ISG International

Placing computer consulting, software development and other information technology risks can be a difficult task and the hard market conditions make it even more of a challenge for agents and brokers, says Steve Robinson, vice president of marketing for the Cambridge, Maryland-based ISG International. Nevertheless, he says that ISG's CCBsure insurance program has positioned itself as the market leader for small to medium-sized technology risks. "Experience, human capital and underwriting leverage are what set the best programs apart from the rest and we believe that, when it comes to technology, no program has more of these crucial attributes than CCBsure."

ISG International began as an agency in 1977, insuring television repair companies in Baltimore. In 1989, ISG redirected its niche marketing to focus on information technology businesses and, today, it is ISG's primary niche market. "It all began with one of our clients who was in the process of starting an association of computer consulting businesses," says Robinson. "At the time, consultants were concerned about an IRS ruling regarding who employed consultants under Section 1706. The National Association of Computer Consultant Businesses (NACCB) was formed primarily to deal with this issue. But the members also saw this as an opportunity to band together and develop an insurance program that would provide coverage specifically designed for this niche market. After two years of talking to NAACB members to find out what their needs were, we created an insurance program--CCBsure--to address those needs."

Robinson says that the unprecedented growth in this niche area led to the creation of a brokerage division to provide services to brokers faced with providing coverage to IT companies that have risk profiles with which those brokers are completely unfamiliar. The division was set up in 1995 and, today, handles about 60% of IT business insured through ISG.

"While the current economy certainly presents a new set of challenges for placing specialty lines of insurance, CCBsure has been able to respond to the needs of insurance professionals with a customized package of coverage specifically designed for the technology industry," says Robinson. "CCBsure's insurance package is there to help get agents in the door with new clients; and the program's direct access to A-rated carriers, better coverage, exclusive claims data and faster response time will help put them ahead of their competition. Insurance packages can include general liability, errors and omissions, all-states workers compensation, directors and officers, employment practices liability insurance, fidelity and more, all in one package."

Robinson believes that the Target Markets Association represents an ideal venue for program administrators to communicate with each other and share ideas. In addition, he says, the Association provides an opportunity for agents and brokers to search the marketplace, to find out what programs are out there that might be right for their clients. "TMA will offer program specialists, agents and brokers and insurance companies the chance to interact more efficiently," says Robinson. *