Cheri A. Williams, CIC

***** ************ *****, ************, ** 20878

Cell Phone: 571-***-****

Accomplishments:

• Managed the commercial team (small, middle market and national acts.). Responsibilities included recruit-

ing/hiring, performance reviews, planning and conducting regular team meetings, compensation, continuing

ed and internal technical and procedural training.

• Planned and managed a 100% conversion to a paperless working environment that included scanning all

current client file documents (policies, endts, audits, correspondence, etc.), and electronically attaching

within the agency mgmt. system, according to modified processes and procedures, which included universal

codes to identify the type of document attached to a policy. Implemented front-end scanning and distribu-

tion of mail. Two years after final conversion, the agency realized a 10% reduction in staff required to ser-

vice the client base due to increased productivity.

• Developed, implemented and lead a wholly owned subsidiary, which provided fee-based risk management

services to existing clients (commercial lenders and real estate investors/developers). Participated in the

acquisition/divestiture due diligence and monitored transition through post-closing. This operation pro-

duced additional net income of approximately $275,000 after its’ third year of operation.

• Over a one-year period, performed revenue audits of assigned accounts after analyzing historical account

income( total commission or fee income) and identified those accounts that had either remained flat or gone

down over the past five-years and successfully introduced a flat fee increase to clients who had not had a

fee increase in five years or more; and in some cases, converted the account back to commissioned through

tenacious review of overall profitability with the carriers, close management of renewal quotes that were

negotiated to include broker’s standard commissions, while communicating full disclosure to the client.

This activity, across assigned book, resulted in an increase in account revenues of $165,000.

• Train, mentor and motivate approximately three to six new team members on internal processes and proce-

dures each year. Cultivate an environment that promotes and rewards team success as the key to achieving

individual success; through advocating the sharing of knowledge, information and expertise at all levels,

face-to-face problem-solving discussions and through team re-checking any material client deliverables;

such as renewal and new business proposals.

• Manage and execute the renewal process on assigned accounts, under strict guidelines and timeframes; gath-

ering updated exposure info, conducting a client-facing pre-renewal meeting 150 days prior to renewal to

determine their renewal objectives, while also managing their expectations through key deliverables such as;

a historical claim frequency and severity report, which analyzes claims by line, over a five-year period,

historical premium info, by line; recapitulating any coverage broadening successes achieved; review of any

outstanding loss control recommendations and/or high CAT exposures and providing a renewal deliverables

timeline); attempt to determine if we will have competition, flushing out any material changes that may

have taken place over the proceeding twelve months that could affect underwriting, claims, coverage and/or

profitability.

Experience:

Willis of Maryland, Inc. September 2012 to Present

Vice President, Senior Client Services Specialist - WRS

• Responsible for the daily mgmt. of the servicing and placement of assigned P&C accounts, including D&O,

E&O, EPL, Fiduciary, Media & Privacy and Fidelity & Surety bonds (in addition to the traditional prop., gl, auto,

wc, umb, etc. lines). Coordinates all service requirements with CM’s, claims advocate and loss control while an-

swering all incoming technical questions from both the client and carriers, and solving any problems that might

arise.

• Monitor the timely invoicing and collection of all endts., audits and renewals. Works with the producer to round

and retain existing accounts. Possesses an overall understanding of client’s business operations in order to provide

appropriate advise for changing situations and analyzing any coverage changes that might be required in the exist-

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ing program as written. Identifies all cross-selling opportunities and develops strategies for the retention of re-

newals and provides support to producer activities while achieving high service standards.

The McLaughlin Company January 1989 to September 2012

• Managed up to 21 employees in the Commercial Insurance (traditional P&C lines) and Specialty (D&O/E&O,

Fiduciary, EPL, Media and Privacy, Fidelity & Surety Bond Programs) Depts.

• Developed, created and operated the agency’s Risk Management Division.

SKILLS:

- Internal team training and mentoring ~ average 2 - 6 per yr. on the most difficult processes, such as; WEM compli-

ance, accurate recording of all marketing efforts in order to attain credible benchmarking statistics, use of bench-

marking and analytical tools to provide clients with a higher level of service.

- Cross sell revenue generation opportunities - bound an average of $25,000 to $150,000 annually, by quoting on

and obtaining bind orders on new lines.

- Able to successfully negotiate contract language amendments to either broaden or eliminate coverage, when possi-

ble with a carrier.

- Review and compare multiple carrier proposal documents to evaluate the terms and conditions offered as com-

pared to what exists in the client’s present program.

- In coordination with CM, reviews all policy and endorsements for accuracy.

- Procures information and creates a comprehensive new/renewal submission.

- Manage routine claims and directly assist client with more complex claims when necessary.

- Contract review and analysis. Review of non-standard COI requests.

- Adept at policy form review, analysis and comparison.

- Coverage presentations to client groups

- Highly organized and self-motivated with a tenacity for attention to detail ~ was able to re-prioritize daily and of-

tentimes, hourly, in order to respond to urgent external and internal requests during an 18-month period of severe

understaffing due to employee resignations. This required the remaining SCM’s and CM’s function at a much

higher level, taking on an additional workload of approximately 15 - 20%. Successful team members were con-

stantly prioritizing their workload multiple times each day in order to ensure that nothing fell through the cracks

and that client service levels were not interrupted or reduced.

- Diverse operational knowledge of numerous classes of business; hotels, real estate, non-profits, habitational, con-

tractors, healthcare, Taft-Hartley trust & training funds, data centers, political risks, lobbyists, government con-

tractors, condo associations, auto dealerships, trucking

- Fifteen years experience with Applied’s TAM and 2 years experience with EPIC.

- Proficient in MicroSoft Office & IOS (Apple) Suites -

- Excellent knowledge of loss sensitive programs (lrg. ded., retros & self-insured programs with high stop loss lim-

its)

- In-depth knowledge of commercial property & casualty insurance products, with special focus on liability lines

- Strong analytical and problem-solving skills; able to identify, analyze and resolve issues. Attention to detail

- Experienced in team management and strong advocate of the concept of working together as a team.

- Excellent interpersonal and communication skills - written and oral. Ability to effectively interact at all levels,

internally and externally. Cultivates strong business relationships

- In-depth knowledge of regulatory guidelines. Strong market awareness of competitive conditions throughout the

United States.

EDUCATION:

University of Kentucky Lexington, KY Bachelors of Science - Nursing 1986

Certified Insurance Counselor (CIC) National Alliance

*complete list of all industry related education available upon request.

*list of references available upon request

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