Tuesday, December 27, 2011

The Top Five Career Articles I Wrote this Year!

Well – we made it to the end of the year!!!  Happy New Year Everybody!!!!  Thanks to everyone who took the time to read my blog.  Next year I’ll be bringing you more insight into job hunting and insurance specific career building.  Below I’ve listed all of my posts from this year.  In case you are wondering the top five posts are ranked below:

  1. Five Dumbest Mistakes You can Make in an Interview
  2. Five Things Employers Do in the Interview Process that Suck
  3. The Four Skills that Every Insurance Account Manager Needs to Succeed in Their Career
  4. So You Got Fired…  What Do You Say in an Interview?
  5. Five Things You Should Know When Working with a Recruiter

Looking back at 2011 I’ve had some great successes.  Specifically speaking to my insurance recruiting I’ve seen the following types of positions:

Producers
Companies continue to hire producers.  They generate revenue.  If you can sell I don’t see you having much trouble finding a job next year.

Account Managers/Account Executives
This year I saw a sharp increase in account manager jobs.  Most of them were low to mid level.  However, at the tail end I started to find more companies hiring for higher level and specialized people.  This bodes well for the industry.  I expect to see many more next year.

Commercial Marketing People
This was one of the most pleasant surprises I encountered this year.  Many of my clients began to look for marketing people to improve their service.  This is a key position that many companies held off on hiring in the past couple of years.  I anticipate as things become more competitive that we will see more of this. 

Sales and Operations Managers
Many of the agencies I’m talking to right now are planning for perpetuation.  Part of this typically involves bringing in an experienced leader to spearhead the project.  If you have the ability to train, develop and lead sales people you will be in high demand over the next year.

Group Benefits Analysts
These people are responsible for analyzing groups claims data and marketing business to the carriers.  As we get closer to healthcare reform I expect to continue to see more of these orders. 

Underwriters
For the first time in two years I’ve begun to see carriers start to hire underwriters at a decent rate.  I’m really hoping that this trend continues.  The people that I have placed in this area have strong technical backgrounds but more importantly have intangibles including a strong business development sense and a drive to succeed.

Wholesale Brokers
I get the sense that we are one hurricane away from the market to harden up again significantly.  Wholesalers are starting to look at growth again.

Below is a list of all of the articles I’ve written this year.  Please feel free to email me at sthompson@insurance-csg.com if you have any suggestions or comments! 

Happy New Year!!!






















Have a Happy New Year!!!! See you in 2012!!!

Tuesday, December 20, 2011

Five Reasons You Should Consider Making a Move in 2012… And One Reason Why You Shouldn’t

I know we still have a pretty big holiday coming up on Sunday but it is never too early to start thinking about the future.  I've often found that spending time away from the office and enjoying time with friends and family magnifies what you don’t like about your job.  I’m sure that some of this is just that absence can make the heart grow blacker.  However, for many the time away helps people objectively look at their career and compare it to their goals.  Below are five reasons why you should at least check out your options.

1.  You Aren't Being Challenged Intellectually

Are you coming home from work feeling like you didn’t learn anything new?  Many times people fall into traps where they are very good at what they do because they have perfected it.  Companies won’t give them new duties because your current job is too important – maybe there aren’t any more duties to take on.  If you have these feelings it might be time to look at your options.  As always I would suggest that you ask your current employer if they can fix the situation – but if they can’t…

2.  Your Boss is a ________

You can fill in the blank with a lot of different words here.  Pushover, screamer or absent owner.  It doesn’t matter.  If you aren’t happy with your boss or the leadership of your organization it might be time to make a move.  The hard thing here is that while it is possible to change policies or your habits it is incredibly hard to change another person.  If your boss is a ______ he/she will always be a ______ unless there are visits from three Christmas spirits at midnight on December 25th

3.  Promises Haven’t Been Fulfilled

So you asked management for an assistant or to move into sales or for a new puppy last January.  They told you that they’d be happy to do it in March.  In March they said June.  In June they said August.  There is always a reason why the timing isn’t right.  Take the hint – they are probably placating you.  Please know that it isn’t about you.  The company either doesn’t have the money to do so, doesn’t value the investment the same way you do or doesn’t think that you deserve it.  It doesn’t matter.  You probably aren’t going to get it.  If you really need these things to be professionally satisfied you may need to look elsewhere.

4.  You Don’t Feel Valued

Do you do everything going above and beyond the call of duty only to get a jelly of the month club for Christmas?  Do you work overtime every week and your boss is too busy playing golf to even notice – let alone thank you?  This doesn’t mean that your boss or management is mean.  It just means that the organization’s culture doesn’t appreciate extra work or expects it as a way of life.  Either way you probably need to move to a different culture that will value your efforts and stroke your ego a little bit.

5.  You Are Dreading Going Back to Work on the 27th or January 3rd

There is nothing wrong with wanting you holiday to last a little longer.  Who doesn’t?  However, if you are sick to your stomach about going back or if you are letting thoughts of going back to work ruin your holiday you have a problem.  Maybe its one of the reasons above.  Perhaps it’s a toxic relationship.  Regardless, you should at least be able to bear going to work and probably should want to.  If it is dragging down your life at home then you need a change of scenery.

So these are the reasons you should consider making a move in 2012.  There is one reason why you shouldn’t:

Bonus - You aren't making enough money

I’m not going to fill your head with some garbage about how money doesn’t buy your happiness.  I have a family of four soon to be five and I can tell you that money buys stability that leads to happiness.  However, if the only reason you want to move is because of money you need to do some more soul searching.  The reason is because if you don’t know what is ailing you, then you won’t be able to find something that is better.  What I mean by this is that you need to want more money and something else otherwise you will end up with more money and the same problems you currently have.

Have a Merry Christmas everyone!!!!!!

 Check out some of my recent articles on the blog here:










Friday, December 16, 2011

Awesome Insurance Jobs in Chicago!

Scott with Capstone - Awesome Opportunities in Chicago!

Merry Christmas!!!

I hope that you are having a wonderful holiday season.  I’m working on some great stuff in Chicago and wanted to make you aware of it.  Below I’ve included a brief description along with a link to a more formal job description.  Please take a look and let me know if you have any suggestions for recommendations.  Additionally please feel free to pass this along to anyone that might have a need or interest. 

Employee Benefits Account Manager – Northern Suburbs
This is a terrific opportunity for an account manager with a strong employee benefits background.  Our client is seeking someone with a strong self funded and middle market background working with clients ranging in size from 100 - 2,000 lives to work on a team underneath and account executive.  This is with a well respected consultant shop that competes with the Mercer's of the world while remaining the culture of a smaller organization.



Commercial Lines Account Manager – North Side
This is a great spot for a client that has a specialized niche in professional lines insurance.  However, instead of a professional lines specialist our client wants a strong account manager with good client facing experience that can be a leader in their office.  This would be a terrific opportunity for someone that is looking to transition out of a large agency into a more intimate environment.


Employee Benefits Agency Practice Leader – Midwest

This is a terrific opportunity for a well respected independent agency in the Midwest.  Our  client is looking for a transformative sales leader that can take their practice to the next level.  Their desire is to find someone that can help redesign their practice and grow it significantly.  The right person will have a strong sales management background a strong consultative vision.  Additionally they are open to someone coming from the agency or carrier side.  Must relocate for this opportunity!


Commercial Lines Producer – Northern Suburbs

This is a great opportunity for a producer that is looking to take the next step in their career.  Our client is a strong agency in the suburbs that is looking for a new commercial lines producer.  This is a situation where there is a small book to assume and is a great opportunity for someone looking to upgrade their agency situation for increased markets and service.  Our client is a generalist that works in several niches including aviation, construction and hospitality. 


Personal Lines Account Manager – Northern Suburbs
This is a great opportunity for a an account manager with a strong personal lines background that also has experience working with High Net Worth and Affluent clients.  The right person will be taking over the management of a large personal lines book that is comprised of VIP clients of the organization.  This is a desk based position and does not involve outside sales.


Commercial Lines Account Manager - Alternative Risk
This is a great opportunity to work for one of the premier agencies in Chicago.  Our client is seeking someone with extensive experience working with alternative risks and captives.  This person will need to also be very skilled working with clients.  It also offers significant growth potential.

Thursday, December 15, 2011

Commercial Lines Account Manager - Alternative Risk - Chicago (Western Suburbs)

This is a great opportunity to work for one of the premier agencies in Chicago.  Our client is seeking someone with extensive experience working with alternative risks and captives.  This person will need to also be very skilled working with clients.  It also offers significant growth potential.


Commercial Lines Account Manager - Alternative Risk
Our client is a leading independent agency in the Midwest that has been in business for nearly 50 years and ranks in the top 100 insurance agencies in the country.  They are currently looking for a dynamic individual to join their Commercial Lines division as an Account Manager in their Alternative Risk/Captive specialty.  You will be responsible for providing first line support for Alternative Risk programs in the daily service of existing and prospective clients and their policies.

Commercial Lines Account Manager, Alternative Risk Responsibilities
Assist producer(s) in the preparation of new business and renewal submissions, including gathering and organizing information required.
Receives phone calls from clients and companies regarding insurance, claims, or administrative problems, and complies with the request and/or refers to the producer when necessary.
Explains insurance coverages and processes to clients.
Reviews insurance sections of contracts, leases, and other specifications and documents and identifies compliance, seeking answers from internal and external resources as needed.
Advises client of noncompliance issues and/or additional insurance costs.
Prepares and assists in the preparation of proposals, including visits to client when requested.
Performs and/or reviews applications, policies, endorsements, audits, and cancellations for accuracy; invoices all premium bearing transactions on a timely basis; notifies producer of unpaid or disputed audits immediately and requests and performs appropriate actions in accordance with agency and carrier collection procedures.

Commercial Lines Account Manager, Alternative Risk Requirements
Bachelors degree required or related professional experience.
P&C license required.
3-5 years of experience working as an Account Manager with captives or Alternative Risk a must.
Additional professional designations (CPCU, CIC, ARM) a plus.

Please contact Scott Thompson for immediate confidential consideration and additional details.  Email:  sthompson@insurance-csg.com  Phone:  515-987-0242 ext. 17  See our website at, www.csgrecruiting.com/ins_opportunities.htm for a complete listing of nationwide opportunities.


Check out some of my recent articles on the blog here:










Personal Lines Account Manager - Chicago (Northern Suburbs)

This is a great opportunity for a an account manager with a strong personal lines background that also has experience working with High Net Worth and Affluent clients.  The right person will be taking over the management of a large personal lines book that is comprised of VIP clients of the organization.  This is a desk based position and does not involve outside sales.

Personal Lines Account Manager

Our client offers subject matter expertise in affluent personal lines.  Able to introduce risk management solutions to protect personal assets for the wealthy, this company has integrated their sales and service teams in a way that commercially driven brokers are not able to match. They seek a professional and experienced Personal Lines Account Manager to become an integral part of the client service process for the agency's affluent personal lines accounts.

Personal Lines Account Manager Responsibilities:
Support the agency's sales team with ongoing client service and relationship development.
Concentrate on submission preparation for new business prospects and remarketing; create dialogue with personal lines underwriters to secure appropriate coverage and pricing options for the insured.
Maintain high standards of account accuracy, quality, and compliance.
Work directly with clients to discuss renewal pricing and coverage options.

Personal Lines Account Manager Qualifications:
Bachelor's degree is strongly preferred; must hold an active IL P&C license.
At least seven (7) years of personal lines account management experience with a strong background in High Net Worth products.
Familiarity with marketing and online rating for Chubb, Fireman's Fund and Ace.
Excellent verbal, written, and personal presentation skills; creative writing skills or familiarity drafting correspondence/marketing materials about high net worth personal lines is a plus; comfortable speaking directly to insureds to present proposals.

Please contact Scott Thompson for immediate confidential consideration and additional details.  Email:  sthompson@insurance-csg.com  Phone:  515-987-0242 x17  Fax 515-987-0004  See our website at, www.csgrecruiting.com/ins_opportunities.htm for a complete listing of nationwide opportunities.


Check out some of my recent articles on the blog here:










Commercial Lines Account Manager - Chicago, IL (North Side)

This is a great spot for a client that has a specialized niche in professional lines insurance.  However, instead of a professional lines specialist our client wants a strong account manager with good client facing experience that can be a leader in their office.  This would be a terrific opportunity for someone that is looking to transition out of a large agency into a more intimate environment.

Commercial Lines Account Manager 
Our client is an independent agency based in Chicago with a very successful professional liability practice. This position, Commercial Account Executive, is designed to be the front line client manager for an existing book of healthcare accounts.  Specifically, you'll advise physicians and medical facilities on the appropriateness of insurance coverage and provide advocacy in the often litigious world of medical malpractice.  This is a relationship driven role which will strategize and manage many of the agency's smaller legacy accounts.  It’s an exciting position created out of the agency's continued growth and its desire to provide a deeper level of ongoing customer service.  

Commercial Account Executive Responsibilities:
Act as a leader within the agency's client service team and work closely with the CSRs.
Create and implement written service timelines which will set renewal deadlines and mid-year client visits that you will conduct instead of the producer.
Organize the agency's ongoing communication with insureds concerning policy review and changes as well as legal and compliance updates concerning medical malpractice and healthcare.

Commercial Account Executive Qualifications:
At least five (5) years of property and casualty account management experience; prior work with professional liability accounts (non-medical and medical malpractice) will be considered and is strongly preferred.
Comfortable in a lead client manager role; able to set and execute plans for quarterly client visits and facilitate the renewal process.
Present proposals in front of clients discussing coverage and pricing changes; pay particular attention to addressing renewals and the insured's satisfaction with the agency's performance.

Please contact Scott Thompson for immediate confidential consideration and additional details.  Email:  sthompson@insurance-csg.com  Phone:  515-987-0242 x17 Fax 515-987-0004  See our website at, www.csgrecruiting.com/ins_opportunities.htm for a complete listing of nationwide opportunities.


Check out some of my recent articles on the blog here:










Employee Benefits Account Manager - Chicago (Northern Suburbs)

This is a terrific opportunity for an account manager with a strong employee benefits background.  Our client is seeking someone with a strong self funded and middle market background working with clients ranging in size from 100 - 2,000 lives to work on a team underneath and account executive.  This is with a well respected consultant shop that competes with the Mercer's of the world while remaining the culture of a smaller organization.


Employee Benefits Account Manager 
Our client is a large, independent agency with an impeccable reputation based on the tenure and national exposure of its senior leadership. The group benefits division is such a strong portion of the agency's overall revenue that the same resources common to a consulting firm are present within this position.  As Group Benefits Account Manager you’ll devote time to the continued development of the agency’s relationship with the insured, and concentrate on the thorough review and implementation of policies to drive down costs and promote a strong group benefits portfolio.


Group Benefits Account Manager Responsibilities:
Provide marketing and client services for designated prospects and clients managing the submission (RFP) process, securing information to effectively market to all carrier partners, preparing all new and renewal submissions for marketing, analyzing data, reviewing proposals, completing enrollments and implementing communication strategies with the client.  
Stay abreast of markets, products, and carrier competitiveness to provide a comprehensive product portfolio to the client.  
Act as a liaison between the client and insurance companies in order to resolve all normal service issues regarding billing, claims, eligibility, and other customer service issues.


Group Benefits Account Manager Qualifications:
At least five (5) years of account management experience with a retail agency or brokerage consulting firm concentrating on accounts with at least 50-100 lives.
Prior experience in a client interfacing role with responsibilities for managing direct communication on escalated issues, pricing and coverage changes and enrollments.  
Active state L&H license 
Organized and excel at meeting deadlines; excellent communicator who can relay important information to Account Executive and Producers while managing expectations with junior level analysts.


Please contact Scott Thompson for immediate confidential consideration and additional details.  Email:  sthompson@insurance-csg.com  Phone:  515-987-0242 ext. 17  Fax 515-987-0004  See our website at, www.csgrecruiting.com/ins_opportunities.htm for a complete listing of nationwide opportunities.


Check out some of my recent articles on the blog here:










Commercial Lines Account Manager - Salt Lake City, UT

I"m working on a terrific opportunity with a well respected agency in the Salt Lake City area.  My client is a niche specialist working in professional liability coverage that needs a strong account manager/csr to step in on a growing book of business.  If you have any suggestions or questions please let me know.

Commercial Lines Account Manager

Our client is a specialized property and casualty insurer focused on providing exceptional customer service.  The position Commercial Lines Account Manager is responsible for building strong client relationships and servicing the daily needs of existing insureds.  Teamwork is an important part of the agency's client service success, so your ability to communicate and support the work of colleagues is critical.

Commercial Lines CSR Responsibilities:
Take care of clients who are preparing for renewals or who call into the agency with updates, revisions and concerns about in-force policies.
Maintain accounts with endorsements, certificates, claims reviews, billing and renewal preparation.

Commercial Lines CSR Qualifications:
At least two (2) years of property and casualty client service experience; acceptable prior employment can include CSR/Account Management experience with an insurance agency or Underwriting/Assistant Underwriting for an insurance company or Managing General Agency.
Broad property and casualty coverage knowledge including but not limited to property, general liability, commercial auto, professional liability or work comp.
Prefer to work in a team based environment.
Active state P&C license or able to obtain one shortly upon hire.

Please contact Scott Thompson for immediate confidential consideration and additional details.  Email:  sthompson@insurance-csg.com  Phone:  515-987-0242 x17  Fax 515-987-0004  See our website at, www.csgrecruiting.com/ins_opportunities.htm for a complete listing of nationwide opportunities.


Check out some of my recent articles on the blog here:










Monday, December 12, 2011

Five Things You Should Know When Working With a Recruiter

Merry Christmas!!!  I hope that all is going well for you this season!!  Today I thought I’d share some thoughts I have about working with recruiters.  As I’m sure you all know I’m an insurance recruiter and have been working in this industry for about seven years.  It occurred to me that many of you have never used a recruiter.  While I sincerely hope that you never have the need for my services as  this means you all have dream jobs that you will work until you retire, I thought that I might be helpful to share some insight into what you should know about recruiters. 

First of all, there is something that I need to get out of the way.  If you work in insurance all you need to do is to work with me.  Cease all other operations and disregard all of the advice I’m giving you below.  It doesn’t apply to me.  Just kidding.  Most of this information is because I’m aware of my limitations and want you to be successful.  So here goes!

1.  You Should Work With More Than One Recruiter

This is an area that really upsets me.  There are some recruiters out there that will ask you or give you the impression that you should only work with them.  They will give you reasons such as:

  • They’ve got all of the orders and relationships
  • It will prevent you from being accidentally submitted to a company twice
  • They only work with people that they exclusively represent

The fact of the matter is that you should be using all avenues to get a job.  Working with more than one recruiter insures that you get full coverage.  I’ll be honest.  I don’t have all the jobs out there and while I pride myself on being an out of the box thinker I miss stuff as well.  Different eyes can bring different opportunities.

2.  You Should Know Where Your Resume is Sent

This is another important thing to be aware of.  You own you job search and you should know where your resume goes.  Most recruiters are very good about this.  However, there are ones that will either take your resume places without your permission or will refuse to share their clients names because of trade secrets or something like that.  Please bear in mind that there are sometimes specific situations that require complete confidentiality.  You recruiter should be up front about these.  Regardless of the situation you should be proactive and ask how they work.  Ask them to let you know who they send a resume to and request that they ask for permission before sending a resume.

3.  Recruiters Make Money Off of Placing You

I bring this up for two reasons.  The vast majority of recruiting firms have their fee paid by the company.  However, you should still ask and make sure that it isn’t a firm that get’s paid by the candidate.  Most places will be very up front about this but it never hurts to protect yourself. 

The second reason is more important.  If a recruiter tells you that you are not a fit for a position it is because they believe that their client won’t hire you from them for a fee.  However, I can tell you from experience that recruiters are like all people and they do make mistakes and miss things.  Don’t take no for an answer every time.  Listen to the reason why they say no and if they are wrong respectfully disagree.  Now you can’t really disagree if the recruiter has it right – situations like the company wants 20 years of experience and you have four.  But you can challenge them in situations where they missed something on your resume or you didn’t put a key piece on your resume in order to save space.  Remember that you catch more flies with honey  than you do vinegar though.  Instead of telling them that they are wrong (not many people respond well to this.)  Ask them a question like:  “Would it make a difference if I had this experience?”  Recruiters are in sales and like making money – they will be open to this.  Just make sure you bring it up in a way that they can hear.

4.      Follow Up Regularly ( 2 – 4 times a month)

This is one from experience.  I talk to between 10 – 15 people a day.  I take great notes and am lucky to have a great computer system that helps  me remember people.  That said I forget about great candidates from time to time.  The law of averages suggests that most others do to.  The only to way to make sure that you keep on the top of the pile is to follow up regularly.  Now remember there is a fine line between stalking/annoying and regular follow up.  Following up 2 – 4 times a month should do the trick.  My boss always says that the keys to opportunity are time, place and state of mind.  If you follow up regularly you give yourself the opportunity of catching the recruiter when they are in different places where they might think differently.

5.  The Process Takes Time

This is another experience one.  The fastest time I’ve ever placed someone was a 24 hour turnaround.  I spoke with an individual on a Tuesday afternoon.  The client responded immediately with an interview request for the next day and made an offer on the spot at the interview.  This isn’t normal. 

Depending on the situation a company can take between 1 day to 3 weeks to respond to a resume.  The hardest part about this is that it has nothing to do with their interest level.  Just remember to have patience and that if you receive a no news update it is nothing more than a no news update and often times does not mean that there is something wrong with your resume or credentials.

That’s all I’ve got for today.  Please let me know if you have questions or comments.  Feel free to leave them below or email me at sthompson@insurance-csg.com.

Check out some of my recent articles on the blog here:










Employee Benefits Account Manager - Dallas, TX

This is a terrific opportunity for an account manager with a strong employee benefits background.  Our client is seeking someone with a strong self funded and middle market background working with clients ranging in size from 100 - 2,000 lives to work on a team underneath and account executive.  This is with a well respected consultant shop that competes with the Mercer's of the world while remaining the culture of a smaller organization.


Employee Benefits Account Manager

Our client is a large, independent agency with an impeccable reputation based on the tenure and national exposure of its senior leadership. The group benefits division is such a strong portion of the agency's overall revenue that the same resources common to a consulting firm are present within this position.  As Group Benefits Account Manager you’ll devote time to the continued development of the agency’s relationship with the insured, and concentrate on the thorough review and implementation of policies to drive down costs and promote a strong group benefits portfolio.


Group Benefits Account Manager Responsibilities:
Provide marketing and client services for designated prospects and clients managing the submission (RFP) process, securing information to effectively market to all carrier partners, preparing all new and renewal submissions for marketing, analyzing data, reviewing proposals, completing enrollments and implementing communication strategies with the client.  
Stay abreast of markets, products, and carrier competitiveness to provide a comprehensive product portfolio to the client.  
Act as a liaison between the client and insurance companies in order to resolve all normal service issues regarding billing, claims, eligibility, and other customer service issues.


Group Benefits Account Manager Qualifications:
At least five (5) years of account management experience with a retail agency or brokerage consulting firm concentrating on accounts with at least 50-100 lives.
Prior experience in a client interfacing role with responsibilities for managing direct communication on escalated issues, pricing and coverage changes and enrollments.  
Active state L&H license 
Organized and excel at meeting deadlines; excellent communicator who can relay important information to Account Executive and Producers while managing expectations with junior level analysts.


Please contact Scott Thompsopn for immediate confidential consideration and additional details.  Email:  sthompson@insurance-csg.com  Phone:  515-987-0242 ext. 17  Fax 515-987-0004  See our website at, www.csgrecruiting.com/ins_opportunities.htm for a complete listing of nationwide opportunities.



Check out some of my recent articles on the blog here:












Thursday, December 8, 2011

Employee Benefits Client Manager - Raleigh, NC

Hi Everybody!  I'm working on a great opportunity for a employee benefits account manager.  My client is a well respected consulting firm that focused on 10 - 500 life groups and larger. They are looking for someone with a strong self funded background that can be the quarterback for a good book of business.  Client facing skills are very important and exposure to wellness, marketing and daily administration are a plus.  Let me know if you are interested or if you have any suggestions!

Employee Benefits Client Manager 
Our client is an independent group benefits agency with an impeccable client service reputation.  The firm adopts a team based consulting concept where the each client service manager is constantly working with all the members of the agency to meet all of the client's needs.  Due to growth the firm has two available positions, Group Benefits Account Manager and Group Benefits Analyst, both of which are suited for individuals offering experience administering and servicing group medical programs.

Group Benefits Client Service Responsibilities:
The responsibilities of the Group Benefits Account Manager include acting as the primary contact for current clients; you'll ensure the provision of accurate and timely information pertaining to the client's upcoming renewal; you'll hold other associates accountable for meeting deadlines and operating within the client's budget for securing new proposals.

The responsibilities of the Group Benefits Analyst
The responsibilities of this position include servicing the needs of smaller employers, mostly on fully funded medical plans with less than 100 employees; you'll also work under the direction of account managers to secure information for RFP, quoting, and documentation of client communication; for all accounts you'll participate in enrollments and provide clarification on eligibility, enrollments, claims and general day-to-day customer inquiries.

Group Benefits Client Service Qualifications:
At least five (5) years of benefits related administration or service experience is required.
Active NC L&H license or able to obtain one shortly upon hire.
For the Account Manager position, its critical you have experience in the lead client management position; your experience also include policy rating, negotiation and client interfacing responsibilities.
Organized and excel at meeting deadlines; excellent communicator who can relay important information within a close knit, team based environment.

Please contact Scott Thompson for immediate confidential consideration and additional details.  Email:  sthompson@insurance-csg.com  Phone:  515-987-0242 ext. 17  Fax 515-987-0004  See our website at, www.csgrecruiting.com/ins_opportunities.htm for a complete listing of nationwide opportunities.


Check out some of my recent articles on the blog here:










Wednesday, December 7, 2011

Commercial and Employee Benefits Producers - Omaha, NE

This is a really exciting opportunity.  I'm working with an agency that offers a defined ownership plan that is looking to bring on several producers in Nebraska as part of their long term perpetuation plan.  Our  client is a consultative broker that has high expectations.  I believe that the right person is going to come from one of three places.

  • A similar sized agency that does not offer ownership
  • A large national broker that wants to gain autonomy and make an impact on their organization
  • A small agency where there is limited resources and market access
Please let me know if you have an interest or know of someone I should be in touch with!


Commercial Lines and Employee Benefits Producers
Our client is a well established, reputable insurance agency servicing business clients through commercial and group benefits programs.  Their resources extend from traditional risk management programs to providing financial and estate planning, personal lines, and loss control services.  Commercial producers with niche industry specialties can and will be supported.  The agency is interested in producers with insurance experience targeting agriculture (including biofuels), construction, manufacturing, financial institutions, and transportation  They will also consider sales professionals from those private industries interested in transitioning their business connections into a career in insurance sales.

Producer Qualifications
You must offer a proven track record in insurance sales with middle market commercial accounts or small to middle market employee benefits accounts
Prior experience working in the region with immediate business contacts
Ability to prospect, build a referral base, and close new business deals
Producers with agriculture contacts can be considered for regional expansion in northern Colorado (Front Range area) and central Illinois

Please contact Scott Thompson for immediate confidential consideration and additional details.  Email:  sdickerson@insurance-csg.com  Phone:  515-987-0242 x17  Fax 515-987-0004  See our website at, www.csgrecruiting.com/ins_opportunities.htm for a complete listing of nationwide opportunities.


Check out some of my recent articles on the blog here:










Tuesday, December 6, 2011

So You Got Fired… What Do You Say in an Interview?

Happy Holidays!  Today I wanted to touch base on a subject I get asked about a lot.  How to handle your reasons for leaving a job.  This is a really difficult subject that many people get tripped up on.  The truth is that people leave jobs.  It’s a regular part of life like death and taxes.  However, when we are asked about it we start sweating and usually words start spewing from your mouth.  The good news is that you can handle this question easily if you prepare for it.

The first part to how you answer this question is literally how you answer it.  If you are confident in your answer and you own the reason for leaving there is a good chance that the future employer will be comfortable and move on to the next question.  However, if your body language responds negatively and you stammer your way through the answer the employer may feel  that you are trying to hide something and think negatively of you.  Here’s how not to answer it:

Interviewer:  “So, Milton, why did you leave Initech?”

Interviewee:  Before answering the interviewee looks around nervously and begins to answer without making eye contact.  “Well you see… it just didn’t work out”

Interviewer:  “Why?’

Interviewee:  Takes a long pause and a deep breath.  “Well, I, um, I, you see my boss, he took my stapler, it was a Swingline and I um, uhh set the place on fire.”

Burning down the building is probably never a good reason for leaving a job...

Here is how he should have answered it:

Interviewer:  “So, Milton, why did you leave Initech?”

Interviewee:  “Well, Bob.  My boss and I had some confusion about what stapler I should be using.  So I took matters into my own hands and burnt the whole place down.  That’s the kind of take charge guy I am!  Plus I learned that I need to be a little more flexible in the future.”

Obviously this is an extreme reason for leaving – I’m not sure that you could overcome arson in any situation, but you get the picture.  Milton owned his reason for leaving, was confident about it and made it a positive.  One other thing that you want to avoid here is to make sure you don’t minimize it either.  If you make a mistake that is a fireable offense you shouldn’t start by saying it wasn’t a big deal or end the statement with some false laughter.  Just say that you made a mistake, you learned from it and that it made you a better person and employee.

The second part of this is what you actually tell the interviewer.  In most cases I believe that you need to swallow your pride and just tell the truth in an objective manner.  The key word here is objective.  Don’t be angry, don’t be sad, don’t be flippant.  Just say I was fired because this occurred.  I feel bad about the situation and I accept it.  Even if it was total BS that you were fired act this way.  Nobody wants to hear a sob story.  They want to know what you learned from it and that you handled it maturely. 

But in some cases you legally can’t share the truth.  What do you say now?  In this case you need to craft a very specific message and practice it.  It needs to be something that goes like this:

“Company X and I entered into a mutual agreement that resulted in me leaving the organization.  As a part of this I agreed not to divulge anything about the nature of my departure.  What I can tell you is that they are a great place with great people and I’m ready to move on to the next step of my career.”

Most places will understand something like this but be prepared that sometimes they will push you for more.  In this case just share what you can and apologize for not being able to share more.  Some people won’t accept this and it is just a reality you may have to deal with.

The final part is just good interviewing in general.  Think about your answer here and practice it in front of the mirror.  If you do this it will come out smoothly and eloquently and will make it effortless.  This ties in to the first part – you just need to sell it and move on. 

I have one other thought that goes with this.  These tips are equally applicable if you voluntarily left a position for another one or to look for a job as well.  You just need to have a story and stick to it.

That’s all I’ve got for today.  Have a great week and as always please feel free to leave comments below or email me at sthompson@insurance-csg.com.

Check out some of my recent articles on the blog here:










Thursday, December 1, 2011

AVP Employee Benefits Strategic Sourcing - Nashville, TN

This is a great opportunity that is a little different than the things I normally recruit on.  It’s outside the insurance industry yet they seek someone who is likely within the insurance industry. My client is looking for someone who has a strong knowledge of employee benefits, contracts, pricing, negotiations in a role where they will negotiate price reductions on benefits for members of the purchasing group. Its a tough search because it has elements of procurement  but it is not procurement in it’s truest sense and it is not an HR position and is not part of the HR department.  Please let me know if you have any suggestions!


AVP Employee Benefits Strategic Sourcing
Our client is a group purchasing organization supporting nearly 1,400 not-for-profit and for-profit acute care facilities, as well as ambulatory surgery centers, physician practices and alternate care sites.  They presently offer a unique opportunity to join their organization as the
AVP, Employee Benefits Strategic Sourcing. This individual is responsible for contract negotiation and management of employee benefit agreements for group members including PBM, Life/Disability, EAP, Dental and other HR related categories.  This individual will possess exceptional strategic and tactical contracting skills as well as superb interpersonal skills to develop and foster professional relationships with senior human resource executives, financial officers and other corporate departments.  He/she will be responsible for internal coordination with legal and advisory boards to facilitate finalization of contract agreements.  In addition, he/she will analyze and develop reports for benefit costs, healthcare trends/utilization, business case scenarios, and integrating benefit costs into financial metrics. He/she will also assist in fostering improvements in customer satisfaction.

AVP, Employee Benefits Contracting Responsibilities
Serve as HR benefits subject matter expert to membership
Identifying, coordinate and generate HR contracting activities
Develop strategies and gain consensus from designated senior leadership and project stakeholders on contracting strategies, award recommendations and financial results
Resolve vendor issues
Grow client contract volume and contract offerings for members
Manage complex solicitations and reviews specialized and/or non-routine proposals, bids, and contract modifications.
Analyzes significant, and/or unique contract requirements, special provisions, terms and conditions to ensure compliance with appropriate laws, regulations, and corporate policies and business unit procedures.

AVP, Employee Benefits Contracting Requirements
Bachelors required.
At least 10 years experience with a preferred concentration in the human resource benefits contracting area. Prior experience as both a health benefits insurance underwriter and customer consultant preferred.
Extensive knowledge of negotiation tactics and strategy formulation.  General knowledge of carrier solicitation and evaluation process
Excellent analytical and financial modeling skills
Ability to identify savings opportunities and communicate clearly and effectively to employers
Possesses good organizational and presentation skills
Excellent oral and written skills

Please contact Scott Thompson for immediate confidential consideration and additional details.  Email:  sthompson@insurance-csg.com  Phone:  515-987-0242 EXT 17  Fax 515-987-0004  See our website at, www.csgrecruiting.com/ins_opportunities.htm for a complete listing of nationwide opportunities.


Check out some of my recent articles on the blog here:










Employee Benefits Account Manager - Salt Lake City, UT

This is a great opportunity with one of my best clients.  They are looking for a very sharp account manager with middle market and large account experience (250 – 2,500 lives). Self funded experience is a must.  This place offers terrific benefits and a great work life balance.  As always please let me know if you have any suggestions or are interested yourself.


Employee Benefits Account Manager

Our client has been in the risk management business since 1910 and is one of the largest independent insurance brokers in the western United States.  They cater to both small and large market business clients and offer a diverse product line that includes employee benefits, safety consulting and contract surety.  They currently offer an opportunity in their health and welfare division as an Employee Benefits Account Manager.  In this position you'll assist producers in marketing and servicing a large book of business.  


As Account Manager
You'll participate in prospect or client situations, as directed
You'll support the bidding process by releasing requests for proposal, fielding carrier questions, developing financial spreadsheets, coordinating carrier interviews, and maintaining client service issue logs
Supports the client or prospect effort through review and assistance with preparation of RFP materials


Account Manager Qualifications
At least 5-7 years of group benefits service experience within an insurance agency or benefits consulting firm
Must have prior background directly working with clients to manage their group benefits policies
Product experience includes fully funded and self-funded risks for group medical and ancillary coverage
Experience working in a team environment managing endorsement requests, new business marketing, certificate processes, and billing inquiries


Please contact Scott Thompson for immediate confidential consideration and additional details.  Email:  sthompson@insurance-csg.com  Phone:  515-987-0242 x17  Fax 515-987-0004  See our website at, www.csgrecruiting.com/ins_opportunities.htm for a complete listing of nationwide opportunities.



Check out some of my recent articles on the blog here: