Our Blog

We’re insurance experts and insurance-technology experts, if we do say so ourselves. So, we think we’ve earned the right to have opinions here and there. And we believe we should share those opinions with the people in the industry we serve. That’s why we created this blog. We want to share what we know and what we’ve seen. We want to share what works and what doesn’t. We want to give you the benefit of our experience so you don’t have to come by your experience the hard way. Most important, we want you to think of us — and this blog — as a resource. Please come back often. There’s no telling what you’ll find on any given visit. But we’ll do our level best to ensure it has value to you, to the industry, and to the work in which we all share, one way or the other.


Evaluation Time

By R. Christopher Haines, President and CEO Nothing quite says the holiday season like turkey, Christmas trees, and performance evaluations — everyone’s favorite time of the year, at least for two of the three. Ideally, we’d be doing reviews some other time of the...

Don’t Screw Up the Turkey

By R. Christopher Haines, President and CEO I’ve been in some pretty high stress situations in my life. Throughout my career, I’ve worked some pretty important projects, taken some huge risks, and spoken at conferences in front of large crowds. Through almost two...

Don’t Ever Forget

By R. Christopher Haines, President and CEO Last week Cambridge University announced it believes it’s discovered a way to stop negative thoughts and, someday, remove bad memories altogether. I totally get the reasoning for this and the desire to develop this...

Buddy, You Give Sales a Bad Name

By R. Christopher Haines, President and CEO You know who these guys are. They know who they are. Or maybe it’s scarier if they don’t. But I can tell you one thing: They give the rest of us who need to sell stuff a bad reputation. This example takes the cake: We had an...

Well, That’s Vague

By R. Christopher Haines, President and CEO Does anyone else sell a service that’s hard to explain? You know what it is. Your prospects think they know what it is. But it’s hard to convey what this service actually entails. The real issue is that the service is hardly...

Tradeshows: The Best of Times, the Worst of Times

By R. Christopher Haines, President and CEO I’m guessing many of you have worked or attended tradeshows in your careers. I’m no different. We just wrapped up working one of our bigger shows of the year. This show was great for us, but they all have their ups and...

Trouble with your IT Vendors? Maybe it’s you.

By R. Christopher Haines, President and CEO You could classify our organization as an IT vendor. Though we provide services relating to IT, we’re usually positioned between companies and their IT vendors. So we see it all: the good, the bad, and the ugly. I’m usually...

Live and Learn

By R. Christopher Haines, President and CEO Albert Einstein once said, “Once you stop learning, you start dying.” While I’m not sure what he was referring to, this could not be more true of a business. If your business becomes complacent, things can start to fall...

Paralysis by Analysis

By R. Christopher Haines, President and CEO Decisions aren’t easy. I can’t even decide what to have for lunch half the time. You definitely don’t want to hear about my wife and I trying to decide what to have for supper. And these are small, relatively insignificant...

What Does it Mean for the Customer?

By R. Christopher Haines, President and CEO Do you think enough companies use this question to drive their businesses? I don’t. Especially IT companies. Many IT companies have competing agendas. Management has profit goals. Sales and marketing have revenue goals. Rank...

Go, Cubbies!

By R. Christopher Haines, President and CEO I’m a huge baseball fan. I try to be loyal to my Cincinnati Reds, but most years they’re in the cellar at this point in the season. This year’s no different. So, now I spread my baseball love between the Red Sox and...

The Next Great Customer

By R. Christopher Haines, Executive VP and Chief Operating Officer Doesn’t it seem like business people are always chasing the next great customer — or, at the very least, like they’re constantly trying to change who they are or to reinvent themselves? But what about...

What’s More Important – You or Your Money?

By R. Christopher Haines, Executive VP and Chief Operating Officer Do you ever ask yourself that question when working with a vendor partner? Does the vendor really value your relationship and the opportunity to work for your organization? Or is it strictly about the...

But Has It Ever Happened?

By R. Christopher Haines, Executive VP and Chief Operating Officer Recently, I found myself in one of the most peculiar situations of my professional career: Our team was part of a joint project for a customer that had an ostensible IT professional on the project. Our...

And Security Takes the Lead …

By R. Christopher Haines, Executive VP and Chief Operating Officer Well, here we go again. Another big, international cyber security incident. A bunch of people clicked an email link or opened an attachment they shouldn’t have and took down their employers’ computer...

‘Tis the Season … of Scope Creep

By R. Christopher Haines, Executive VP and Chief Operating Officer Spring has sprung, the birds are chirping, and all the July 1st go-lives are getting moved back. Companies start out the year with ambitious goals for their IT projects. As they’re finalizing budgets...

Do I Even Matter?

By R. Christopher Haines, Executive VP and Chief Operating Officer Lately, I’ve been feeling insignificant … like I don’t even matter in this big, cruel world. I’m sitting here pouring my heart out, and half of you won’t even read this. Not because you don’t want to,...

It Ain’t Sexy

By R. Christopher Haines, Executive VP and Chief Operating Officer When many people think of IT, they think of innovation, computer programmers, and cutting edge apps. They envision groups of people working on ways to make your sweeper and lawnmower talk back to you...

IT – The Ultimate Afterthought

By R. Christopher Haines, Executive VP and Chief Operating Officer Spending my entire career in IT, I might be a little biased. Nevertheless, I’m still surprised that the role and importance of IT in an organization is usually overlooked, especially in startups and...

Fast or Good?

By R. Christopher Haines, Executive VP and Chief Operating Officer You can have it fast, or you can have it good. But you can’t have it both ways.* Welcome to the word of unrealistic expectations: I need something very complex, and I need it yesterday. Or I want to...

How Many is Enough?

By R. Christopher Haines, Executive VP and Chief Operating Officer Do large numbers impress you? Do you pick your hamburgers based on things like “over 99 million served”? Or are you the kind of person who likes your hamburger from the place where the owner comes out...

What did I miss?

By R. Christopher Haines, Executive VP and Chief Operating Officer So, here we are in the land of insurance technology at the beginning of 2017 and #insuretech is all the rage. We’re supposed to be planning for the future, pushing innovation, trying to draw new blood...

Use the Right People

By R. Christopher Haines, Executive VP and Chief Operating Officer You run a company full of top-notch people. They’ve been with you through thick and thin. They might even fight through anything with you. You decide it’s time for a new building to house your...

Agility Isn’t Everything

By R. Christopher Haines, Executive VP and Chief Operating Officer Aren’t buzzwords awesome? It’s kind of like high school all over again. The in-crowd versus those not in the in-crowd. Get with us or you aren’t cool. There’s more and more of this kind of jargon...

Happy New Year

By R. Christopher Haines, Executive VP and Chief Operating Officer Happy New Year … Again Where does the time go? It’s already New Year’s again? That’s amazing to me. People always talk about how fast time goes by, but it’s true. The other day I was looking for an...
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