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Target Markets Program Administrators Association Target Markets a strong advocate for program business TMPAA's mission tied to active participation of members By Bob Bloss “We thought all details were taken care of,” recalls Glenn Clark. “We’d recruited almost 225 attendees for our first annual Target Markets Program Administrators Association (TMPAA) national meeting. Great timing, great venue—Tempe, Arizona; October 2001—easy to get to. Then suddenly, 9/11 happened and the nation was in turmoil. “Later, as things began to re-settle, we wondered if anybody would show up for our ‘grand opening’. A lot of people, including carriers and speakers, were cancelling flights.” Despite the country’s somber state, 150 insurance professionals with serious interest in Program Administration made their way to that first meeting. “When we all convened and began to network,” Clark says, “we knew we had something special going. “Our game plan then—and still is—centered around five themes: 1. Evaluate and promote technology; 2. Broaden your skills; 3. Helping you, as decision makers, to meet decision makers at the carrier level; 4. Networking; and 5. Cross-sell your programs through other proven Program Administrators.” By now TMPAA membership totals nearly 150 Program Administrators, roughly 40 Vendors, and 40 insurance companies (Carrier Partners). Clark is a former president of AIG’s owned MGA, Morefar Marketing, and is currently president/owner of Rockwood Programs, which administers nationwide management liability programs. He served as TMPAA’s first president. The Association also created a board of directors, many of whom still serve. Newly elected directors deliver fresh ideas each year. Art Seifert succeeded Clark as president in 2004, and in October 2006 president-elect Greg Thompson starts a two-year term. “Prior to 2001,” reflects Clark, “no forum for efficiently conducting mutual business existed for program specialists and carriers who have program strategies. There was a real need to bring them face to face to discuss issues specific to program business. Yes, AAMGA and NAPSLO traditionally served general wholesale agencies well. However, there’s a difference between generalist wholesalers and someone who lives, eats, and breathes programs. We envisioned an association of program administrators, carriers, and vendors who concentrate solely on program-related themes. We clearly recognize AAMGA’s and NAPSLO’s importance to the insurance industry. In fact we complement and cooperate with them in several ways, and regularly exhibit at AAMGA conventions. That said, our dedication is exclusively directed to program specialists.” At TMPAA meetings, speakers, workshops and one-on-one appointments with vendors and carriers fill each day. Besides the October annual meeting, mid-year meetings are held every spring (next year’s is in Atlanta, May 7-9). Clark articulates TMPAA’s membership philosophy: “We could easily attract 500 members. But we don’t think we want to. Ideally you want all members to bring something to the table. The value of membership should stand for something. Our model is different from a lot of other groups. We don’t charge excessively heavy dues. We want members to contribute. When they know up front that commitment to active participation is required, only the best sign on. In fact, we limit annual meetings to members only. We invite guests for a one time ‘look’, but after that only eligible members can attend meetings. “One area that still needs bolstering is Vendor participation,” says Clark. “A Vendor evaluation and recruitment committee is needed. We critically evaluate every meeting, workshop, speaker and event in order to maintain relevancy and usefulness for our attendees.” Reflecting on milestones during the past five years, Clark points to several developments. Among them, the 2003 launch of the TMPAA Target Programs Web site that describes Program Administrator members’ programs (www.targetprograms.com); the TMPAA Best Practice Program (see article on page A4); a TMPAA E&O program with proactive risk management at its core; an active Board of Directors; new volunteer leadership; committed carrier partners; and a bearing of professionalism and esprit de corps throughout the group. Envisioning the Association’s future, Clark cites the importance of convincing carriers to consider comparatively smaller programs. “Each of us on the membership committee was once a small program. Carriers recognize that. Some of them even consider start-ups because of their good potential.” Clark also foresees some near-term new developments: An ethics committee, Best Practices as an industrywide recognized achievement for Program Managers, a Target Markets Insurance Company, and an improved platform for members to manage their E&O. “As our group matures, perhaps we can add new ‘tracks’ for program managers’ employees in such areas as underwriting, administration, and marketing.” Clark also notes that the association is considering conducting educational seminars that include CE credits. “The key to our future success is simple,” Clark summaries: “Members who contribute. We need their time, ideas, enthusiasm and energy more than their dues. Committed carrier partners and vendor partners are also essential to the Association’s goals.” * |
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