As it approaches its 25th anniversary, Charity First is looking to build out its program business by bolstering service levels, speeding response times and offering enhanced products. “Since I started with the firm in January,” says Riley Binford, CIC, executive vice president, “we have really emphasized improving our service. Response times have improved, submissions are acknowledged within 24 hours and quotes are offered more quickly, and we’ve actually sharpened the pencil and gotten much more competitive.”

The program administrator, which offers package, auto, umbrella and workers compensation to nonprofits and social service agencies, has also focused on product enhancements. “We’ve emphasized rounding out accounts with workers comp,” Binford explains. “We have always entertained workers comp, but today we’re more willing to write it and, in fact, are often able to write it with the same carrier that provides the other coverages.”

That’s good news for agents and brokers, Binford notes. “Workers comp is a good way for a broker to get a foot in the door,” he says. “Often, it’s a client pain point. By being more open to workers comp, we open more doors for agents and brokers.”

Charity First is also enhancing other product lines. “We’ve done a thorough review and are working to broaden the property, GL and auto offerings, and are looking to provide higher umbrella limits, as well,” Binford says.

A key program focus has been social service agencies. “We cover a wide range of operations, from residential care facilities for children and shelters for battered women to alcohol and drug rehab facilities,” he explains. “We write almost anything to do with the developmentally disabled, from sheltered workshops to independent living and life skills training.”

Charity First programs cover a host of other nonprofit segments, too. “These include art galleries, foundations, Boys & Girls Clubs, chambers of commerce, vocational schools, thrift store operations, to name a few,” Binford says. “We also offer a program specifically for the Evangelical Lutheran Church in America, with about 600 congregations in that particular program.”

The program administrator recently expanded into what Binford calls “for-profit social service agencies. Those are for-profit firms that look like nonprofits,” he explains. “And we offer all of the big coverages everyone is looking for: sexual abuse, molestation, social services professional with high umbrella limits, and D&O.”

Charity First will continue to expand into specific niches within the nonprofit and social service arena. “We are working on that on a number of fronts,” Binford says. This expansion will allow the program administrator to drive significant premium to selected carriers and will offer retail agents and brokers an opportunity to serve more clients with focused, competitive insurance programs.

“We’re looking to take what may be perceived by some carriers as an undesirable class of business, build an underwriting box around it and figure out how to recognize and write the good risks,” Binford explains. “That is what we bring to the table.”

That table could well be at an upcoming Target Markets Program Administrators Association (TMPAA) meeting. “TMPAA is the best organization for creating new relationships and strengthening ones that already exist,” Binford says. “Their meetings are really worthwhile, because of the interaction between carriers and program managers.

 “Everyone understands why they are there,” Binford adds. “Plus, the meetings are not so big that you can’t see everyone you want to see.” More than just see people, he notes, it’s an opportunity to strike deals. “It’s all business, and I thrive on that,” he adds.