Finding A Consultant: What To Ask

Q: What should an agent ask when trying to find aknowledgeable technology consultant?

A: There are several questions insurance agentsand brokers should be asking when choosing a technology consultant.Among them are:

o Have they worked with insurance agents before?

o Do they have references to demonstrate how well they workedwith other agents?

o What kind of certifications do they have on security issues?This issue is becoming more important for agents and brokers asthey move forward with their technology.

o What kind of agency management systems and software have theyworked with?

A consultant can be very tech savvy, but if they have neverworked in an insurance agency or brokerage firm, it can handicapthem. This is especially true when it comes to issues of workflowin the agency. If they don't have that background and experience,it can be a serious handicap. A consultant who has worked in anagency is more likely to have insight into and understanding ofissues facing insurance agencies than someone who has never workedin the environment.

One reason agents and brokers may have a bad experience with aconsultant is that there is not a good match from the beginning.Consultants are not generalists. They know what they know, and theyknow it well, but they don't do everything. There is a real need tomake sure that what the agency is looking for matches theconsultant's expertise. An agency that is looking for a turnkeysolution and gets a consultant who doesn't do turnkey solutions mayrisk failure. The consultant may be very good at what he or shedoes, but if it is not clear what the expectations are and whatthey can deliver, it can be a disaster.

Ultimately, the question is: What does it take to get a goodmatch? Insurance experience and practical, hands-on engagement intechnology are key when looking at a technology consultant.

Additional information on questions agents and brokers shouldask to help improve their technology tools can be found at www.independentagent.com.

Answers were supplied by Jeff Yates, executive director ofthe Agent's Council of Technology, and ACT Chairman Ed Higgins,principal of Thousand Island Agency in Clayton, N.Y.

Reproduced from National Underwriter Edition, June 11, 2004.Copyright 2004 by The National Underwriter Company in the serialpublication. All rights reserved.Copyright in this article as anindependent work may be held by the author.