A plumbing company's employee was driving a company-owned truck while intoxicated and caused a collision that injured another party. That party sued and was awarded compensation plus punitive damages. The plumbing company's insurer refused to pay the punitive portion of the award. It disputed whether the obligation involved an "accident."

Click here to see how a court viewed the dispute.

Litigation may seem commonplace with insurance coverage. However, it's the opposite. Court cases, particularly those with high stakes, just get more attention. By far, most claims are resolved by payment or are denied in a manner that is understood and accepted by the disputing parties. Policy language is critical in creating reasonable coverage expectations.

Language involving different aspects of an insurance policy works best when all parties affected by the policy understand that language. Policies often provide terms that have a special meaning that directly applies to the protection granted by the policy.

Click here for an example of how some terms are handled under the CA 00 01-Business Auto Coverage Form in the PF&M Analysis.

Sometimes it is important to understand different aspects of businesses you choose to write. Even small businesses can include a wide variety of serious loss exposures. Our Risk Survey, Commercial solution includes valuable information on hundreds of commercial operations. It can make your clients and potential clients more aware of the losses they face from their particular operation. Helping clients gain greater knowledge of business threats often awakens readiness to secure greater levels of protection. Just as important, it may cement an insurance professional's place as a trusted advisor.

Click here to see some information provided by the narrative on plumbers found in the Risk Survey Commercial of Advantage Plus.

Of course, a simple item may need to take place before making use of a tool to expand a business client's or prospect's awareness: an offer. Our Business Building Letters are a way to open a door to show how helpful you can be in assessing risk. Don't be skeptical about using a letter to create an opportunity. An ancient sales adage states that so many chances to achieve something positive are lost because of the reluctance to ask for that chance. A short, precise, to-the-point letter may be the perfect way to pursue a new client or broaden the relationship with a current one.

Click here to see a sample from the Commercial Prospecting section of Business Building Letters, suggesting a client make use of a commercial survey of his or her operations.