, Cy-Fair ISD, Beaumont ISD, etc.), we understand the
unique needs of Public Entities with less-than-perfect claims experience.
Public Entity
1) Houston Community College
District (6 years)
2) Harris County (10 years)
3) Houston ISD (7 years)
Services Provided
Insurance Consulting & Advisory Services for all
lines of Property, Casualty and Construction
Insurance, including support with Construction Risk
Management, Loss Prevention and Claims.
Insurance Consulting and Placement Services for
Property, Windstorm and Flood Insurance coverage,
including support with Loss Prevention and Claims
Support Services.
Insurance Consulting and Placement Services for
Property, Windstorm and Flood Insurance coverage,
including support with Loss Prevention and Claims.
44
Public Entity
4) Region IV Education Service Center
(15 years)
5) Houston Baptist University (10
Years)
6) Calhoun County (7 Years)
7) San Jacinto College (8 Years)
8) Pasadena ISD (12 Years)
9) Deer Park ISD (8 Years)
10) Fort Bend ISD (13 Years)
Services Provided
Insurance Consulting and Placement Services for all
Property and Casualty Insurance for the Center.
Additionally, we act as the Region IV Risk Management
Services consultant, advising several School Districts
throughout Texas, including Pasadena ISD (John
Piscacek), Waller ISD (Mike Marcus), Dayton ISD (Tami
Pierce), Alief ISD (Johnny Tates), Galena Park ISD
(Larry Helgeson), Ft. Bend ISD (Carol Voekel), Conroe
ISD (Dan Cox), and several others. We strongly
encourage you to contact all of our references to gain an
understanding of how committed we are to the
educational entity niche.
Insurance Consulting & Advisory Services for all
lines of Property & Casualty Insurance, including
support with Loss Prevention and Claims Support
Services. We are the Broker/Consultant for the
Association of Southern Baptist Colleges Insurance
Consortium. HBU is one of the member schools,
along with others.
Insurance Consulting and Placement Services
45
Brief Introduction and History of MSW
McGriff, Seibels and Williams, Inc. was formed on August 4, 1982
when the firms of McGriff & Seibels, Inc. and Molton, Allen & Williams
Insurance Corporation merged. Both of the original firms were
founded in the late 1800s.
In January of 2004, MSW merged with BB&T Insurance Services to
form the 6th largest insurance broker/consulting firm in the nation.
MSW operates as a wholly-owned subsidiary of BB&T Insurance
Services. BB&T Insurance Services is owned by BB&T Corporation,
one of the nation’s largest financial holding companies. Our company
places more windstorm insurance for Public Entities than any other
broker in the U.S. Although our company’s roots reach back over 100
years, we are by no means traditional. Our clients find us progressive
and innovative in our employee benefits and risk management solutions.
McGriff has over 800 employees with over 100 dedicated to servicing Public Entities.
MSW / BB&T Insurance Services
Combined Brokerage Operations
MSW
Main Office Locations:
Birmingham, AL
Atlanta, GA
Dallas, TX
Houston, TX
San Antonio, TX
New Orleans, LA
Portland, OR
St. Louis, MO
McGriff, Seibels & Williams
BB&T Insurance Services & Subsidiaries
CRC Insurance Services, Inc.
MSW_BBT _RFP_MAP EMD.PPT(G05/RFP/10)
MSW has grown approximately 300% in the last 10 years, with its growth achieved organically (not
through acquisitions).
MSW credits its growth to its staff, with its outstanding reputation for technical solutions, its exceptional
management team, and its client-focused organizational structure.
46
ADDITIONAL INFORMATION
MSW is committed to helping you avoid costly claims through state of the art loss control programs,
and have a myriad of services available. We can assist with
designing, implementing or enhancing a customized safety and loss
Highlights of McGriff’s
control program that significantly reduces the frequency and severity
Loss Control Services:
of injury. Our professionals will help you assess the effectiveness of
your existing programs and procedures, and provide specific
 Safety programs;
recommendations for improvements. We work with your staff to help
training modules &
them recognize problems and develop solutions before a loss occurs.
manuals
By becoming involved in these programs, our goal is to provide the
 Analyses of losses by:
groundwork necessary for prevention.



 Job site
 Accident
 Type of injury
 Exposure
Monitoring for
compliance
w/procedures & insurer
requirements
Documenting loss
situations to facilitate
claims process
24/7 availability
Our approach to risk control service focuses on the specific needs of
our client’s organization. By listening to you and learning about your
operations, we can design and implement a customized safety and
loss prevention program that will significantly reduce the frequency
and severity of injuries. We begin by determining what is currently
working well for you, and identify issues your management team feels
are important for long-term sustainable objectives. Our Construction
Industry specific experience provides us with the ability to bring new
safety management ideas to your team. We also act as the
coordinator of all insurance carrier loss prevention and/or control
services and unbundled vendor contracts to assure promised services
are delivered.
MSW strongly believes that safety engineering and claims management should not be viewed as
separate functions. Analysis of claims data can provide a roadmap for concentrating loss control efforts
that will derive the greatest results.
Our team of loss control professionals averages over 21 years of experience in safety and loss
prevention, workers compensation, liability and property protection in a broad range of industries,
including:
Governmental entities
Energy production and transmission
Petrochemical production
Manufacturing
Retail
Construction
Healthcare – including JCAHO standards
Transportation
47
Public Entity Loss Control Services
Key services we provide for
OCIP projects include:
Some specific loss control services that may interest TCPN
include:
Construction Risk Management Services








A Feasibility Study to determine
the macro-economics of the
project
Contract language that
communicates OCIP program to
subcontractors
Marketing to construction
insurance underwriters
Developing on-site safety and
claims programs to reduce Cost
of Risk;
Integrating emergency practices
and disaster recovery
procedures;
Assimilating Best Practices for
project management;
Managing the project(s) via our
OCIP team and accessible via
the MS Wrap OCIP management
system
Project close-out with final
balance sheet results
presentation
School District OCIP Programs
Property Loss/Risk Control
Coordination with Insurers
Transportation Risk Services
Rapid Response for Loss Situations
Safety Training
Additional Services
On-Site Services
Emergency Response/Disaster Management
Claims Analysis
We have provided more detailed descriptions of these
services in the paragraphs below.
Construction Risk Management Services
MSW is a leader in Construction Risk Management Services
for public entities. We can provide the following related
services to support your upcoming construction projects:
Verification of Contractors Insurance: Workers Compensation/ General Liability/Auto
Liability/Employers Liability
Establishment of a Master Builders Risk Insurance Program
Construction Safety Program




OSHA Compliance Audits
Smart Kids Play it Safe (School Construction Safety Awareness Program)
Community Preparedness/Response
Crisis Management/Response Program
Surety Bond Review/Contractor Assistance Program
Contractor & A/E Service Agreement Review
Design Professional Excess Liability/Umbrella Coverage
Contractor & A/E Service Agreement Review
48
School District OCIP Programs
MSW has developed and administered Owner Controlled Insurance Programs (OCIPs) for many public
school districts. This includes creating insurance RFP’s, soliciting insurance proposals, reviewing
options with the client, writing procedure manuals, developing insurance related language for request
for proposal documents, meeting with contractors to describe the insurance program, issuance of
certificates of insurance or insurance policies, and supporting the implementation and operation of the
contractor safety program.
An OCIP program typically includes coverage for Builder’s Risk, Worker’s Compensation, General
Liability Insurance and Umbrella Excess Liability Insurance, Pollution Liability and Professional Liability.
MSW may also arrange offers for additional excess liability coverage.
As part of our commitment to Owner Controlled Insurance Programs, MSW has developed and
implemented an OCIP management software program that is exclusive to our company. The software
we use for our Owner Controlled Projects, was created in partnership with our OCIP Coordinators and
our outstanding computer programming team. The software streamlines the contractor enrollment
process and supports a real-time database to track contractor and subcontractor progress throughout
their contract and construction term. At any point, the OCIP team can pull specific information as
requested, formatted to meet the owner’s needs. Having the creators of this software available as
consultants for the day-to-day OCIP team allows us to identify ways to broaden the software
capabilities to meet the changing requirements of project owners and the industry in general.
Property Loss/Risk Control
MSW can assist in providing property assessments to determine if proper measures have been taken
to prevent injuries to visitors as well as employees. We concentrate on identifying unsafe conditions or
deficiencies in buildings and structures related to current codes and standards.
Review and advice on carrier loss control recommendations is included in our standard broker services.
However, extensive loss control projects are not contemplated in our fee, and we typically negotiate a
separate fee for those services.
McGriff’s Loss Control
Services Include:





Property Loss Control
Surveys
Fire Protection
Systems Review
Review of Fire
Protection Inspection &
Testing Program
Boiler & Machinery
Inspections
On-site Inspections
Property Loss Control Services
Property Loss Control Surveys – MSW can research your
specific property loss control needs, and provide an evaluation
and analysis in order to make recommendations to help control
TCPN’s source of risk, loss and/or costs.
Fire Protection Systems Review – Review existing system
including a hydraulic analysis of sprinkler systems
Review of Fire Protection Inspection & Testing Program –
Review program for compliance with national Fire Protection
Association (NFPA 25), Inspection, Testing and Maintenance of
Water-Based Fire Protection Systems.
49
Other Additional Services
Boiler and machinery inspections on behalf of underwriters at their request
Pro-active location inspections to facilitate the submission and marketing process
Independent project visits where special problems have developed
Periodical evaluation of sites
Document loss situations to facilitate claims process
Provide accident investigation assistance
Other special loss control projects on an as-needed basis
Property conservation program management
Fire protection system design, maintenance and inspection consultation
Building replacement cost evaluations
New construction and/or renovation plan review
Property/HPR inspections
Probable Maximum Loss (PML) studies
Carrier recommendation prioritization & cost benefit analysis
Coordination With Insurers
Our risk control staff routinely negotiates property underwriting requirements. MSW is well versed in
both property and casualty guidelines due to our diverse experience and expertise. The loss control
staff at MSW works well with carriers in both ensuring protection of our properties and maintaining a
clear underwriting relationship. Our staff provides the following when working with property carrier
partners:
Recommendations developed in writing and distributed to our staff in addition to your risk
management department.
Quarterly meetings with the carrier loss control staff to ensure programs and protocols are being
properly administered by both property and casualty staff.
Review and discussion of property recommendations, often requesting the property risk control
professional provide two or three feasible cost-effective alternatives to help ensure compliance.
Provide an annual list of recommendations (as part of the stewardship process) to ensure
underwriters clearly understand the steps taken, either reactively or proactively, are properly
considered when pricing your program.
A clear understanding of the carrier requirements coupled with those requirements on behalf of
TCPN that must be considered as part of the risk control service agreement.
Review and respond in a prompt fashion to issues uncovered by the carrier risk control staff to aid
in client considerations.
50
Act as the liaison between carrier and TCPN for all issues resulting in property protection suggested
changes or carrier requirements.
Transportation Risk Services
We recognize that loss control services related to your transportation operations are essential. We can
assist with the following transportation loss control/safety services:
Fleet Safety
Fleet safety program evaluation
Fleet safety program development
Loss analysis and accident trending
DOT regulation updates and driver file audits
Fleet safety incentive/award programs
Non-owned driver exposure evaluation
Driver performance review and rating system
Vehicle inspections
Accident reporting
Drug & alcohol testing
Driver observation programs
OSHA Compliance
Work place safety
Personal protective equipment
Hazard communication
Lock out/tag out
Slips and falls
Record keeping
House keeping
EPA Compliance
Toxic substances
Emergency planning
Oil Pollution Act of 1990
Clean Water Act
Clean Air Act
51
Driver Training
New hire for large vehicles
New hire for small vehicles
Incidental drivers
Driver – Trainers
Recurrent training
Remedial training
Other Services
Respiratory protection
Hazard communication
Rapid Response for Loss Situations
MSW’s loss control professionals are available on a 24/7 basis, and can respond immediately in the
event of a significant loss. We normally arrive before the adjuster, and begin taking pictures and
gathering information immediately to assist with prompt claim processing. This quick response assists
you and your insurer with defining requirements to bring the loss to a rapid and satisfactory conclusion.
Safety Training
Please note that internet-based safety training is now available from several vendors. This type of
training is especially useful for large companies with a geographically diverse employee population.
Internet based training can efficiently reach a large number of employees, and provide a complete
curriculum including all required OSHA training. This type of training can be very effective and allows
for accurate record keeping of your training efforts. If you are considering this type of program, MSW
will be happy to discuss the various vendors with you along with implementation considerations.
One excellent vendor for on-line training is a company called Clicksafety, located in Walnut Creek,
California. We have worked with this vendor to successfully design and implement project specific
training that is made available to subcontractors in an online environment. Subcontractors complete
the training during optional timeframes, such as:
Their own “down time”;
Designated training periods at the project; or
Subcontractor local offices.
Subcontractors can then start work immediately, with full knowledge of the project requirements.
Clicksafety maintains all documentation and training records.
52
Other safety training initiatives that MSW may assist with include:
Auditing safety programs to evaluate effectiveness
Assisting management in identifying deficiencies and prioritizing improvements
Monitoring compliance with written procedures, identify compliance problems, and initiate corrective
action
Assisting in the development of specific safety programs, training modules and manuals
Preparing and conducting instructional seminars and training as needed for management,
supervisors and employees
Providing practical recommendations for enhancements
Hazard recognition and response training
Reviewing inspections and corrective recommendations
Providing a single point/contact for personnel to obtain guidance on loss control questions
Accident investigation training
Additional Services
Additional services available include the following:
 On Site Services
Independent project visits where special problems have developed
Periodical evaluation of sites
Document loss situations to facilitate claims process
Provide accident investigation assistance
Provide Management Training Seminars on how safety performance directly affects the profit
and loss statement.
Provide employee safety training at the office or on the job site.
 Emergency Response/Disaster Management
Research your facility’s response capabilities and limitations and review any plans currently in
place
Assist with development of a sensible plan that fits your needs
Provide Crisis Management training to managers and supervisors
Conduct Disaster Response training for managers and employees
 Claims Analysis
Provide analysis of losses by job site, accident, type of injury and exposure
Follow up on claims activity and open files
Periodically review loss reports
53
MARKETING / SALES
27. Detail how your organization plans to market this contract within the first ninety (90) days of
the award date. This should include, but not be limited to:
a.
b.
c.
d.
e.
f.
g.
i.
ii.
iii.
iv.
A co-branded press release within first thirty (30) days
Announcement of award through any applicable social media sites
Direct mail campaigns
Co-branded collateral pieces
Advertisement of contract in regional or national publications
Participation in trade shows
Dedicated TCPN and Region 4 ESC internet web-based homepage with:
TCPN and Region 4 ESC Logo
Link to TCPN and Region 4 ESC website
Summary of contract and services offered
Due Diligence Documents including, copy of solicitation, copy of contract,
any amendments, and marketing materials
The TCPN structure provides important benefits to our clients, which will allow MSW to grow
our business. For example, “volume purchasing power” allows us to negotiate better terms for
TCPN members with insurance underwriters. By providing a platform specifically designed for
Public Entities, we can create enormous economies of scale to drive the value proposition
further. Additionally, the procurement flexibility allows our clients the ability to design Risk
Management programs without the burden of performing RFP’s on an annual basis.
We use multiple forms of media and communication to promote the TCPN offering to Public
Entities. We are prominent sponsors and supporters of state, local and national Public Entity
Risk Management Conferences. We send quarterly mailers and email invitations to over 1,000
governmental entities each month advertising the benefits of “Risk Management Services via
the TCPN” platform. We create brochures that highlight the benefits of contract flow through
TCPN.
We promote other TCPN vendors when the opportunities arise. Specifically, we promote the
TCPN-approved Disaster Recovery contractors when our clients experience property damage.
We will become better acquainted with other TCPN vendors for other services.
54
28. Describe how your company will demonstrate the benefits of this contract to eligible entities
if awarded.
In 1997, our firm helped create “Region 4 Risk Management Services”. Although we knew most Region 4
members would greatly benefit from this offering, at least three or four years had to be spent marketing this
new service. We held workshops, seminars, and other educational forums in Houston and other cities. We
attended local and national conferences such as TASBO, ASBO, PRIMA, RIMS and TASA. And we made
house calls to nearly every Region 4 member on a regular basis. As with any new “fee for service” offering,
the initial response was slow. By 2002, we had become the Risk Management and Insurance leader for
Educational and Governmental Entities in Texas, Colorado and other states. Simultaneously, more and
more Region 4 members began to utilize the service as an “outsourced” Risk Management function.
We will tailor our promotion of TCPN to the audience. Some people are visual and prefer hard-copy
brochures, while others prefer digital and PowerPoint presentations. Still others prefer web-based
interactive formats. As the enclosed examples demonstrate, we are committed to promote the merits of the
TCPN Risk Management Services offering in the most effective manner possible.
Moving forward, the most effective method of promoting “TCPN Risk Management Services” will be the use
of client references. Just this week, we’ve visited in person with Friendswood ISD, Galveston ISD, San
Jacinto College, College of the Mainland, Coastal Bend College, Beaumont ISD and Pasadena ISD. These
are all very satisfied clients, several of which have been clients for more than a decade. Our problemsolving/solution-oriented reputation is a big reason for our success.
29. Explain how your company plans to market this agreement to existing government customers.
As mentioned earlier, we were very aggressive promoting “Region 4 Risk Management Services”
prior to the transition to TCPN. Our role as a sub-contractor to the TCG/TCPN contract was a little
confusing to some of our existing client base. This prevented us from a more aggressive
marketing campaign. Once we become a prime-contractor/approved vendor with TCPN, we intend
to flow as many of our current government agency clients through our TCPN contract as possible.
As the “Risk Management Services” offering has been expanded to TCPN in recent years, we’re
employing the same strategy and tactics to educate members about the benefits of this uniquely
important value-proposition. We advertise in several trade journals, including Texas School
Business magazine. With our 2013 contract renewal, we’ve committed $35,000 toward an
advertising campaign across targeted states and government segments exclusively to promote
“BBT/MSW” as an approved TCPN-vendor.
The most powerful marketing tool, however, is face to face interaction with TCPN and Region 4
members. We will always establish personal relationships with the decision makers and
administrators with each of our clients.
55
30. Provide a detailed ninety (90) day plan describing how the contract will be implemented
within your firm.
90 Day Action Plan:
 Conduct Mass-mailings to all government agencies in our core states (TX, CO, OR, CA,
LA, MO, FL, AL, GA, NC, NM, OK & TN)
 Manage Subscription Bid Services to identify opportunities
 Promotion at PRIMA & RIMS conferences
 Hold “TCPN University” Webinars & Seminars within BBT/MSW sales force network
 Meet regularly with TCPN & Region 4 Leadership to develop strategy
 Targeted email campaign to Purchasing Directors and CFO’s
 Dinners & Hospitality Functions jointly with TCPN & Region 4 at various conferences and
functions
 Create “Open Items” tracking system to manage TCPN roll-out to prospective clients
 Review Leader Feedback & Fine-Tune System
 Expand Offering to all 50 States
31. Describe how you intend on training your national sales force on the Region 4 ESC
agreement.
With MSW as its principal retail sales subsidiary, BB&T Insurance Services (www.BBT.com
NYSE:BBT) represents one of the largest insurance advisory firms in the United States. As
disclosed in this proposal, our national sales force is substantial and reaches deep into many
regions of the country. We will create a “TCPN University” conference and a quarterly webinar
for our national sales force to explain and promote the merits of our TCPN approved-vendor
status.
Utilizing the TCPN contract is a no-brainer for governmental entities. The Purchasing
Managers, CFO’s, and boards we serve are practically uniformly supportive of the TCPN
concept. Our experience over the past few years promoting TCPN has been very well
received. Our Texas and national sales forces are eager include TCPN in our toolbox.
Typically, our clients will initially conduct their own RFP process to procure our services. But
once we are on board, our clients don’t want to conduct another RFP each year to maintain
our service. We can begin to flow our existing and new clients through TCPN.
32. Acknowledge that your organization agrees to provide its company logo(s) to Region 4
ESC and agrees to provide permission for reproduction of such logo in marketing
communications and promotions.
MSW agrees to provide our logo to Region 4 ESC for reproduction.
56
33. Provide the revenue that your organization anticipates each year for the first three (3)
years of this agreement
Year 1
Year 2
Year 3
$ 2.5 MM
$ 3.5 MM
$ 5 MM
ADMINISTRATION
34. Describe your company’s implementation and success with existing cooperative
purchasing programs, if any, and provide the cooperative’s name(s), contact person(s)
and contact information as reference(s).
As explained in our response to question #28, MSW has been committed to Region 4 and
TCPN exclusively for 15 years. We are your biggest fans. The relationship is strong because of
our loyalty and flexibility. We understand your history, culture and vision. We will continue to
support Region 4 and TCPN with financial sponsorships and revenue sharing efforts. Although
we’ve been approached by other cooperatives, county and educational districts to develop a
“Risk Management Services” offering, our company remains committed to exclusively promote
Region 4 and TCPN.
Our company does have an extensive history forming and serving the needs of associations
and other trade groups. Examples include:
Southeast Trucking Association
Texas Restaurant Association
Arkansas Trucking Association
Business Council of Alabama
35. Describe the capacity of your company to report monthly sales through this agreement.
We are willing and able to provide monthly or quarterly sales reports through this
agreement.
57
36. Describe the capacity of your company to provide management reports, i.e.
consolidated billing by location, time and attendance reports, etc., for each eligible
agency.
Reports and written communications are tailored to fit the needs of our clients. The following
reports are normally provided to MSW’s clients as part of our standard brokerage agreement:
Monthly Loss Summaries by line of coverage, to include:
 Open Claim Counts
 Closed Claim Counts
 Paid Amounts
 Outstanding Amounts
 Incurred Amounts
 Recovery Amounts
 Loss Details for claims in excess of $10,000
 Follow-up Notes from Quarterly Claim Reviews
Flow Charts and Executive Summaries for large or complex claims to assist in tracking to
conclusion
Policy Summaries/Overviews
Insurance Checklist - to use as a quick guideline for vetting insurance requirements in bids
and contracts.
Risk Profile and Exposure Analyses
Annual Industry Statistics provided by NCCI and TPA organizations for industries similar to
each clients.
Monthly Outstanding Items List - lists all the projects which MSW is working on, who is
responsible, the status and the projected completion date. This list keeps all parties
informed and focused on final resolution of each item. Monthly meetings may also be
scheduled to review the Outstanding Items List, and to assist in transition of new accounts.
Annual Stewardship Reports, including:
 Current and historical summaries of coverage programs
 Various recommendations
 Alternatives for deductibles or self-funding
 Identification of potential problems
 Review of the years accomplishments and milestones
 A look ahead to next renewal
 Research and special projects
 Other reports as requested by our client
58
37. Please provide any suggested improvements and alternatives for doing business with
your company that will make this arrangement more cost effective for your company
and Participating Public Agencies.
Obviously, the more we can partner with TCPN and Region 4 to promote the “Risk
Management Services” offering, the better. We have always been and will continue to provide
financially sponsor hospitality events, conference gatherings and other forums jointly with
TCPN/Region 4. Additionally, it would be useful to identify a Region 4 or TCPN staff person to
attend in-person meetings with clients and prospects. Additionally, we have a history to
partnering with Minority/Women Business Enterprises and other Historically Under-utilized
Businesses. Our network of these partners will improve of efforts with those agencies
interested in promoting M/WBE’s and HUB’s.
And finally, the attractiveness of our offering is enhanced by out Green Initiatives….
GREEN INITIATIVES
We are committed to helping to build a cleaner future! As our business grows, we want to
make sure we minimize our impact on the Earth’s climate. So we are taking every step we
can to implement innovative and responsible environmental practices throughout Region 4
ESC to reduce our carbon footprint, reduce waste, promote energy conservation, ensure
efficient computing, and much more. We would like vendors to partner with us in this
enterprise. To that effort, we ask respondents to provide their companies environmental
policy and/or green initiative.
38. Please provide your company’s environmental policy and/or green initiative.
We share your TCPN’s commitment to reduce waste, promote energy conservation and to
ensure efficient computing. To that end, as part of the BB&T family of companies, we
engage in many contemporary measures to minimize unnecessary paper output/storage as
well as working with our strategic business partners in scaling down the number of
electronic devices we use across our enterprise. Where appropriate, we have converted
to secure, digital file management and MSW encourages our leadership teams to adopt
local practices which promote our culture of continuous operations efficiency. Employees
are trained and tested on safe, secure information handling and device disposal practices
and in conforming with applicable local, state and federal regulations.
59
VENDOR CERTIFICATIONS (IF APPLICABLE)
39. Provide a copy of all current licenses, registrations and certifications issued by federal,
state and local agencies, and any other licenses, registrations or certifications from any
other governmental entity with jurisdiction, allowing respondent to perform the covered
services including, but not limited to licenses, registrations or certifications. Certifications
can include applicable MWBE, HUB, and manufacturer certifications for sales and service.
60
61
62
63
TAB 4 – EVALUATION CRITERIA
Products/Pricing (40 Points)
1. Are all products and services being proposed listed under APPENDIX B on a
corresponding electronic device?
 Yes  No
2. Is there a price list for all available products/services on a corresponding electronic device.
 Yes  No
3. Did you provide the warranty information that is offered by your company?
 Yes  No
4. Will customers be able to verify they received the contract price?
 Yes  No
5. What payment methods do you accept?
The proposed compensation will be derived by considering:
The projected work, assuming significant manhours associated with claims resolution;
The size and scope of the placement undertaking (including expected time and travel for
securing all layers of coverage) as respects the program options;
24/7 availability of the entire service team; and
Runoff claims assistance for prior years programs.
Our base service fee covers all services (including claims advocacy) contemplated by this RFP.
MSW would also like to propose a performance based compensation system, including
deductions or credits applied to our fee should we achieve/not achieve certain agreed upon
measurable program objectives (i.e. coverage / costs).
Performance Capability (30 Points)
1. Did you indicate which states you can delivery to under APPENDIX E, Question 1?
 Yes  No
64
2. What is the capability of your company to respond to emergency orders?
explain what actions you would take.
Please
N/A
3. Please provide your company’s average fill rate over the last three fiscal years.
N/A
1)
2)
3)
3
4. Please provide your company’s average on time delivery rate over the last fiscal year.
N/A
5. Does your company agree to the following statement on shipping charges “All deliveries
shall be freight prepaid, F.O.B. destination and shall be included in all pricing offered unless
otherwise clearly stated in writing.”?
N/A
 Yes  No
If not please explain.
N/A
6. What is your company’s return and restocking policy? Are there any applicable fees?
Please provide a brief description and example.
N/A
7. What is your company’s history of meeting shipping and delivery timeline?
N/A
8. Will your company be able to meet the one year warranty guarantee as stated on page 16
under pricing?
N/A
If not, please explain.
N/A
9. Did you provide your company’s information regarding your customer service department
as per APPENDIX F, Question 15?
 Yes  No
65
10. What is your company’s current invoicing process?
MSW utilizes AIMS for its agency management system. AIMS is designed to work with
Windows and SQL databases, and offers appointment management, work in progress, client
account & policy information, image storage and retrieval, correspondence records, and
accounting software.
To ensure accurate billing, our management system assigns a unique number to each
customer and policy. The system also assigns “order numbers” to each transaction. Once a
customer is invoiced, the order numbers are closed. This process allows for easy tracking and
documentation.
Billing is the responsibility of the Account Service Representative (ASR). Each ASR receives
thorough training on the customer billing requirements. The ASR and the Client Executive
review the invoice for accuracy prior to mailing it to the customer. Our accounting department
serves as secondary screen to ensure there are no discrepancies with the invoice. Lastly,
internal audits are conducted twice a year on each ASR. Their internal audit scores have a
direct bearing on their annual salary increase.
11. Did you indicate how your company will implement the contract as per APPENDIX F,
Question 20?
 Yes  No
12. Did you provide your Dun & Bradstreet number?
 Yes  No
13. Did you provide information on your website and on-line ordering capacities as per
APPENDIX F, Question 14?
 Yes  No
66
Qualification and Experience (20 points)
1. What is your company’s reputation in the marketplace?
Our single greatest asset is our reputation. Our
substantial growth over the past 20 years would
not have been possible without our reputation
for integrity and honesty above all else. We
strongly encourage you to contact our clients,
such as David Kester at Harris County or
Ronald White at Plaquemines Parish School
Board or Larry Helgesen at Galena Park ISD or
Sara McCracken at the City of Tyler. We prove
to these folks every day that their interests are
above our own, and they’ve rewarded us with
their business for over a decade.
BB&T/McGriff
 Parent company, BB&T, is one of the
largest financial holding companies in
the U.S.
 A Fortune 500 company consistently
recognized for outstanding client
satisfaction by J.D. Power and
Associates, the U.S. Small Business
Administration, Green Associates and
others.
 Consistently ranked as one of America’s
“Best Big Companies” on Forbes
Platinum 400 List.
 Consistently among the top three
“small-business friendly “financial
holding companies in the U.S. – per the
SBC.
Please see the attached report: BB&T/MSW
sweep national and regional excellence awards
among mid-market and large corporate
insurance
RALEIGH,
N.C.,
July
28
/PRNewswire/ -- BB&T Insurance Services
announced today it has been rated excellent in
three separate studies conducted by independent research group Greenwich Associates:
a. Greenwich 2010 Excellence Awards for Customer Satisfaction, National;
b. Greenwich 2010 Excellence Award for Customer Satisfaction in the Southern Region;
and
c. Greenwich 2010 Large Corporate Insurance Study.
The three awards were earned collectively by BB&T Insurance; McGriff, Seibels & Williams,
Inc.; and BB&T Insurance Services of California, Inc.
67
68
2. What is the reputation of your products and/or services in the marketplace?
As one of the most progressive insurance brokerage firms in the United States, MSW leads the way
with innovative programs. Although our company’s roots reach back over 100 years, we are by no
means traditional. We protect our clients’ financial interests with comprehensive programs and
alternative risk management solutions, customized to meet the unique needs of our valued clients.
Our philosophy of personal service and attention to
individual needs places the client firmly at the top of our
organizational chart. Our focus on the customer prevents
us from providing “packaged” solutions. We believe each
risk management solution is as unique as the company it
is designed for. From traditional program design to
alternative risk transfer mechanisms, we provide the
solution that is the best fit for YOU.
MSW has a proven track record for innovative risk
transfer solutions. We have invested in research and
development of new risk transfer products, while
continuing to provide superior service using traditional
insurance mechanisms. Our value lies in our ability to
provide unparalleled knowledge, solutions and service in
an increasingly complex financial environment.
MSW has the highest reputation in
the marketplace for the following
services:










Policy Marketing, including
Pre-Marketing Preparation
Marketing Strategy Development
Underwriter Submissions
Program Implementation
Ongoing Consulting
Reporting
Contract Review
Administrative Services
Claims Assistance
3. Does your company have past experience with Region 4 ESC and/or TCPN members?
If so, please list them and their contact information (Up to five).
Entity Name:
Contact Name and Title.:
Phone Number:
Harris County
David Kester
(713) 755-6606
Entity Name:
Phone Number:
Goose Creek ISD
Pete Cote
(281) 420-4819
Entity Name:
Phone Number:
Plaquemines Parish School Board
Ronald White
(504) 595-6323
Entity Name:
Phone Number:
San Jacinto College System
Ginger Lambert
(281) 988-6145
Entity Name:
Phone Number:
North East ISD
Mario Ward
(210) 407-0486
69
1) Houston Community College
District (4 year)
2) Harris County (7 years)
3) Houston ISD (5 years)
4) Region IV Education Service
Center (8 years)
5) Houston Baptist University (10
Years)
6) Plaquemines Parish Schools
7) San Jacinto College
8) Pasadena ISD
9) Deer Park ISD
10) Fort Bend ISD
Insurance Consulting & Advisory Services
for all lines of Property, Casualty and
Construction Insurance, including support
with Construction Risk Management,
Loss Prevention and Claims.
Insurance Consulting and Placement
Services for Property, Windstorm and
Flood Insurance coverage, including
support with Loss Prevention and Claims
Support Services.
Services for Property, Windstorm and
Flood Insurance coverage, including
support with Loss Prevention and Claims.
Services for all Property and Casualty
Insurance for the Center. Additionally, we
act as the Region IV Risk Management
Services consultant, advising several
School Districts throughout Texas,
including Pasadena ISD (John Piscacek),
Waller ISD (Mike Marcus), Dayton ISD
(Tami Pierce), Alief ISD (Johnny Tates),
Galena Park ISD (Larry Helgeson), Ft.
Bend ISD (Carol Voekel), Conroe ISD
(Dan Cox), and several others. We
strongly encourage you to contact all of
our references to gain an understanding
of how committed we are to the
educational entity niche.
Insurance Consulting & Advisory Services
for all lines of Property & Casualty
Insurance, including support with Loss
Prevention and Claims Support Services.
We are the Broker/Consultant for the
Association of Southern Baptist Colleges
Insurance Consortium. HBU is one of the
member schools, along with others.
Services
Services
Services
Services
Services
70
R
S CO U
RI
NT
Y
HA
Mesquite
Independent
School
Business
1836
TEXAS
71
Northside
Independent
School
District
72
Goose Creek Consolidated
Independent School District
73
4.
Did you list your key employees and their qualifications as per APPENDIX F,
Question 6?
 Yes  No
5.
Did you provide the locations and sales persons who will work on the contract as per
APPENDIX F, Question 6 & 7
 Yes  No
6.
What past experience does your company have working in the government sector?
MSW provides risk management solutions to tax-supported institutions such as those highlighted on in
this proposal. We know the risk exposures faced by public sector entities and the unique challenges
related to budgets and staffing. Whether it’s an alternative risk transfer program or foreign reinsurance
placement, the MSW team has the contacts and resources to get the job done. We also have
experienced actuaries and safety consultants on staff. Our service provider network includes
underwriters in public sector and education services, pooling organizations, third-party claims
administrators, and legal defense firms. We also sponsor several local and national risk management
organizations. Our team comes from a variety of backgrounds, including risk management, underwriting
and claims administration. We’ve been in your shoes and understand the intangibles that make your
exposures unique, such as statutory tort immunity, budget constraints, public officials’ liability,
emergency management, disaster recovery and more. With our network, experience, and diverse
background, you can count on us to keep up with the potential exposures that can affect your
organization.
7. Did you provide information on working with cooperative purchasing programs as per
 Yes  No
8. Did you provide information on any litigation, bankruptcy, reorganization, etc. as per
 Yes  No
9. Did you submit at least 10 customer references relating to the products and services within
this RFP, with an equal representation coming from K12, Higher Education and
City/County/non-profits entities as per APPENDIX F?
 Yes  No
Value Add (10 Points)
1.
Did you submit a marketing plan as per APPENDIX F, Question 17?
 Yes  No
2.
Did you provide a national sales training plan as per APPENDIX F, Question 21?
 Yes  No
74
TAB 5 –PRODUCTS / SERVICES
MSW will provide the following deliverables to TCPN:
Provide outsourced Risk Management solutions, understanding that final decisions on design
and implementation rest with the member entity.
Provide counsel, advice and recommendations for a Property and Casualty Insurance program
design to accomplish
Provide Insurance Coverage Review Services to include insurance policy analysis, claims
reporting process and loss prevention program summary.
Correspond with member entity to gather underwriting information and review results of initial
program review.
Design “Request for Proposal” specifications for various Property and Casualty Insurance
coverage lines. Write “RFP” cover letters describing the specific need of the member entity to
the insurance marketplace.
Draft the RFP specifications and assist member entity with release of the specifications to
prospective insurance carriers and pool vendors. Assist in the negotiation of the coverage
terms and services.
Conduct insurance marketing analysis and perform a comparative review of existing insurance
programs versus available alternatives.
Place insurance policies upon request.
Prepare a report for the member entity with a detailed evaluation of the response from each
vendor carrier or pool from which proposals were sought. Make presentations to the
Administration and/or Board as required.
Act as the member’ representative to all outside insurance vendors. Collecting information and
making periodic presentations of their offerings.
Develop a Safety Program comprised of representatives from within the member entity.
Develop a formal “Safety Manual” to include safety training, Haz-Com, and disaster
management procedures. Conduct quarterly Safety Meetings directed toward “loss-prone”
departments.
Work with member entity to implement a Light Duty/Return to Work program. Assist with the
development of formal procedures, and dissemination of these procedures to appropriate
personnel.
75
TAB 6 – REFERENCES
Provide a minimum of ten (10) customer references for product and/or services of similar
scope dating within the past three (3) years. Please try to provide an equal number of
references for K12, Higher Education and City/Country entities. Provide the following
information for each reference:
Reference #1
Entity Name:
Houston Baptist
Hugh McLung
City and State:
Houston, Texas
Phone Number:
(281) 649-3256
Years Serviced:
16 Yrs
Description of Services: Insurance Consulting and Placement Services for Property,
Windstorm and Flood Insurance coverage, including support with Loss Prevention and Claims
Support Services.
Annual Volume:
500K+
Reference #2
Entity Name:
Harris County
David Kester
City and State:
Houston, Texas
Phone Number:
(713) 755-6606
Years Serviced:
9 Yrs
Support Services.
Annual Volume:
$4M+
Reference #3
Entity Name:
Houston ISD
Kermit Falgout
City and State:
Houston, Texas
Phone Number:
(713) 220-5092
Years Serviced:
7 Yrs
Windstorm and Flood Insurance coverage, including support with Loss Prevention and Claims.
Annual Volume:
$4M+
76
Reference #4
Entity Name:
Region IV Education Center
Andy Pechacek
City and State:
Houston, Texas
Phone Number:
(713) 462-7708
Years Serviced:
15 Yrs
Support Services.
Annual Volume:
100K+
Reference #5
Entity Name:
San Jacinto College System
Ginger Lambert
City and State:
Houston, Texas
Phone Number:
(281) 988-6145
Years Serviced:
8 Yrs
Support Services.
Annual Volume:
1M+
Reference #6
Entity Name:
Plaquemines Parish School Board
Debbie Boyles
City and State:
Houston, Texas
Phone Number:
(504) 595-6307
Years Serviced:
8 Yrs
Support Services.
Annual Volume:
$1M+
Reference #7
Entity Name:
Pasadena ISD
John Piscacek
City and State:
Pasadena, Texas
Phone Number:
(713) 740-0013
Years Serviced:
11 Yrs
Support Services.
Annual Volume:
$4M+
77
Reference #8
Entity Name:
Deer Park ISD
David Webb
City and State:
Deer Park, Texas
Phone Number:
(832) 668-7000
Years Serviced:
8 Yrs
Support Services.
Annual Volume:
$1M+
Reference #9
Entity Name:
Fort Bend ISD
Tracy Hoke & Joseph Haskell
City and State:
Sugar Land, Texas
Phone Number:
(281) 634-1721
Years Serviced:
12 Yrs
Support Services.
Annual Volume:
$1M+
Reference #10
Entity Name:
Houston Community College District
Gwen Drumgoole
City and State:
Houston, Texas
Phone Number:
(713) 718-5005
Years Serviced:
7 Yrs
Description of Services: Insurance Consulting & Advisory Services for all lines of
Property, Casualty and Construction Insurance, including support with Construction
Management, Loss Prevention and Claims.
Annual Volume:
$4M+
78
Risk
TAB 8 – VALUE ADD
Please include any additional products and/or services not included in the scope of the
solicitation that you think will enhance and/or add value to this contract for participating
agencies.
Renewal Process
At MSW, our primary service as a broker is to provide expert advice and experience in the area of
insurance program design. We don’t offer pre-packaged products or
McGriff’s primary
“cookie-cutter” policies, as the design of a comprehensive insurance
objective … to achieve
program is never a simple task. MSW’s reputation is based on technical
the optimum balance
expertise and creative solutions -- we concentrate on developing custom
between risk retention and
programs and unique risk management alternatives. Your final solution will
risk transfer in the current
offer the widest possible protection for your financial interests and will be
market, and therefore
consistent with your company’s goals and business requirements.
lower the total cost of risk.
Input from Senior Management
One of the preliminary steps we use to develop your program is to gather input on the desired coverage
from your senior management. To provide the most appropriate solution, we must understand your
business needs and goals. Through discussions with risk managers and executives, we gather
information relative to your preferred policy limits, endorsements, and program design.
Historical Data Gathering
Another preliminary step is gathering historical data relative to your business
operations and associated risks. Before a final solution can be developed,
MSW must have an in-depth understanding of your business. We perform a
thorough review and analysis of your exposure basis, loss history, and
appetite for risk to determine the best strategy to pursue. We work with risk
managers, safety managers, accountants, marketing staff and operations
managers to obtain an in-depth understanding of each company’s:
Financial conditions
Operations
Management philosophy
Loss history
Historical insurance coverage
Risk retention philosophy
Existing risk management practices
81
Initial investigation
includes:



Gathering data and
performing analyses
Researching and
evaluating market
Analyzing current
policies for
gaps/overlaps
Market Conditions
Marketing Strategy
Meeting
A third preliminary step is to research and evaluate the market and the
current state of market security. Desired policies are not always available,
requiring back-up plans for the range of potential scenarios that may evolve.
We select the most appropriate underwriters for each policy and initiate
contacts with these underwriters regarding potential involvement. Both
current and prospective insurers are contacted to gain insight on what they
are willing to do.



Is cornerstone for
program development
Includes discussing
challenges and how to
address
Facilitates
McGriff/Client joint
program design
Together with our clients, we develop a well-orchestrated renewal marketing
strategy. We will draft policy specifications for proper exposure coverage.
When your submission is ready, it is distributed to multiple underwriters that
are appropriate for your specific industry sector. We utilize long-standing senior level relationships and
market leverage to negotiate the most beneficial terms with selected underwriters.
Evaluate Current Policies
Features of Program
Design
While in the process of understanding and identifying your needs, we
evaluate all lines of coverage to determine if alternative risk transfer
methods are feasible and cost effective. Current policies are also analyzed
to ensure that all applicable coverages are included and that the policy
language is as broad as possible. We analyze each policy separately and
as a whole to ensure that overlaps in coverage and possible gaps are
omitted.



No “pre-packaged”
programs
Top-notch underwriter
submissions
Includes cost saving
and potential
alternative structures
Quantitative Analyses
McGriff’s proactive
marketing strategy:
Understanding the spread of risk, unique exposures and the maximum
possible losses associated with your business are the basis for developing
a successful insurance program. Utilizing your historical loss data,
quantitative analyses are performed to determine the tradeoff between risk
retention and risk transfer. MSW uses these analyses to determine the
optimum blend of cost, retention, and coverage/limits to achieve the most
cost-effective coverage and lower your total cost of risk. Analyses include:

Retention analysis – incorporates factors such as financial capability,
contractual agreements, and allocation modeling



Provides program
structures and pricing
Differentiates each
client’s unique merits
Includes multiple
submissions to
selected underwriters
Provides back-up
plans
Loss forecasts – analyze the true cost of insuring the account, which is critical when negotiating
pricing
Financial analysis – works to maximize the strength of your financial position to enhance cash
opportunities
Net present value of potential options – illustrates the costs associated with using various cash flow
programs vs. prepaid policies to determine the attractiveness of each option
82
Strategy Development
Once we have completed the data gathering and quantitative analyses steps, we meet with you to
develop a marketing strategy. Having a renewal strategy in place before sending out submissions
increases the potential for an optimal coverage program. The Renewal Strategy Meeting provides the
cornerstone for strategy development. Attendees normally include the designated MSW service team
and our client’s risk management staff. It is very important that your senior management is involved to
provide clear direction and input.
In the meeting, we will discuss your appetite for risk, deductibles, retentions, loss limits, etc. to
determine which markets are the best match for the program under development. We also provide
input on the markets we believe have the most suitable coverage terms and pricing. Issues and
constraints that surface in the renewal strategy meeting play a major role in development of the desired
program. Coverage terms, pricing, and possible enhancements are also discussed based on
preliminary contacts with underwriters. Our renewal objectives start to solidify, and we begin to define
our desired coverage terms and conditions, while providing creativity in program design. A sample
agenda for this strategy meeting would be:
Identify challenges, both client specific and market driven, and determine how to address.
Identify key differentiators and determine how to present and use to our benefit.
Consider various structure alternatives (i.e., traditional, Side A, Excess and DIC, combined lines).
Review key coverage considerations such as continuity of coverage and severability.
Address limits of liability
Consider options for retention/insured participation.
Develop joint renewal objectives with client’s senior-level staff.
Select markets.
Address budgetary constraints (clients are advised to prioritize goals and objectives prior to
meeting).
Throughout the program design process, we make every effort to (i) consult you regarding your
priorities with regard to cost savings and assumed risk, and (ii) weigh the value of the market proposals
using the risk-to-reward preferences that you express. In the end, the optimum insurance program
design must reflect each client’s unique risk appetite.
Our jointly defined marketing strategy frames the goal program structure and defines our marketing
submissions in terms of retention, insured participation, and layering. We anticipate the market by
including back-up plans for the range of potential scenarios that may evolve. Throughout the process,
the objective is to achieve the optimum balance between risk retention and risk transfer, therefore
lowering your total cost of risk. Our proactive approach has produced successful programs for
hundreds of clients, and has earned us the reputation for technical expertise and creativity that MSW
enjoys today.
83
Underwriter Submissions
Our next step is to prepare underwriter submissions that present specific program structures and
pricing. We use meetings, submissions and underwriter discussions to differentiate our client’s unique
qualities and merits to avoid classification as a “standard” industry-specific risk. MSW’s underwriter
submissions are complete, timely and top-notch. Our extensive experience in the industry fosters top
of the line submissions that garner the attention and favorable review that you seek. Submissions are
prepared in hard copy and/or CD-Rom format.
84
TAB 9 – REQUIRED DOCUMENTS
85
86
87
88
89
90
ATTACHMENT A – A.M. BEST RATING INFORMATION
91
A.M. Best Rating Information
The following is a brief summary of the measures that we have taken as your broker to review and
report to you objectively on the financial security of your insuring companies. Information is included on
A.M. Best Company, our primary security rating source, and the internal policies and standards, which
we have established to address this important issue for our customers.
MSW Security Review
MSW has established an internal Security Review Committee composed of senior management
representatives from the finance, marketing, branch, wholesale and administrative divisions of the
company. This committee’s purpose is to develop and implement all policies, procedures and
standards for the financial security of all insurers, intermediaries and associations used by MSW and its
subsidiary companies.
This committee meets periodically to review the current listing of all companies, intermediaries and
associations which are actively used by MSW. It will also act on any pending requests received from
throughout the company to have new providers activated, and to inactivate any providers that do not
meet current MSW standards.
MSW Provider Classifications

Approved Provider – Any provider whose Best rating is A- VIII or higher. The Best rating of an
approved provider must be printed on all MSW binders.

Acceptable Provider – Any provider whose Best rating is B+ VIII or higher, but below A- VIII. The
Best rating of an acceptable provider must be printed on all MSW binders and proposals delivered
to clients or prospects.
In addition, certain providers, which have been reviewed by the Security Review Committee, may be
considered acceptable security. The client will not be required to sign any form of disclaimer or
acknowledgement of receipt of this information.

Restricted Provider – Any domestic insurance provider whose Best rating is B+ VII or lower, or
who has no Best rating and has not been given an exception by the Security Review Committee.
They will be accessible only upon presentation of a standard disclaimer letter. The Best rating of
any restricted provider (if available) must be printed on all MSW binders and proposals delivered to
clients or prospects.

Prohibited Provider – All other providers not mentioned in one of the paragraphs above. These
providers will not be set up for active use in the MSW agency management system at any time, for
any reason.
Effective October 15, 2002, all A.M. Best rating changes are posted on our website (www.mcgriff.com).
Rate changes that result in a provider moving to a lower classification (e.g. downgraded from Approved
to Acceptable or from Acceptable to Restricted) will be communicated to you in writing and delivered
via U.S. mail.
92
A.M. Best Rating System
History
A.M. Best Company was incorporated in 1899 as the first rating agency in the world to offer reliable
information on the financial condition of U.S. insurance companies. The Best's Rating Guide was first
published in 1900 and has since become a cornerstone of the security review process by continuously
evaluating the financial integrity of over 4,100 insurance companies. In 1984, the first edition of the
Best's International Rating Guide was published, reporting on the claims-paying ability of over 950
international insurers.
The information used by Best to rate insurance carriers is provided by the companies themselves as a
part of their normal filings with the National Association of Insurance Commissioners, those states in
which the company is licensed, the SEC and/or with its shareholders. Rating reviews are performed
annually on each insurance company and on an interim basis as conditions dictate.
Best's Rating System
The Best's rating system is designed to evaluate a wide range of objective and subjective factors that
affect the overall performance of an insurance company (not applicable to associations or
intermediaries). These factors deal with the company’s financial strength, its operating performance
and its ability to meet its financial obligations to policyholders, as follows:





Profitability
Quality of reinsurance program
Quality and diversification of assets
Adequacy of policy loss reserves
Capital structure





Spread of risk
Leverage/Capitalization
Liquidity
Adequacy of policyholder’s surplus
Management experience and objectives
93
Best's Rating Symbols
A typical Best's rating is composed of two parts. The Security portion provides an alphabetical
indication of the quality of the security provided by a company to its policyholders. This rating is further
defined in three categories, Secure, Vulnerable or Not Assigned. The "Financial Size" (FSC) portion of
the Best's rating uses Roman numerals to rank companies based on the dollar amount of their
policyholder's surplus and contingent reserve funds.
While comparative rankings for security or financial size by themselves may not adequately portray the
complete financial health of a company, the combination of the two has proven to be reliable in
predicting the ability of a company to meet its claims obligations in a timely manner, both now and in
the near future. The actual rating symbols used by Best and their meanings are:
Secure Ratings
A++ or A+
A or AB++ or B+
Superior
Excellent
Good
Vulnerable Ratings
B or BC++ or C+
C or CD
E
F
Adequate
Fair
Marginal
Very vulnerable
Under
supervision
In liquidation
Not Assigned Ratings
NA-1 through NA-11, indicating conditions such as inadequacy of size (to justify a rating), inapplicable
rating procedure, incomplete financial information, significant change in rating, insufficient operating
experience or a suspended rating.
94
Financial Size Categories
I
Under $1,000,000
VIII
100,000,000 – 250,000,000
II
1,000,000 – 2,000,000
IX
250,000,000 – 500,000,000
III
2,000,000 – 5,000,000
X
500,000,000 – 750,000,000
IV
5,000,000 – 10,000,000
XI
750,000,000 – 1,000,000,000
V
10,000,000 – 25,000,000
XII
1,000,000,000 –
1,250,000,000
VI
25,000,000 – 50,000,000
XIII
1,250,000,000 –
1,500,000,000
VII
50,000,000 – 100,000,000
XIV
1,500,000,000 –
2,000,000,000
XV
Over $2,000,000,000
Source: Best’s Key Rating Guide
95

Signed Contract P

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