Surety Bond Quarterly - Winter 2017 - 11

feature

Relationships
LIKE RUNNERS PREPARING for a marathon, surety bond producers need
to think long-term when building
lasting connections with their contractor, subcontractor, and specialty
trade clients.
"The most important element
in building a good relationship is
building a level of trust," said Eric
Zimmerman, Vice President, Propel
Insurance, Seattle, WA. "That just
happens over time, with consistent
feedback and follow-up and doing
what you say you're going to do with
people."
The process begins with finding
the right customers.
"I typically try to find out about the
character and the characteristics of a
client and what their reputation is in
the marketplace, through my association relationships and my existing
clients. Then I find the ones that have
similar interests," said Brad Babcock,
Owner of Babcock Solutions,
Cedarburg, WI. He enjoys outdoor
activities like hunting, fishing, and
cycling and finds that spending time
with people in those settings gives
him time to talk with them informally.
"I like to get a feeling for how they
handle their personal life and what
their thoughts are, because that will
give me a good indication as to how
they run their company," he added.
Not every customer will be a good
fit. "Over the years I have had companies that brought in good financial statements and say all the right
things, but I don't take them on as
a client because something doesn't
feel right," said Brian Edmunds, Vice
President, Rosenberg & Parker of

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for the Long Run

Canada Inc., Toronto, Ontario. "I am
usually proved right."
"As you're talking, you may realize that their value system is not the
same as yours, that their goals and
yours are not that much in line,"
added Bryce Guignard, President,
Guignard Company, Longwood, FL.
Walking away from a potential client may be more difficult if you're
just starting out in the business. But

to form successful long-term connections, both you and the client will
need to feel comfortable and confident about dealing with each other.
Establish the Groundwork
Runners follow a plan for getting in
shape so that they can work up to
longer distances. Forming long-term
relationships with surety bond customers begins with a well-planned,

NATIONAL ASSOCIATION OF SURETY BOND PRODUCERS | WWW.NASBP.ORG

11


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Table of Contents for the Digital Edition of Surety Bond Quarterly - Winter 2017

NASBP Upcoming Meetings & Events
2017–2018 Executive Committee
From the CEO: Looking Backward to Reach Forward
Relationships for the Long Run
Subcontractor Default Insurance: Relevant Considerations for the Surety Claims Professional
Bottom Line Protection with Job Cost Accumulation & Allocation
Inside the AIA’s New Insurance and Bonding Contract Exhibit
The Calm After the Storm: Managing Disaster Response Contracts
Practical Tools to Help Jump-Start Your Company’s Cyber Plan
Index to Advertisers
Surety Bond Quarterly - Winter 2017 - Intro
Surety Bond Quarterly - Winter 2017 - cover1
Surety Bond Quarterly - Winter 2017 - cover2
Surety Bond Quarterly - Winter 2017 - 3
Surety Bond Quarterly - Winter 2017 - 4
Surety Bond Quarterly - Winter 2017 - 5
Surety Bond Quarterly - Winter 2017 - 6
Surety Bond Quarterly - Winter 2017 - 2017–2018 Executive Committee
Surety Bond Quarterly - Winter 2017 - 8
Surety Bond Quarterly - Winter 2017 - From the CEO: Looking Backward to Reach Forward
Surety Bond Quarterly - Winter 2017 - 10
Surety Bond Quarterly - Winter 2017 - Relationships for the Long Run
Surety Bond Quarterly - Winter 2017 - 12
Surety Bond Quarterly - Winter 2017 - 13
Surety Bond Quarterly - Winter 2017 - Subcontractor Default Insurance: Relevant Considerations for the Surety Claims Professional
Surety Bond Quarterly - Winter 2017 - 15
Surety Bond Quarterly - Winter 2017 - 16
Surety Bond Quarterly - Winter 2017 - 17
Surety Bond Quarterly - Winter 2017 - 18
Surety Bond Quarterly - Winter 2017 - 19
Surety Bond Quarterly - Winter 2017 - 20
Surety Bond Quarterly - Winter 2017 - 21
Surety Bond Quarterly - Winter 2017 - 22
Surety Bond Quarterly - Winter 2017 - 23
Surety Bond Quarterly - Winter 2017 - 24
Surety Bond Quarterly - Winter 2017 - 25
Surety Bond Quarterly - Winter 2017 - Bottom Line Protection with Job Cost Accumulation & Allocation
Surety Bond Quarterly - Winter 2017 - 27
Surety Bond Quarterly - Winter 2017 - 28
Surety Bond Quarterly - Winter 2017 - 29
Surety Bond Quarterly - Winter 2017 - Inside the AIA’s New Insurance and Bonding Contract Exhibit
Surety Bond Quarterly - Winter 2017 - 31
Surety Bond Quarterly - Winter 2017 - 32
Surety Bond Quarterly - Winter 2017 - The Calm After the Storm: Managing Disaster Response Contracts
Surety Bond Quarterly - Winter 2017 - 34
Surety Bond Quarterly - Winter 2017 - Practical Tools to Help Jump-Start Your Company’s Cyber Plan
Surety Bond Quarterly - Winter 2017 - 36
Surety Bond Quarterly - Winter 2017 - 37
Surety Bond Quarterly - Winter 2017 - Index to Advertisers
Surety Bond Quarterly - Winter 2017 - cover3
Surety Bond Quarterly - Winter 2017 - cover4
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