Know the scale of the opportunity

Know the risks

Position yourself to win

Know the people and the process

• There are almost 40,000 cities and counties in the U.S. – and they are in your backyard• They are typically more than $150,000 per account, and can be “sticky” • Serving cities and counties can be an effective marketing strategy for the rest of

your business• Cities and counties can help to diversify an agent’s book of business• Your local competition could be limited• Agents with strong relationship and sales skills can have an advantage

• Cities and counties are responsible for very broad operations, often including law enforcement, public utilities, recreational facilities and services and transportation services

• High-profile and high-hazard operations often heighten the need for professional liability coverage

• With broad and unique operations, cities and counties can have complex P&C needs

• Seek out a smart, capable Travelers expert with experience serving cities and counties• Maintain visibility and actively showcase your knowledge of unique city and county needs• Collect and understand key background information• Pay attention to the city council or board of directors• Make it easy for the city or county• Understand the jurisdiction’s rules and regulations for city and county officials to accept gifts

• City council/board of directors/board of commissioners

• City manager/county manager/ office manager

• Purchasing officer• Risk manager• Department heads• Safety director/risk control director

• Processes can vary significantly in both cities and counties

• Smaller entities’ processes are often driven by the city or office manager

• Larger entities sometimes have unique processes – Request for qualifications (RFQ) processes may be used to select agents

– Request for proposal (RFP) processes may be used to collect quotes from carriers

• Attend meetings of the board of directors or city council

• Get involved in community or charitable activities

• Just ask for a meeting• Maintain a social media presence• Join a local Public Risk Management

Association (PRIMA) chapter

Understand the key players

Understand insurance purchasing process basics

Raise your profile with key players

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Become a “savvy agent” for cities and counties

Learn more!Get “The savvy agent’s guide to cities and counties” at http://bit.ly/1msaMyg.