Celebrating 10 years! 2007-2017

Any one have success in bringing in an insurance company client?

Looking for advice on trying to bring in business, particula yankeebirdie08/02/18
I brought in an insurer to do their work comp work. Basicall tcpaul08/02/18
Former med mal ID associate that brought in a carrier and wa jd4hire08/03/18
You hit the nail on the head. No more billing hours and endl tcpaul08/03/18
yankeebirdie (Aug 2, 2018 - 11:26 am)

Looking for advice on trying to bring in business, particulary insurance companies. My background is med mal defense and have worked with some examiners/companies in the past but have since moved to a bigger firm. I’d love to bring some of those clients over here.

My issue is where do I begin with regards to networking these large insurance companies? anyone have success with this and can share some stories? General advice is also appreciated. Thanks

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tcpaul (Aug 2, 2018 - 7:29 pm)

I brought in an insurer to do their work comp work. Basically, I did good work for a TPA. When the insurer (that also worked with the TPA) wanted to change counsel, the TPA recommended me. Literally one phone call and then I was off and running with my own client and cases.

But about 1 week after landing the client, I left my firm to do PI. I think that client was my ticket to partnership and 200k a year. But I hated billing hours.

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jd4hire (Aug 3, 2018 - 9:58 am)

Former med mal ID associate that brought in a carrier and was close to another before jumping ship and shaking them down on the plaintiff side.

LinkedIn has some really strong search capabilities. Start identifying people you know who have connections to the carriers you want to try and work on. Also, be mindful - AIG has extremely set in stone procedures, so don't waste your time unless you have an in.

Also, one way to identify carriers, my state has an insurance regulation division I contacted. I requested break downs of carriers by lines of policies. I have a couple friends in the office, but they gave them to me. I could imagine it would work under a FOIA as well. They gave me excel sheets that I could sort by lines of business and dollar amounts of premiums written in the state. From there, I used LinkedIn, AM Best, and any other resource to try and identify decision makers with the carriers and make any connections I could. I found that at one carrier a law school acquaintance of mine worked at. Cold called him and within two months I started getting cases. It was a developing relationship, but cases were ramping up and my old firm is still servicing this carrier.

On the other, it was a cold call based on a friend of a friend connection. Took adjuster who my friend knew out. Bought lunch and talked a good talk. Then took manager to lunch. Then switched to plaintiff side and never looked back.

As with TCPaul, these were my tickets to partnership and they let me know it when I left. I loved the firm, but feel I have more income potential where I am now and I also absolutely hated billing hours and the constant need to get business (and go to non-profit galas, join boards, and generally be Mr. Community man). Plaintiff side has its own annoyances though.

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tcpaul (Aug 3, 2018 - 7:23 pm)

You hit the nail on the head. No more billing hours and endless networking. I hope to never have to go to another cocktail reception, gala, or charity auction for the rest of my life (except for causes I care about).

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