2007 Best Practices Study

Agencies with Revenues Between $10,000,000 and $25,000,000

Executive Perspectives

Profile

Revenues/ Expenses

Financial Stability

Employee Overview

Producer Info

Service Staff Info

Technology

Insurance Carriers

Appendix

Service Staff

Service Staff is defined in the study as typically non-commissioned employees who have responsibility—either directly (e.g., Account Executives (AE), Account Managers (AM), Customer Service Representatives (CSRs), Assistant CSRs, etc.) or indirectly (e.g., Claims Specialist, Placer/Marketer, etc.)—to provide or support the delivery of service to the agency’s clients.

Customer Service Staff

Average

+25% Profit

+25% Growth

Total # of Service Staff: (as defined above) % of Peer Agencies Having:

50.8

36.2

41.7

Separate/Dedicated Marketing Department Separate/Dedicated Claims Department Assistants for CSRs/Account Managers

83.3% 86.7% 70.0%

75.0% 87.5% 62.5%

87.5% 100.0% 50.0%

TPA Service Staff

Average

+25% Profit

+25% Growth

% of Peer Agencies Having: Workers Comp TPA

0.0%

0.0%

0.0%

# of Service Staff

* *

* *

* *

Total TPA Revenues Serviced

Group Benefits TPA

6.7%

12.5%

0.0%

# of Service Staff

* *

* *

* *

Total TPA Revenues Serviced

*Insufficient Data

Customer Service Representatives (FTE)

In the following charts the number of CSRs includes Account Executives (non-producer position), Senior CSRs, CSRs, Account Managers, Assistant CSRs, etc. (i.e., positions with main responsibility for client service or main responsibility to support the AE, CSR/AM in providing client services) . It also includes the department managers who spend a portion of their time servicing clients. Respondents were instructed to use decimals to accurately represent the actual number of full-time CSR positions.

137 2007 Best Practices Study | Agencies with Revenues Between $10,000,000 and $25,000,000 | Service Staff Info