theint - iasa final.… · manning playbook • condoleezza rice: a recap. 4 summer 2015...

A Publication of the Insurance Accounting amp Systems Association

theInterpreter reg

SUMMER 2015

Vol LXXXVIIssue II

reg

GO ALL IN 2015 CONFERENCE REVIEWp19

FInd out what went on at the 2015 IASA Annual Educational Conference amp Business Show

BUSINESS ETHICS Exploring Some Basic Considerations p 10

ANALYST INSIGHTS 4 Ways Core System Replacements Differ From Other IT Projectsp 18

New Loss Disclosures for GAAP and STAT Property and Casualty Insurersp 12

EXECUTIVE CORNER An Interview with Dave Grossp 14

INS

IDE

I

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椀猀挀猀挀漀洀簀㠀㠀㠀㤀　䤀匀䌀匀꤀ 　㔀䤀匀䌀匀䄀氀氀刀椀最栀琀猀刀攀猀攀爀瘀攀搀

倀漀氀椀挀礀䄀搀洀椀渀

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I

SUMMER 2015 x Vol LXXXVI x Issue II

Summer 2015 3

38 SOCIAL MEDIA Polish Your LinkedIn Profile

39 TAX CORNER Later Has Arrived Five Tips for Tackling Your To-Do List

40 ASSOCIATION NEWSbull National Volunteer

Profile Darin Reffitt

bull Member Company Spotlight Farmers Insurance

bull Committee Spotlight Developing and Delivering Educational Content

bull Chapter News

departments

reg

cover story p8Business Ethics Exploring Some Basic Considerations

contentsPUBLISHED BYINSURANCE ACCOUNTING amp SYSTEMS ASSOCIATION INC (IASA)3511 Shannon Road Suite 160PO Box 51340Durham NC 27717-3409Phone (919) 489-0991Fax (919) 489-1994Email infoiasaorg

VICE PRESIDENT MARKETING amp COMMUNICATIONSMary Ellen FreyermuthCatholic Mutual GroupMfreyermuthcatholicmutualorg

DIRECTOR OF PUBLICATIONSBeth BartlickOceanwideBethBoceanwidecom

MARKETING ASSOCIATE SUBSCRIPTION INFORMATIONKaitlyn JollyIASA International Officekjollyiasaorg

ARTICLE SOURCINGEDITING LEADSStephanie LeichtGhostDraft StepahnieleichtghostdraftcomPatricia SpeerMSG Global SolutionsPatriciaSpeermsg-globalcom

ART DIRECTORMichael MolanphyVaradero Communications LLCmichaelmolanphymaccom

PUBLICATION INFORMATIONIASArsquos Interpreter is published quarterly and is available at the general subscription rate of $3500 per year for members and $4500 per year for non-members

REPRINT INFORMATIONNo part of this publication may be reproduced without written permission of the publisher Re-prints of Interpreter articles are available from the publisher and may be coordinated through the editor of this publication

Copyright 2015 by IASA All right reservedNote The news expressed in Interpreter articles and columns reflect the opinions of individual authors and should not be construed as carrying the endorsement of the Insurance Accounting amp Systems Association (IASA) or its staff Additionally use of this publication the name ldquoIASArdquo or the name ldquoInsurance Accounting amp Systems Associationrdquo for personal promotion or recruiting purposes is strictly forbidden Violations will be prosecuted or reported to the National Association of Personnel Consultants and appropriate licensing authorities as deemed warranted by IASA Violations will be published for the information of our member companies

A publication ofreg

reg

columns4 Editorial Opinion

ChangemdashTake the Risk

6 Presidentrsquos MessageWhat IASA is All About PEOPLEmdash

PASSIONmdashPURPOSE

7 From the Executive DirectorThank You For Another

Outstanding Year

18 Analyst Insights4 Ways Core System Replacements

Differ From Other IT Projects

features12 New Loss Disclosures for

GAAP and STAT Property and Casualty InsurersBy Magali Welch

14 EXECUTIVE CORNER An Interview with Dave Grossby Steve Discher amp Rod Travers

2015 Conference Review p19bull An Enterprising Approach to Rip and Replace

bull Avoiding Legacy Implementation Future-Proofing Your Core Systems Transformation

bull Creative Thinking in Todayrsquos Business Environment

bull How to Become More Strategic amp Innovative

bull Show Me the Money or Show Me the Truth

bull Vendor Connections amp Perspective from Vegas

bull Celebrating Volunteers

bull Word On The Street

bull 7 Winning Leadership Ideas From the Peyton Manning Playbook

bull Condoleezza Rice A Recap

4 Summer 2015 theInterpreter x wwwiasaorg

2014-2015 IASA VOLUNTEER MANAGEMENT TEAMPRESIDENTTim Morgan The Republic Group

PRESIDENT-ELECTRod Travers The Nolan Company

CHIEF FINANCIAL OFFICERTom Ewbank The Ewbank Group PC

CHIEF INFORMATION OFFICER Carlos Correa Liberty International Underwriters

VICE PRESIDENT ndash BUSINESS SHOWMargaret Horn Everest Reinsurance Company

VICE PRESIDENT ndash CHAPTERSBrian Ollech The Warranty Group Inc

VICE PRESIDENT ndash e-LEARNINGCeleska Fredianelli

VICE PRESIDENT ndash EDUCATIONBeech Turner Assurant Specialty Property

VICE PRESIDENT ndash INDUSTRY RELATIONSJeanne Sokolak RR Donnelleyrsquos Insurance Services Group

VICE PRESIDENT ndash MARKETING amp COMMUNICATIONSMary Ellen Freyermuth Catholic Relief Mutual Insurance Company

VICE PRESIDENT ndash MEMBERSHIPScott McEntee Farmers Mutual Hail Insurance Company of Iowa

VICE PRESIDENT ndash SEMINARSBillie Midgett-Gordon RGA Reinsurance Company

VICE PRESIDENT ndash VOLUNTEER DEVELOPMENTKaryn Spaude Michigan Automobile Placement Facility Company

IASA GOVERNING BOARDPRESIDENTTim Morgan The Republic Group


BOARD CHAIRBeth Mercier The Travelers Companies


CHIEF INFORMATION OFFICERCarlos Correa Liberty International Underwriters

AT-LARGE BOARD MEMBERSSonia Cliffel Miguel EdwardsFirst American Allstate Insurance Equipment Finance Company

Darby OrsquoNeill Brian OllechPrinceton Insurance The Warranty Group

Linda PaolucciTIAA-CREF

ASSOCIATION STAFFEXECUTIVE DIRECTORJoseph P Pomilia

VICE PRESIDENT ndash CONFERENCES amp EVENTSMargaret M McKeon

VICE PRESIDENT ndash BUSINESS DEVELOPMENTChuck Gunkel

DIRECTOR OF EXHIBITSKim Morris

DIRECTOR OF MEMBER amp VOLUNTEER SERVICESTricia Stillman

DIRECTOR OF OPERATIONSGina H Jolly

MANAGER MEMBER SERVICESSheila White-Smith

CHAPTER SERVICES COORDINATORAngie Gurganus

MARKETING ASSOCIATEKaitlyn Jolly

EDITORIAL

What frightens me This was a question posed to me recently regarding business In the past

the answer might have been change Letrsquos face it change is the one constant in life and itrsquos the one thing most individuals dread and typically try to avoid Have you ever thought how odd it is that most people try to avoid change I mean the moment we are born and enter into childhood wersquore changing learning growing and developing as a natural part of life However somewhere along the way we become conditioned to avoid or become afraid of change

I donrsquot think the process of changing is the problem but perhaps facing the unknown is the great fear In business stagnation or lack of change leads ultimately to demise Growing requires change and risk There are a variety of ways change can occur technology staffing and expansion for instance Interestingly one change typically acts as a domino effect on other areas For instance a carrier looking to increase efficiencies and offer a better customer experience may purchase a new front-end system This can have a ripple effect changing job responsibilities and training to your staff and leading to an expanded footprint by adding a new product or state This can be scary process The result we strategically analyze the strengths and weaknesses of our plans attempting to reduce risk

So what frightens me Perhaps itrsquos not change but the unknown As we get older taking risk once we have become comfortable in our surroundings can be daunting and overwhelming Those of you who know me are aware that the Insurance industry is new to me About 4 years ago after a long and successful career in media I realized I might have chosen the worst possible profession to enter after college When my grandmother was alive she would tell me stories of how the ice salesman delivered ice to her house by a horse drawn carriage Think of men delivering ice

up and down the streets of Philadelphia This is not a sight I have ever seen In fact with the exception of the occasional large party or power blackout I hardly ever purchase ice Ice Salesman like traditional media has become passeacute in many instances So I reinvented myself I repackaged my skills and found an opportunity in the insurance industry The insurance industry has found taking a risk on new blood from outside the industry can be a good match Funny as I write this editorial I realize itrsquos

through the insurance industry and specifically my relationships through IASA that allows me to use all my skills marketing communication sales and writing In fact as you read the articles in this issue of the Interpreter you may find a common theme IASA empowers volunteers to utilize skills in areas that may not be in their comfort zone and making very positive changes Recently IASA bestowed awards on a number of such volunteers who embraced change to make IASA bigger better and more effective We continue to honor these risk takers and change makers while looking forward under the guidance of the 20152016 management team to see what new and interesting things will be brought to IASA by the next team of risk takers and change makers

So donrsquot be frightened by change or the unknown Embrace it participate try something new things and expand your comfort zone Remember staying in your comfort zone could mean others are likely passing you by If you are looking for opportunities to expand your skills reach outside of your comfort zone and make impactful change try IASA and consider becoming a volunteer

Change mdash Take the Riskby STEPHANIE LEICHT GHOSTDRAFT

Growing requires change and riskrdquo

Stephanie C Leicht is the VP of Sales for GhostDraft Inc and is a sourcingediting lead for the Interpreter magazine She can be reached for further information or comment via email at Stepahnieleichtghostdraftcom

theInterpreter x wwwiasaorg Summer 2015 5

Learn more about the IASA by visiting our website at wwwiasaorg or by calling (919) 489-0991

BECOME AMEMBERTODAY

To find out more about IASA or to apply for membership visit wwwiasaorg email Tricia Stillman DirectormdashMember amp Volunteer Services at tstillmaniasaorg or call the IASA International Office at (919) 489-0991 x202

IASA company membership is established on an annual calendar year basis at a rate of $600 per company per year Licensed insur-ance companies are classified as regular IASA members and all other organizations (including solution providers associations and regulatory bodies) are classi-fied as associate IASA members Membership for licensed insurance companies may be purchased at the holding company level for the mainparent organization and all affiliated entities at a rate of $1800 per year Organizations with affiliated entities or regional offices that do not opt for a hold-ing company membership can purchase an individual member-ship on a company andor loca-tion basis Once a membership is established there is no limit to the number of individuals that may be involved with IASA from each member company and we encourage all professionals that might benefit from our products and services to participate

reg

reg

IASA members enjoy many exclusive benefits To find out if your company is a member or to start using your benefits visit wwwiasaorg

IASA provides a wide array of products services and education events primarily geared toward our core knowledge areas of accountingfinance and systemstechnology While some IASA products are available only to members other products may be purchased by nonmembers IASA members receive discounts on products services and event registrations which are typically 20 percent to 50 percent less than the non-member price

Here are some of the key benefits available to member insurance companies associate member companies and the professionals within these organizationsbull Discounted admission to one of the best educational events in the industry ndash the IASA

Annual Educational Conference amp Business Showbull Complimentary access to the IASA Knowledge Exchange an Internet-based information

exchange where IASA members can easily network ask questions get answers and search data files based upon each personrsquos unique interest profile

bull Complimentary or steeply discounted registration for web-based seminars jointly sponsored by IASA and industry partners on timely topics of interest to our members

bull Access to the industryrsquos leading source of information and guidance on statutory accounting issue - the IASA Property amp Casualty and Life amp Health Accounting Textbooks ndash at a 20 percent discount

bull Up to six free subscriptions to IASArsquos quarterly magazine the Interpreter which includes industry news information and important details about association activities

bull Reduced admission costs for the Insurance Accounting Seminars offered by IASA in affiliation with RR Donnelley regionally throughout the year and at the IASA Annual Conference

bull Quality financial products such as the State Checklist Manager the State Filing Express and the Annual Statement Database which assist in the tracking and completion of state supplemental filings at a member-discounted price of 20 percent off the non-member price

bull A discount on exhibit space at the IASA Annual Educational Conference amp Business Show for IASA member and associate member companies

bull Plus great networking opportunities with peers and colleagues in the insurance industry

Members Only Benefits

Not Pictured Brian Ollech VP of Chapters

2015-2016 IASA MANAGEMENT TEAM

The Insurance Accounting amp Systems Association Inc (IASA) is a non-profit education association that strives to enhance the knowledge of insurance industry professionals and participants from similar organizations closely allied with the insurance industry by facilitating the exchange of ideas and information IASA is one of the insurance industryrsquos largest and most well represented trade associations IASA membership includes insurance companies of all types (Property amp Casualty Life Health Fraternal HMO and others) as members as well as companies serving the insurance industry regulators and also organizations more broadly representative of the financial services industry including banks and investment brokerage firms

About IASA

What better way to kick off the summer than with the recently concluded IASA annual

conference in Las Vegas The conference always represents the culmination of a lot of hard work on the part of a lot of special PEOPLE and the end result is a wonderful experience on many levels For me the reality is sinking in that I am now President of IASA and the end of one conference signals the time to start preparation for the new IASA year ndash which begins July 1 Thus we donrsquot get a lot of time between the end of one conference before we start the process of planning the next one and I am excited to be a part of this endeavor

Our theme for 2015-2016 is PEOPLE ndash PASSION ndash PURPOSE These three words embody just about everything that is involved with the IASA experience I look forward to working with IASA PEOPLE who are driven by their PASSION to achieve a common PURPOSE Our Board and Management Team will be convening with IASA staff over the next few weeks to refine our operating plan and discuss new opportunities for IASA members and potential members and chart the course for the next year Our broad volunteer base should provide insight to member needs and wishes and we will leverage our volunteer resources with technology and our capable staff to fulfill our mission

IASA is a special organization with special qualities that set it apart from other organizations First off we are a volunteer led organization Volunteers are special PEOPLE that give of their time and themselves to be a part of a larger enterprise and achieve something for a greater good Many IASA volunteers are actively involved in other volunteer enterprises in their communities schools and churches IASA PEOPLE share a PASSION to be involved with their profession

as well as to make a difference in their communities and in the lives of others Part of this PASSION also involves a zest for living that makes working with these PEOPLE most enjoyable This is what makes volunteering for IASA fun and is part of the PASSION that fuels us to do the best we can to achieve our PURPOSE ndash which is to bring IASA members the best in conference and educational programming and chapter activities

So ndash who are the IASA PEOPLE that will make this happen In my view there are four groups that work together to make IASA happen for the benefit of IASA members First there is a core group of senior volunteers including the Management Team that chair each of the functioning committees and the Board of Directors which provides overall leadership and strategic direction Also included in this group is the Nominating Committee which is comprised of Past Presidents who help facilitate senior volunteer leadership development These PEOPLE provide the volunteer leadership that makes IASA the unique organization that it is

The next group includes our outstanding volunteers ndash a group too large to mention by name but they include almost 150 volunteers from across our membership that serve as education tract directors sub-committee chairs task leaders and in numerous other roles to gather ideas and coordinate IASA product and service offerings These exceptional PEOPLE have day jobs in the insurance industry or as solution providers and they have a commitment and PASSION for IASA to make it all happen

The next group is our incredible staff There are only nine paid staff that support the entire IASA organization These wonderful PEOPLE demonstrate extraordinary PASSION for the organization and its volunteers and they go an extra mile on a regular basis to keep things going on a daily basis

The fourth group is an extraordinary group of chapter volunteers There are more than 150 dedicated chapter officers that work year round to provide more than 4000 educational experiences for chapter members in more than 20 active chapters across the country

These folks comprise an exceptional group of PEOPLE that make IASA the premiere education organization in our industry and make it a privilege to be associated with this extraordinary enterprise What IASA delivers in its annual educational conference and business show Executive Education Programs (including the upcoming EDGE conference) periodic webinars chapter activities text books and other educational offerings not to mention the networking and other professional development opportunities is second to none and happens only because of the collective efforts of these groups of IASA PEOPLE ndash fueled by their PASSION for IASA and each other to achieve the common PURPOSE of Progress Though Sharing Knowledge It is a genuine privilege to work with our volunteer leadership volunteers and staff over this next year to develop and carry out an operating plan that offers IASA members first-class educational opportunities

The next IASA conference will be in the distinctive Texas City of San Antonio on June 12-15 2016 We like to say things are bigger in Texas and I assure you we have our sights set on producing a conference that will have a BIG impact on your career We will have outstanding keynote speakers Executive Roundtables educational sessions along with a tremendous business show and some exciting Texas-style entertainment ndash so save the date

PEOPLE ndash PASSION ndash PURPOSE these will be the driving forces that ensure IASA will continue to be one of the leading member-driven insurance organizations in the insurance industry IASA PEOPLE ndash driven by their PASSSION to achieve a common PURPOSE ndash this is what will make 2015-2016 another outstanding year for YOU ndash the IASA membership It doesnrsquot get any better than this

What IASA is All About PEOPLE ndash PASSION ndash PURPOSE by TIM MORGAN

PRESIDENTrsquoS MESSAGE

Tim Morgan is the Corporate Controller for The Republic Group and this yearrsquos IASA President He can be reached for further information or comment via email at TimMorganRepublicGroupcom


Joe Pomilia is the Executive Director of IASA He can be reached for further comment or information via email at jpomiliaiasaorg

We said letrsquos Go All In and you said Irsquom in What a conference IASA 2015 really capped-off and

closed out our fiscal year in a spectacular fashion We blew away our attendance goals and the program came off about as close to flawless as any conference in recent memory That would be enough for any event but the conference also had an energy and engagement that made it enjoyable and interactive

It would be easy to pat ourselves on the back and say job well done but that wouldnrsquot recognize the volunteers members sponsors exhibitors and customers who really made the 2014-15 fiscal year such a success for IASA The greatest program in the world would be meaningless without loyal attendees engaged and committed volunteersspeakers and of course our sponsors and exhibitors as vested partners

IASA is truly blessed We are an organization that genuinely reflects the true vision of the classification of an

ldquoassociationrdquo Synonyms for association are words like connection union relationship and friendship All words that stand for a deeper affiliation of disparate individuals All words also rooted in the philosophy of an organization nearly 100 years old and still adapting and changing to the needs of our members and the industry at large

So Irsquod like to take this opportunity to say a simple but authentic Thank You to all of you that helped make the IASA Annual Conference and the whole IASA 2014-2015 fiscal year a huge success To each of you that were contributors our success is your success

Now letrsquos rally and make 2015-2016 an even bigger success because while we are pleased with our past accomplishments in no way are we content Much more can be done to expand the reach and significance of the IASA To do that we will need to broaden participation between our annual conference events

So I encourage everyone to plug into one or more of exciting activities we have underway so that we can keep the energy flowing and participation growing bull Chapter Events ndash Over the next twelve

months there will be more than forty local chapter events conducted These programs are all a little different in content and format but they remain consistently quality high-value education opportunities

bull Social Media ndash Our social media committee is active and looking forward to expanding our connection with IASA members So join-in and add your perspective and voice to the growing on-line dialogue

bull Polls and Surveys ndash We will continue to conduct our monthly industry polls throughout the coming year The participation growth has made these quick and interesting polls a helpful and proprietary knowledge base for IASA members Watch for the next one coming out soon

bull eLearning ndash Our program is expanding rapidly with events planned every month They remain complimentary for members so donrsquot miss out on joining one of these excellent programs

So once again thank you for your loyal support of IASA Wersquore growing and itrsquos all because of you

Thank you for another outstanding yearby JOE POMILIA

FROM THE EXECUTIVE DIRECTOR


IASA is truly blessed We are an organization that genuinely reflects the true vision of the

classification of an lsquoassociationrsquordquo


Just recently I noticed not far from the sales registers of a jewelry and gemstone gallery a large placard with

a code of ethics It didnrsquot call attention to itself but once I saw it I felt compelled to review its terms Essentially it said the storersquos management and personnel wanted the public to know they were making a commitment to deal fairly avoid falsehoods and exaggerations concerning their products and maintain respectful relations with their neighbors and competitors Overall I found it reassuring I did not doubt I was being treated fairly and the items I was purchasing

were of good quality being sold at a reasonable prices

This scene prompted me to ask to what extent we are disposed in our business and professional lives to display the ethics we abide by and the commitments we make expressly or implied to our clients and customers our managers and supervisors and our business principals and associates Perhaps we are members of a professional association as licensed accountants for example thereby required to adhere to codified ethical standards If we are employees of an insurance group or service

provider to the insurance industry then there may be in place a code of conduct or similarly worded personal governance statement These statements set out what employees are and are not expected to do while acting in the course of their employment

Whatever circumstances in which we find ourselves now is a good time to consider how well grounded we are in our ethical standards There are things we can do to measure what we might call our ethical fitness In this article we aim to explore in summary fashion some basic considerations concerning the subject of our business ethics

COVER STORY

For nothing is hidden that will not be made manifest nor is anything secret that will not be known and come to lightrdquo

LK 817 (ESV)

BUSINESS ETHICS Exploring Some Basic Considerations

by JOHN R GROVES J D CPCU CLU

continued on page 10

COVER STORY

Essentials in Codified Standards of Conduct

The principal provisions we find in the various ethical governance mandates applied to the insurance industry and its service providers are as follows1 The obligation to comply with all legal and

regulatory requirements which may be applicable

2 The avoidance of conflicts of interest which may unfairly influence or affect decisions made on behalf of the employer or principal This includes the mere appearance decisions reached or considered do not serve the best interests of the employer or principal

3 The requirement to protect the property of the employer or principal including their confidential information andor intellectual property

4 The obligation to follow an employerrsquos or principalrsquos directives in their business operations and personnel amp personal conduct policiesThese policies typically are the subject

of annual reviews There may be required refresher courses These policies need to be understood and followed in all matters large and small If they serve merely as window-dressing then they fail to achieve their purposes We know for example that Enron had what many experts regarded as a good code of conduct Unfortunately a number of senior officials in that organization committed serious infractions well aware of their wrongdoing

Underlying Considerations Affecting Our Ethical Behavior

What then do we need to know and understand about the nature of ethical behavior we can incorporate into our daily practices Letrsquos start with the following1 Awareness of the strong tendencies we

harbor as human beings to belong to and be accepted by the groups with which we associate If we work with and for unethical people then we are at greater risk of compromising our own ethical standards We will be expected to go along and get along with unethical conduct Itrsquos far better to associate with ethical people and report unauthorized or suspected unauthorized conduct to the right parties inside or outside the organizations we serve

2 Sensitivity to the demands we place on ourselves and others and the likelihood we

may be generating incentives for others to engage in unethical behavior When incentives such as large bonuses or the risk of being fired are great enough then unrealistic production quotas targets or timelines may generate their own perverse consequences

3 Appreciation for the distinction between short and long-term consequences arising from particular behavior Gains obtained over the short term may well be overshadowed by the long-term consequences

4 Focusing on the maxim that a good business reputation may require years to develop and only moments for it to be destroyed

5 Impressing on ourselves that the behavior we exhibit will influence the behavior of colleagues and subordinates

6 Ensuring our competencies to conduct business properlyWe can test our ethical competency in

part by conducting hypothetical studies And often the challenges we face do not present clear black and white alternatives Instead we face varying shades of gray If we fear adverse consequences for standing up for what we believe is right then the ensuing discomfort will hobble us What we need is a solid grounding in the fundamentals of what is expected of us so our responses are clear direct timely and appropriate The absence of clear guidance is what often results in indecision and emotional upheaval

Frequently we may consider ethical conduct as simply abiding by a series of prohibitions things we need to avoid However another aspect of our ethical mandates requires the obligation to act in the face of some pending situations Perhaps it is speaking up after becoming aware something is wrong The Golden Rule which can be said to guide our conduct may be expressed in both positive and negative terms One aspect is not to do unto others what you would not want them to do unto you The

other perhaps the more familiar version is to do unto others what you would want them to do unto you For many of us this is the standard by which we judge ethical conduct

The manifestation of our personal integrity requires discipline and awareness of situations that may merit some particular response Are these matters we should discuss from time to time Are we more comfortable telling ourselves we have mechanisms in place to deal with ethical quandaries and we need not get worked up about such matters unless there is a particular reason to do so Just as athletes stay in top physical condition to compete and musicians practice with their instruments assiduously to maintain their musicianship so too do we as ethical practitioners need to consider what is appropriate preparation and demonstration of our ethical competency

Along these lines letrsquos consider the following1 How often and how thoroughly do we

review the codes of conduct or other ethical obligations that govern our business behavior

2 Have we studied or considered the ethical behavior of others With what results And how often do we review our own

3 Have we led discussions with colleagues or others about what could be deemed unethical behavior

4 Has our professional experience led us to consider that greater ethical guidance or clarity ought to be available in particular areas If so have we brought the situation or situations in question as appropriate to the attention of others for possible review

5 Do we from time to time read study and discuss with others ethics articles from business publications or professional journals

6 If we become aware of a problematic or unethical situation in our work and take no action could it lead others to say reasonably we are deliberately trying to ignore it or worse yet participating in a cover-up


If we work with and for unethical people then we are at greater risk of compromising our own

ethical standardsrdquo


COVER STORY

Considering the Costs of Our Ethical Behavior

One aspect of ethical behavior which often goes unreported and unrecognized is the cost of doing the right thing Exhibiting courage in the face of uncertain consequences requires tremendous integrity and internal fortitude Along those lines a historical anecdote concerning Alfred M Best the founder and noteworthy publisher of a number of insurance reports comes to mind

At the time of the San Francisco earthquake of 1906 Best had a fledgling newsletter about insurance companies in the marketplace As the catastrophe proved so devastating many companies were unable to meet their obligations and became bankrupt Others survived and even thrived What he did was to research and document the actions

of the various insurers Some companies paid all their claims until essentially they ran out of money Others were prepared to pay claims for a percentage say 40 or 70 of the amounts at issue in an effort to absorb the highly adverse financial costs and others may well have simply taken advantage of the overall prevailing climate to compromise the value of the pending claims At least one company went back to its directors and shareholders to raise additional capital to pay the covered claims

After completing his research Best contacted the affected insurers for corrections and comments In turn they responded with threats that if he published what he had collected he could expect to be sued for defamation and whatever other claimed wrongdoing could be tacked on

In the final analysis no litigation over his published results surfaced Instead his revelations ensured his business success as his publications commanded a great deal of the publicrsquos attention A summary of his San Francisco earthquake research may be found in Bestrsquos Annual Property and Casualty Insurance Reports for 1907

We should be thankful that ethical courage does produce despite its costs beneficial results Perhaps with some understanding of ethical wrongdoing and its possible consequencesmdashgenerating more harm for the many than good for the fewmdashwe may be disposed to do the right things as the circumstances might dictate In the interim we should prepare ourselves with an enhanced awareness of our ethical obligations and the will to act where it is warranted

Technology Innovation Achievement continued from page 9

Exhibiting courage in the face of uncertain consequences requires tremendous integrity

and internal fortituderdquo

John R Groves JD CPCU CLU is a retired corporate counsel for State Farm Insurance Companies He is a former member of the CPCU Society where he served in a number of positions at the local chapter and national levels Prior to his law school enrollment at St Louis University St Louis MO he was a commercial lines underwriter for the Crum amp Forster Insurance Group His views as expressed in the above article are personal and do not necessarily reflect the views of the IASA the CPCU Society or his former employers He can be reached for further inquiries or comments at johnrgrovescoxnet

IASArsquoS E-LEARNING WEBINAR SERIES NOW OFFERS CPE CREDITS CONVENIENTLY AT YOUR DESK Best of all itrsquos FREE for IASA member companies and their employees with no limit to the number of people that can attend and receive CPE credit

The IASA Webinar Series has been expanded into a robust suite of online educational programming that covers NAIC Financial Technology Career Skills and other insurance-related topics

bull FREE CPE credit available for members on live webinars

bull Archive of past webinars is available On Demand (CPE credits are not available for archived webinars)

Enhanced Interactive Experience

bull Resource widget for downloadable presentations videos and accessing websites mentioned on the presentation console

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e-learningWebinar Series

GO TO IASAORG AND REGISTER FOR THE NEXT WEBINAR AND GET THE CREDIT YOU DESERVE

2015 IASA Webinar Series ad-Fnlindd 1 5715 1009 AM


FEATURE

Your financial statements will be more voluminous in 2016 if you are a public company and one year later for all

others The newly released Financial Accounting Standards Board (FASB or the Board) Accounting Standards Update (ASU) 2015-09 Financial Services ndash Insurance Disclosures about Short-Duration Contracts will affect both GAAP and STAT property and casualty insurance companies You may remember that the FASB and International Accounting Standards Board originally set out to have

one set of accounting standards for insurance contracts For several reasons the plan did not come to fruition and FASB began its own insurance project divided in two parts short-duration contracts and long-duration contracts

ASU 2015-09 issued in May 2015 focuses on enhancing and expanding loss disclosures about short-duration contracts with the purpose of providing financial statement users more insight into an insurance companyrsquos ability to underwrite and anticipate future claims associated with the business written

The newly required loss disclosures include Undiscounted incurred and paid claim

development tables by accident year (AY) net of reinsurance The tables should include information for the period of time claims typically remain open but no more than ten years The data should be aggregated or disaggregated to ensure the information is decision useful

Incurred but not reported (IBNR) plus expected development by AY

The following is an example of such tables

New Loss Disclosures for GAAP and STAT Property and Casualty InsurersBy MAGALI WELCH PARTNER JOHNSON LAMBERT LLP

Incurred Claims and Allocated Claim Adjustment Expenses Net of Reinsurance in thousands For the Years Ended December 31 As of December 31 20Y6

Accident Year 20X7 20X8 20X9 20Y0 20Y1 20Y2 20Y3 20Y4 20Y5 20Y6

Total of Incurred-but-Not-Reported Liabilities Plus

Expected Development on Reported

Claims

Cumulative Number of Reported

Claims20X7 $10000 $9900 $9700 $9800 $9750 $9750 $9600 $9650 $9575 $9550 $5 3920X8 10950 11000 10500 10750 10850 10600 10250 10150 10250 30 3720X9 12000 11750 11500 10900 10900 10850 10750 10500 90 3820Y0 12250 12500 12550 12400 12200 12150 12000 300 3620Y1 12300 12500 12650 12750 12800 12850 900 3520Y2 12800 12900 12750 12700 12700 1100 3420Y3 13000 13250 13100 13150 1500 3120Y4 13150 13250 13300 2100 2920Y5 13500 13250 3100 2620Y6 13750 5000 22

Total $121300

Cummulative Paid Claims and Allocated Claim Adjustment Expenses Net of Reinsurance in thousands For the Years Ended December 31

Accident Year 20X7 20X8 20X9 20Y0 20Y1 20Y2 20Y3 20Y4 20Y5 20Y620X7 $3000 $5000 $5500 $6000 $6800 $7500 $8500 $9000 $9050 $9075 20X8 3500 5750 6500 7500 7750 8250 8500 9000 950020X9 3750 6000 6500 7500 7900 8250 8950 970020Y0 3750 6250 7250 7750 8900 9700 995020Y1 4250 5500 6750 8000 8950 925020Y2 4125 5250 7000 8000 900020Y3 4500 5750 7250 775020Y4 4600 6000 695020Y5 4750 612520Y6 4850

Total $121300 All outstanding liabilities before 20X7 net of reinsurance 1400

Liabilities for claims and claim adjustment expenses net of reinsurance $40550


The following approach could be used to calculate payout percentagesA reconciliation of the incurred claim

development tables to the liability for unpaid losses and loss adjustment expenses (LAE) with a separate disclosure for reinsurance recoverable of unpaid losses and LAE

Cumulative claims frequency information including a description of the calculation of claims frequency information and any changes made to such calculation The guidance offers different ways to track claims frequency such as claim event or number of individual claimants

A description of the methodologies used to calculate IBNR and any changes made to such methodologies

Information about discounted unpaid losses and LAE such as the carrying amount presented in the financial statements range of interest rates used in the discounting calculation aggregate amount of discount and amount of interest accretion recognized in the statement of income and the line(s) in which it is reported

The amounts reported in the claims development tables (the tables) that precede the most recent reporting period are considered supplemental information Recall that supplemental information is not covered

by the audit opinion This information may be presented in the notes to the audited financial statements but must be clearly marked as supplemental information or may be included in a supplemental schedule Alternatively you could request all amounts in the tables be audited

The Board acknowledges that certain companies will need to gather a considerable amount of data in order to prepare the new disclosures However they believe that some data is readily available in companyrsquos statutory annual statements and filings In conjunction with the ASU the FASB released an Understanding Costs and Benefits document where it recognizes that certain companies may incur additional information technology personnel and audit costs in addition to developing certain processes and controls as a result of these additional disclosures The amount of cost and effort will depend on your companyrsquos operations and the

diversity of product offeringsAlthough ASU 2015-09 is GAAP

guidance insurance companies that prepare statutory financial statements must include these disclosures as well The auditing standards require that statutory financial statements include informative disclosures that are the same as or similar to those in GAAP financial statements

Itrsquos never too early to start conversations with your auditors and actuaries to develop a plan to ensure compliance with the disclosure requirements particularly if you have a significant amount of data to collect Public companies have one year to produce the necessary data two years for non-public companies

For more information contact Magali Welch CPA CA AIAF at mwelchjohnsonlambertcom

All illustrations are from FASB ASU 2015-09

As your tables need to be aggregated or disaggregated based on how management looks at the information for decision making purposes (type of coverage geography claim duration etc) be prepared to have several tables

Historical average annual payout percentages of the incurred claims by age net of reinsurance (excluding health insurance claims) for the number of years presented in the tables

Magali is a Partner for Johnson Lambert LLP She can be reached for further comment via email at mwelchjohnsonlambertcom

Average Annual Percentage Payout of Incurred Claims by Age Net of ReinsuranceYears 1 2 3 4 5 6 7 8 9 10

338 149 85 72 66 49 54 57 27 03

Percentage of Claims Paid in Year 1

Accident YearClaims Paid in

Year 1 (A)

Most Recently Re-estimated

Incurred Claims (B)

Percentage of Claims Paid in

Year 1 (A) (B) = (C)

20X7 $3000 $9550 31420X8 3500 10250 34120X9 3750 10500 35720Y0 3750 12000 31320Y1 4250 12850 33120Y2 4125 12700 32520Y3 4500 13150 34220Y4 4600 13300 34620Y5 4750 13250 35820Y6 4850 13750 353

Average 338


Accident Year

Total Claims Paid End of Year 2 (D)

Claims Paid in Year 2

(D) - (A) = (E)


Year 2 (E) (B)

20X7 $5000 $2000 20920X8 5750 2250 22020X9 6000 2250 21420Y0 6250 2500 20820Y1 5500 1250 9720Y2 5250 1125 8920Y3 5750 1250 9520Y4 6000 1400 10520Y5 6125 1375 104

Average 149

EXECUTIVE CORNER

STEVE Dave tell us a little bit about SECURA

DAVE SECURA was started in 1900 by Julius Bubolz a farmer who lived in a small town near Seymour Wisconsin Because of devastating losses in that area he banded farmers together and started a mutual insurance company which is really a cool way to look at mutuality ndash a group of people coming together to benefit each other Three generations of the Bubolz family led the company until 1996 ndash 96 years of one family running our organization

John Bykowski was hired as CEO in January 1997 coming from the mutual world He was the first non-Bubolz and really brought us where we are today I was his first outside hire in September 1997 having experience with stock insurance companies Joining SECURA was a great move for me ndash the companyrsquos mutual values align to my own I assumed the role of CEO in July 2014 when John retired Irsquom only the fifth president amp CEO in 115 years of operation

Wersquore a propertycasualty insurance company now headquartered in Appleton Wis and have another office in Middleton Wis We recently relocated 115 IT employees to a new location close to our home office because of the need for more space More than 450 independent insurance agencies represent us in 12 states

STEVE What an honor to lead this company

DAVE It is an honor We started as a farm carrier and then added Personal Lines In the mid rsquo80s we began writing Commercial Lines followed by Specialty Lines and Agribusiness in 2010 We focus on underwriting profit to fuel growth and have a healthy surplus to pay claims

When I joined SECURA in 1997 we were a $230 million company writing in eight states and had about $80 million in surplus Our emphasis changed to building a people-focused culture fostering exceptional customer service and committed relationships with agents At year-end 2014 we had $508 million in direct written premium with $330 million in surplus and healthy growth Wersquore a much stronger company for our independent agents than ever before

STEVE Talk about the channel a little bit How has that evolved for you

DAVE The evolution of the independent agent model is always interesting because some said it would be gone by now And yet thatrsquos so not true There is a vast segment of the insurance market that values the advice of the independent insurance agent This channel has been and will continue to be a crucial part of our business The makeup of our agency force looked different when I

joined the company nearly 18 years ago We were giving contracts to just about any agency We changed our focus to partner with only those agencies who were writing their best most profitable business with us That meant terminating several agencies within our states But that tough decision made us a stronger company for the long term

Once we narrowed our focus on the best agencies we began strong business alignments and relationship building with these partners as well as ease of doing business In more recent years wersquove seen more aggregators or integration of independent agencies so wersquove had to change how we do business with them to ensure we remain aligned strategically Our goal is to be one of the top three to five companies in agencies we choose to do business with or at least have a book of business of relevant size If we can do that we can partner with all types of agencies ndash brokers aggregators integrators or mom-and-pop type shops

STEVE Everybodyrsquos talking about the changing demographics and the graying of America ndash and in turn changing customer needs How is that impacting either your perspective on what yoursquore doing with your distribution channel or the additional things yoursquore doing to better understand your customer needs

DAVE Wersquove started looking at the demographics within our internal workforce maximizing various skill sets at all levels of the organization with cross training and collaboration of millennial employees who are more tech savvy for example with more experienced baby boomers Wersquore making sure the brain power of our retiring workforce is being transferred to our future leaders so that knowledge isnrsquot lost to our company

AN INTERVIEW WITH DAVE GROSSPresident amp Chief Executive Officer SECURA Insurance

By STEVE DISCHER AND ROD TRAVERS


Following is the 35th in a series of interviews conducted for The Interpreter by Steve Discher Executive Vice President and Rod Travers Executive Vice President of The Nolan Company a management consulting firm specializing in the insurance industry


EXECUTIVE CORNER


Then outside the company we look at how our agents want to communicate with us be it traditional office visits and phone calls or email social media or websites This is a moving target as our agency force ages as well Agents are our primary customer because they have the relationship with their insurance customers so we want to make sure we are giving them the resources they need to bring value to their customers We also developed a website that connects policyholders to their insurance information whenever they want it ndash on their phone or from their desktop Itrsquos an online self-service site to access auto id cards report claims and pay bills More and more consumers want service online so wersquore responding to this demand

STEVE Shifting gears to the industry at large and how the industry has changed over the years mdash any comments on the big things that yoursquove had to react to Regulatory pressure medical costs economic pressure and so on

DAVE We operate in 12 states mostly in the Midwest We have to react to the legal and regulatory changes in each of those states and it varies by state such as challenges in construction defect in some states and the Essential Insurance Act in Michigan Having good relationships with the regulators helps us work through issues with them and remain competitive in our states

The insurance industry is using data more than ever before Predictive analytics has improved our underwriting process and speed in decision making Data combined with sound judgments from our skilled

underwriters makes for better underwriting decisions We see other carriers using analytics in the claims and risk management areas to better predict losses and for even deeper pricing accuracy especially with Big Data This will continue to evolve and influence the way we do business

STEVE Culture We talk about this all the time and part of the fun of working in this industry is that therersquos such diversity in company cultures Could you talk a little bit about your culture and what makes things really unique here at SECURA

DAVE I still pinch myself thinking that I come to this place every day and Irsquove spent nearly 18 years here We truly have a genuine culture ndash Irsquom not just saying that We care about others and it shows in how we treat agents and policyholders Itrsquos the empathy our claims rep has when a policyholder calls after a car accident ldquoAre you ok Was anyone injuredrdquo is our first reaction before we handle the claim quickly And wersquore so connected to our agents Theyrsquore truly an extension of our family

STEVE Well it certainly comes out in your persona I think thatrsquos loud and clear

DAVE Thatrsquos so kind of you to say but I owe it to our people We hire for the right culture fit teach the business of insurance and have great rotational development Last year we had 200 open positions and many were filled by moving employees from one department to another It shows that we have a lot of great talent in house We see employees from finance go to underwriting and from claims to underwriting and back to claims Those employees become even better

in their overall knowledge and it makes for long careers with us

STEVE Dave you talk about culture and how important that is to making SECURA what it is Are there other unique characteristics about your company that have led to your long-term success

DAVE Our partnership with agents is unique especially for a mutual company We have preferred contracts with our best agencies that write a large percentage of our business We provide several benefits to this group that shows our commitment to them ndash they range from educational opportunities to incentives and marketing dollars commission and profit share arrangements

We also have several distinct product offerings for commercial home and auto farm agribusiness nonprofits and special event customers It gives our independent agents choices to write many different types of accounts The breadth of our products is somewhat unique for our agents and gives us great strength in the marketplace

STEVE You talked about talent you have a great model for retaining and developing A lot of mutuals are geographically removed from some of the major city centers How do you go about attracting that new bright young college grad or the persons you want to bring in on the front end

DAVE About 10 years ago or so our HR Department developed a relationship with the University of Wisconsin-Oshkosh a university close to our home office in Appleton It was focused on development of its business school Since that time wersquove hired from this school

Our goal is to be one of the top three to five companies in agencies

we choose to do business with or at least have a book of business of

relevant sizerdquo

and others filling entry-level positions in Claims IT and Underwriting

Of our 650 associates 280 of them have been here less than five years Wersquove grown a lot and hired new college graduates for the vast majority of our new positions We also hire about 25 college interns a year and look at these young adults as an investment too As I mentioned we hire people who fit our culture ndash those who have a caring nature helpful attitude and strong work ethic ndash and then we train them in the business of insurance

Earlier this year I sat on a panel for PCI talking about how to attract and retain talent Many other carriers are concerned about a talent shortage however we donrsquot believe we have one because of our culture and relationship with local universities We also recommend this hiring direction to our agency partners We advise them to go to colleges invest in teaching a class They may find students who have the sales flair that fits in their agencies There may be an industry issue but it isnrsquot an issue for us we take pride in finding talent and growing our people

STEVE What we see sometimes is the lack of good training and development programs We hear ldquoItrsquos just not working Wersquore having a problem attracting peoplerdquo

DAVE Exactly And quite frankly thatrsquos where agencies can fall short when they hire producers or CSRs They need to mentor train and develop new hires by investing in training programs Our goal is to help them ndash we offer several levels of training that I think sets us apart We offer broad training for all professionals in the agency ndash new to veteran agents CSRs and sales leaders To ensure their success we follow through long term after the training

STEVE Itrsquos a difficult question because if you look back 10 years the death of the independent agent was predicted but of course has not come to pass In fact in a lot of ways itrsquos the other way around What Irsquom hearing from you and whatrsquos truly interesting about this is that the next generation of leaders is going to have to invent that future

DAVE Itrsquos challenging to predict the future especially with the pace of change today fueled by technology and data Our next leaders will have to be more agile and innovative in order to differentiate us from other carriers and remain relevant to the new consumers We hire the best people and invest

in the next generation of leaders We educate train mentor and give them the right tools to succeed Having the right talent on board will help us achieve whateverrsquos ahead

STEVE For the intellectually curious and the analytical I donrsquot think the industryrsquos been any more exciting than it is today

DAVE I agree Data in our industry represents tremendous opportunities not only in recent years and currently but for the future And the integration of those resources into the business units is at an all-time high Whether you look at that from an actuarial underwriting or financial perspective that part of our industry is really exciting because we can analyze and understand our business on a deeper level and make better business decisions because of it We recently had a strategic planning session where two internal groups shared their findings from projects theyrsquove been working on Actuaries led the presentations ndash both fairly new in their careers with us They showed their knowledge of the subjects their ability to handle questions and they could sell the idea An actuary is no longer behind the scenes

STEVE You talked about some trends and one was scarce resources One thing thatrsquos changed substantially is the spend on advertising Even so wersquore at record

levels now as an industry $6 billion plus or something along those lines Even the independent agency insurers are getting more into brand and positioning Could you comment on that

DAVE That spend is dominated by a few but some of our competition have chosen to advertise to the insurance consumer Wersquove looked at it and itrsquos hard to measure a return During the past 10 years our growth outpaced our peer competitors some of whom had extensive and expensive advertising programs

Insurance consumers are certainly important customers to us but agents are the ones who have the direct relationship with them At this point we would rather commit our time and resources to our agency force and build on those partnerships Theyrsquoll ultimately send their customers our way We think thatrsquos a better spend

ROD Could you comment on the role of technology as you see it for SECURA

DAVE Over the years our IT Department has evolved to strong partners for our internal business units With the advancements in technology theyrsquore an integral part of our organization Wersquove invested a lot in IT in recent years focusing first on technology to help our agents But wersquore also putting


EXECUTIVE CORNER

Dave Gross Interview continued from page 15

Our next leaders will have to be more agile and innovative in order to differentiate us from other carriers and remain relevant to the new

consumersrdquo

EXECUTIVE CORNER


priority on modernizing our core systems and shaping our long-term technology roadmap We have strong talent and leadership in that area to help us upgrade our legacy and data systems and move us into the future

Wersquove also started engaging with our policyholders through interactive platforms giving them easy access to checking their policies downloading auto id cards and reporting claims via mobile and other electronic devices This will evolve as we continue to understand our customersrsquo needs

ROD A lot of companies have gone through maturity curves of investing in a lot of technology but not quite translating that to business impact or business value Is there something SECURA has done to assure that those investments are going to actually translate to business value

DAVE Determining what our agency force will need to help them be successful was most important when we looked at an upgrade to our Commercial Lines processing system for example We talked to agents about their needs and how to make it easier for them to write profitable business with us such as automating our underwriting and proposal process It also was important for our underwriters and sales team to see the same information in real-time as the agents so they can collaborate and discuss risks Throughout this project wersquove had continual touchpoints with our sales team and with groups of agents validating that we heard them correctly and asking them to test our product This collaborative approach is important to ensure we deliver solutions to our agents that will work for them

STEVE Thatrsquos a great practice We are helping a few clients design processes and systems to enable the agent to provide better service to their customers This enables them to produce more sell more and provide a more seamless service to their end customers by having high-quality customer portals and related functions such as billing inquiry

DAVE At one time agents may have thought that meant we were going to direct sell our products by communicating or connecting with their customers So there was this fear of competing against them The new technology we have in place that provides better service to policyholders includes our agent in every step More agents see this now ndash how everyone benefits and how self-service options for the policyholders ease the workload for the agent

STEVE Regarding the community aspects of your business being involved within the community It was always important but itrsquos really taking a different shape these days through the next generation what they care about what they place as a priority What are the things that SECURA holds dear in terms of the community aspects

DAVE Serving others is part of our culture We donate money through our community foundation to help people in need and support the youth development arts environment and other causes but our volunteerism is just as critical SECURA associates volunteer all over our community For example more than 30 of our employees tutor students at a local elementary school many who come from economically challenged and single-parent households They help with school work and make them feel special These relationships are a tremendous influence on the lives of these children Wersquore a United Way pace-setter And associates can support nearly any cause and we have a gift-matching program to encourage that They serve on boards volunteer for fundraising events My predecessor John Bykowski was and still is highly involved in the community He set this bar high and encouraged everyone in the company to do the same I continue to lead that effort We live work and play in this community and we need to do our part to help others

STEVE What are some challenges in the industry that you think the industry will be facing and should prepare for

DAVE Technology and the use of data and how it is changing insurance will be at

the forefront The need for it the complexity and the cost of both and how they tie to our business will remain a challenge Now and in the future wersquoll have to learn to adapt quickly innovate and have new ways of thinking about insurance and the customer experience

For data the more we know the more we can accurately analyze our book of business which ultimately can help translate to profitable growth Yet we must balance how we use the vast amount of data with the cost of tools and resources Technology is enabling other companies outside of the insurance industry to enter our market and we canrsquot ignore that New technology like driverless cars ride sharing and telematics require us to look differently at our products and services

We also need to ensure we have enough talent within the independent agencies to set them up for success We look at it as not just their challenge but ours as well

STEVE Carriers are going to be an important part of helping the independent agency channel grow and thrive

DAVE Independent agents still control roughly 70 of the business insurance world ndash the commercial world Thatrsquos not going away anytime soon I donrsquot believe that all insurance can be sold online just on price The counseling part of it is too critical Independent agents do that better than anybody so those carriers that are actively supporting them will be essential to helping the agents grow in their business We see this as an opportunity for us

STEVE Dave thank you for your time today and for sharing the SECURA story with us


FEATURE

Core system replacements are appropriately referred to by many CIOs as ldquoonce in a careerrdquo events

Certainly considering the complexity and high rate of failure most CIOs only want to do them once and if it doesnrsquot go well CIO may really come to stand for ldquoCareer Is Overrdquo A typical core system replacement project for a midsize business or division can take three to five years to complete at a cost running well into seven or eight digits making these initiatives among the riskiest insurers will undertake

In most organizations the CIO and his or her team get called upon to lead core system replacement efforts from initial vendor inquiries to managing the implementation and delivery of the solution In all but the most disciplined of organizations the IT department often including a Project Management Office (PMO) is often the only team with the experience and skill sets required to manage large projects especially those involving major changes to technology infrastructure and affecting multiple business functional units It seems logical in most insurance organizations for IT to take responsibility for managing a core project and apply the same disciplines that are used for other IT projects

Legendary IT figure Grace Hopper often considered the founder of modern software development was perhaps the first person to identify ldquothe most dangerous phrase an IT leader can userdquo ldquoWersquove always done it this wayrdquo fails to take into consideration that core system replacement initiatives differ in some important ways from other IT initiatives By recognizing the four most prominent of those differences it is possible to increase the chances of managing said initiatives successfully

Business Ownership vs Business Involvement

All IT projects require business user acceptance to be considered successful and acceptance is influenced greatly by the amount of involvement from the user community during the requirements and other early phases of the project However for core system replacement business involvement goes beyond a focus

on acceptance Core projects involve transformation of business processes and can disrupt operations and fundamentally change business strategy by enabling new capabilities

For any IT project involving business functional teams early in the process to determine acceptance criteria is important Core projects require a further step where the business community takes ownership of the strategic goals and functional changes and works with IT to define metrics for determining the success of the initiative The focus for core system replacement projects should be on ownership not just involvement The project needs to be considered an organizational transformation initiative not ldquojust another IT projectrdquo

Focused Requirements vs Comprehensive Requirements

Most IT projects require a detailed requirements phase to ensure developers understand what functionality to build Core system replacements however can easily get bogged down by analysis paralysis so when it comes to requirements a more focused approach is needed Vendor core system solutions are typically built on best practices from the vendorrsquos development partners and past clients and successful implementation depends on minimizing customization of the vendorrsquos code base Business users mostly

lean toward too many requirements and too much customization in an attempt to keep the new system as close to what they are familiar with in the old system

To counteract this core projects need to work toward focused requirements or those items needed for strategic operational reasons only This focused approach will require changes to existing processes in order to follow the base solutionrsquos best practices rather than customization to meet the insurer usersrsquo exceptions and minor differences A focused approach to requirements will reduce the time needed for the vendor selection and requirements phases

Vendor Management vs IT Project Management

For most IT projects internal project management of the development effort or implementation project is owned by the PMO or an IT project manager The focus is on taking the project from requirements through the build out and configuration to test phases quality assurance (QA) and delivery For core projects which typically involve multiple vendors and where the core solution vendor is responsible for most of the build out and configuration a different approach is needed Due to the number of integrations necessary to make a core system replacement initiative

Analyst Insights 4 Ways Core System Replacements Differ From Other IT ProjectsBy TOM BENTON

continued on page 43 W W W I A S A O R G

W W W I A S A O R G

IASArsquoS 87TH ANNUAL EDUCATIONAL CONFERENCE amp BUSINESS SHOW

POST-CONFERENCE REPORT

SAV E T H E DAT E

IASA2015IASAInc IASAAnnualConference IASA IASAInc IASAInc

20 POST-CONFERENCE REPORT 2015

IASA 2015 bull GO ALL IN

Avoiding a Legacy Implementation Future-Proofing Your Core Systems TransformationBy JENNIFER OVERHULSE

The gold watch passed down from generation to generation only gets better with age Unfortunately the

same canrsquot be said of the decades old core administration systems that form the legacy foundations of todayrsquos insurance company IT infrastructures Moderated by Karen Pauli senior executive adviser in the insurance practice for CEB Tower Group ldquoAvoiding a Legacy Implementation Future-Proofing Your Core Systems Transformationrdquo walked an audience through ways insurers can make certain a continuing return on investment and ongoing modernity are possible when it comes to core systems transformations

Todayrsquos consumers want better service variable products and instant access which most rigid legacy systems donrsquot enable or support This session assembled an industry panel including two insurers with recent EIS Suite implementation experience to talk about how to overcome the legacy trap and avoid getting sucked in again

Scott Hunt general manager PAS Software for CSAA Insurance Group and president of Project Innovation Group believes that by utilizing best practices insurers can future-proof any transformation project and ensure the best results His recipe for success includes creating clear and specific criteria when selecting technology and relying on a proof of concept (PoC) to show where certain solutions stack up against both present and future requirements Hunt also recommends insurers employ dedicated teams to be responsible for stability and system performance and simplifying the business requirements rather than customizing the applications

Pascal Lavoie CIO for Industrial Alliance Auto amp Home Insurance (IAAH) feels the best way to avoid implementing a new legacy system is by paving a smooth upgrade path Lavoie warns against extensive customization which limits the future usefulness of a system and ultimately increases system debt He also advocates for building a strong relationship with the chosen vendor and employing excellent project management and tested methodologies such as Agile and Lean

Philippe Lafreniere SVP and general manager for EIS Group in Asia-Pac rounded out the panelrsquos recommendations by exploring the many benefits of a cloud deployment Notably cloud can help insurers scale effortlessly

and upgrade painlessly but it can also ease some of the compliance requirements for disaster recovery and business continuity plan

Personal stories about past experiences with core systems and details of recent successful implementations left attendees with a clearer understanding and expectation of how insurers can avoid getting rid of one legacy system in favor of another Insurers can achieve customer-centricity self-sufficiency and future-readiness by prudently selecting and intelligently implementing modern core systems that speed product development and deployment and allow direct management of upgrade without expensive third-party support

Jennifer Overhulse is the principal owner of St Nick Media Services She can be reached for further comment and information at jenstnickmediacom

SESSION REVIEW

His recipe for success includes creating clear and specific criteria when selecting technology and relying on a proof of concept (PoC) to show where certain solutions stack up against both present and

future requirementsrdquo

Pascal Lavoie Philippe LafreniereScott Hunt

POST-CONFERENCE REPORT 2015 21


SESSION REVIEW

How to Become More Strategic amp InnovativeBy RUTH ESTRICH

This 90-minute Career Skills Development session was delivered by IASA Past President Cathy Ellwood

Cathy is uniquely qualified to speak to this topic as she was very involved in strategic planning for many years at Nationwide Insurance before striking out on her own as an industry consultant under the shingle ldquoEllwood Enterprisesrdquo Whether due to her excellent credentials or the growing membership interest in the topic she delivered her in-depth and content-rich presentation to a packed room of clearly interested attendees

She began by explaining that strategy is a choice ldquoWhat are the areas where your company wants to winrdquo Strategic thinking however can be applied to anything It is about looking at things broadly understanding connections evaluating and analyzing options and plotting your path But it is often misunderstood ill-defined and poorly implemented Most executives in fact according to Ellwood donrsquot spend enough time on it and donrsquot have the right skills to be effective

Yet thinking strategically is most important during periods of uncertainty and change ndash which is the exact environment we are all currently experiencing Our industry is going through massive changes as technological advancements start to impact the context and process of insurance delivery and execution KPampG predicts that by 2040 75 of the worldrsquos vehicles will be self-driving fundamentally changing the auto insurance industry Unmanned aircraft will become a $90B industry creating a new workforce of ldquodrone adjustersrdquo Carriers and solution partners need to be thinking about where this is all going in order to be positioned to be successful and relevant tomorrow

Strategic thinking requires you to look at the broader context analyze and frame the problem and get creative and solve it Ellwood provided tips and techniques on how to successfully complete strategic initiatives from how to sell the concept to management

how to structure your teams to how to measure success She gave the audience both the ldquoto dorsquosrdquo and the ldquoto donrsquotsrdquo - including the advice that ldquowe canrsquot solve problems by using the same kind of thinking we used when we created themrdquo She discussed the barriers that will be faced and how to overcome them she gave case studies She truly delivered on her promises to answer the following questionsbull Why do you need to be able to think

strategically and be innovativebull What does it mean to be strategic and

innovativebull What do strategic thinkers and innovators

do differently

bull How can you become more strategic or innovative when you are in an operational role

bull How can you develop these skillsbull How will others recognize these skills in

your current role Ellwood ended with the personal challenge

to each attendee to look at how much they would personally and professionally benefit if they took the time to strategically think about the things that diminish value in their firms and turn them into things that add value

I have no doubt that a lot of companies are going to benefit from their employeesrsquo attendance at the 2015 IASA Conference and this session in particular Bravo

Ruth Estrich is the Chief Strategy Officer for MedRisk Inc She can be reached for further comment via email at restrichmedrisknetcom

Strategic thinking requires you to look at the broader context

analyze and frame the problem and get creative

and solve itrdquo

Photography by Sam Zolten samzoltenicloudcom



Creative Thinking in Todayrsquos Business EnvironmentBy CATHY ELLWOOD

Juliet Funt is a nationally recognized consultant and speaker on how to cope in the Age of Overload She recently

delivered an energetic and entertaining keynote presentation on how to avoid reactive busy-ness and conducted a follow-up session to probe deeper into some of the key challenges people and corporations face in managing productivity

ldquoOur time is under attackrdquo says Juliet Even though we are more connected than ever before we seem to have more distractions that are eroding our ability to be creative According to Funt interruptions from texts emails phone calls and unnecessary meetings are just a few of the reasons American businesses lose over $300B a year from employee absenteeism workersrsquo comp and turnover resulting from overload at work She goes further to suggest that $23B of this comes from employees who are so wound up at work they are unable to sleep

Funt says that too many of us are in a sprint ndash a sprint of reactive busy-ness which eliminates our time to think and to be creative In fact she challenged each of us to think about the last time we found someone actually thinking at work What did we think when we saw them pondering Did we think they were being productive Or did we think they were wasting time and hurting productivity

Too often so many of us are in such a hurry putting the pedal to the metal that we fail to take time to think We spend so much time reacting ndash whether itrsquos answering texts emails or spending endless hours in meetings that accomplish nothing ndash that wersquore creating a workplace of disengaged employees and we wonder why employee engagement continues to be low

Funtrsquos solution is to find ways to reduce the things that are causing overload in our lives and search for ways to create more to allow our minds to ponder in a space that is not encumbered by daily commitments time and

priorities many of which may or may not really matter In other words Funt suggests our brains need time for whitespace ndash which represents the uncommitted time where there are no predetermined agendas or plans Itrsquos that time where are our minds can wander and focus on whatever we feel at that moment in time

In her follow-up session Funt expands on things that we can do to create more

whitespace in our lives She suggests reducing things in our life that are draining our creative capacity She refers to this as the reductive phase and suggests beginning here We need to clear away the clutter the bad habits and actions that are crushing our productivity and wasting time The way in which we have let email take over our lives is an example

Funt contends that email was designed as an asynchronous medium Sender sends and receiver replies ndash when they have had time to read the message and think about the appropriate course of action and response However in todayrsquos 247 world where we pride ourselves for working around the clock and measure ourselves on how fast we clear our in-boxes wersquove created an endless expectation thatrsquos like a vortex impossible to get out of once you go down its path Most of us have come to expect immediate replies and action regardless of the importance and other priorities we may have And because of expectations of others most of us feel compelled to stop what we are doing to read and respond to each and every message especially when itrsquos from our boss or other members of our teams If we donrsquot we worry that we will be negatively judged as slow and unresponsive

But every time we treat email like a text expecting an immediate response we reinforce behaviors that take away from productivity both our own and the recipients What makes it even worse is that most of us send emails without really thinking about what we want in return or the impact our requests have on the othersrsquo priorities

She suggests we need to be more mindful and purposeful in our communications Funt proposes changing email norms by developing a common language clearly articulating actions needed in the subject line and rebasing response time expectations One method she recommends is to use abbreviated messages with the subject line to communicate the

SESSION REVIEW

Many of us are in a sprint mdash a sprint of reactive busy-ness

which eliminates our time to think and to

be creativerdquo




purpose of the email and the type of response required For example If you need a reply today you could put NRT in the first few characters of your subject line and the reader would know that this is a priority email which requires a response today Other abbreviations used by Funt include NRNBD means Need Reply Next Business Day NRQ means Need Reply Quickly NRN means No Reply Needed

The challenge with this type of approach is that it isnrsquot very effective if people donrsquot agree to consistently use it Funtrsquos experience shows itrsquos much easier to implement when you have buy-in and support from others One audience member asked Funt whether it was paramount to success Funtrsquos reply acknowledged its importance and suggested it was best to have an executive sponsor with the authority to ensure that everyone followed the protocol She pointed out that if you canrsquot find the commitment from your upper management

the likelihood of your being successful with trying to change group norms was low and potentially career limiting particularly if you start deferring responses to what other consider important communications

Even though Funt felt that having senior level buy-in and support was important she felt that there were things that each of us

could do to make time for white space in our individual lives She encouraged us to clear the clutter from our lives and to take time to pause and breathe By doing so we should find ourselves happier and able to cope better with the day to day challenges our always connected world presents us

Cathy Ellwood is the President of Ellwood Enterprises She can be reached for further comment via email at CathyEllwoodEllwoodEnterprisescom

We need to be more mindful and purposeful in our communicationsrdquo




SESSION REVIEW

An Enterprising Approach to Rip and ReplaceBy JENNIFER OVERHULSE

Is there really an enterprising approach to rip and replace Insurance companies modernizing core administration systems

have long been plagued by outdated project management styles and siloed implementation processes which have caused in part the failure rate for these critical technology initiatives to soar

Therefore it comes as no surprise that caution drives much of the decision-making process for insurers considering major technology changes even in the face of real need No doubt caution has helped many insurers avoid imminent failure with unproven technology or vendors selling vaporware but it can also mean missed opportunities unless a technology partner with truly modern technology and an agile approach to implementation is chosen

A recent session at the 2015 IASA Annual Educational Conference and Business Show in Las Vegas ldquoAn Enterprising Approach to Rip and Replacerdquo outlined some recent insurer implementation success stories and provided best practices for an enterprise approach to core system replacement from a vendor partner and industry consultant as well As detailed by moderator George Grieve of CastleBay Consulting insurers have traditionally preferred to replace core administration systems individually moving methodically and implementing incrementally assuming a staged approach minimizes business interruption and risk However this process is almost interminably slow and with consumers increasingly turning to alternative channels for insurance information products and pricing insurers need to stay modern in order to compete

Fortunately modern enterprise suites offered via cloud are challenging such

assumptions by making the enterprise rip and replace option a reality and with less business interruption

ldquoAn enterprise implementation actually offers many benefits for insurers versus a staged core systems placementrdquo said Leslie Holden-Mikesell VP of Professional Services for ISCS ldquoBy addressing the entire enterprise instead of individual processes departments or functions insurers have the opportunity to minimize productivity impact realize operational efficiencies and mitigate cost and riskrdquo

Dan Borges VP and CIO for Tuscarora Wayne Insurance Companies and an ISCS client used his presentation time to discuss the measurable productivity impact an enterprise approach offers over a staged implementation

ldquoA single integrated system reduces the cost of integrationrdquo said Borges ldquoAnd since all employees are using the new system at the same time there are additional benefits from a shorter ramp-up which provides employees with a short task list that can be used to quickly gain familiarity with the systemrdquo

Borges likes an enterprise versus staged approach because it allows his company to ldquopull the Band-Aid off fasterrdquo and to get an almost immediate return on investment from added functionality He was also specific in reminding the session attendees that

conversion at renewal or by line of business (LOB) is still possible with an enterprise implementation and that image-based historical data can easily be pulled over to a modern enterprise suite like ISCSrsquos SurePower Innovation In his opinion itrsquos a win-win

Kevin Tate CFO for The Philadelphia Contributionship (TPC) and also an ISCS client comes at this topic from a business-focused approach As the CFO Tate represented the business side of TPC on the selection committee and he was intricately

involved in the project management and implementation process as part of a steering committee as well

Tate specifically discussed the operational efficiencies TPC achieved during the companyrsquos implementation of ISCSrsquos SurePower Innovation including a more customer-centric environment tighter integration with partners and third-party data providers and better management reporting capabilities Additional benefits Tate cited of moving to a modern enterprise suite via an enterprise implementation were ease of training due to the common architecture and pre-integrated structure of the suite speed of deployment and speed to market which will ultimately lead to a better top line result from a lower expense ratio and increased underwriting profit

With benefits and results like these perhaps all insurers should consider an enterprise approach to core systems replacement going forward

By addressing the entire enterprise insurers have the opportunity to minimize productivity impact realize operational efficiencies and mitigate cost and riskrdquo




Show Me the Money or Show Me the TruthBy RUTH ESTRICH

David Riley Forensic Accounting Manager and Michelle McHale-Adams a partner at Forensic

Investigative Services presented an interesting and sometimes controversial session on document fraud Using real life examples and engaging the attendees as junior investigators they showed us what to look for to identify document alterations from invoices to birth certificates to expense reports

Using examples as diverse as suicide notes bank hold-up notes wills checks and many other fascinating examples they regaled the attendees with stories from their careers and the annals of their industry identifying the alteration of documents and the use of technology such as electrostatic detection devices to reveal what the perpetrators of the crimes were trying to hide

We were trained in the key things to look for when investigating possible document fraud including missing information inconsistent information and visual abnormalities like unusual spacing and angled lines of text The use of data analytics and esoteric tools like Benfordrsquos Law (the principle that in any large randomly produced set of natural numbers such as corporate sales statistics approximately 30 percent will begin with the digit 1 eighteen with the digit 2 etc) and ldquosparklinesrdquo ( small line charts incorporating neither axes nor coordinates presenting the general shape of the variation in measurement over time) were also reviewed to show us how charting can provide visual cues to alert you to possible fraud

We were even cued to behavioral characteristics of employees who could be engaged in defrauding our companies such as chronic late submission of expense reports

The session took a couple of unexpected turns into the realm of the controversial A forensic review of President Obamarsquos birth certificate was viewed unfavorably by an attendee who felt that this was not an appropriate forum for a potentially politically motivated position A later foray into allegations of altered engineering reports related to Hurricane Sandy and a 60 Minutes

ldquoexposerdquo of an insurance carrierrsquos denial of property claims based on ldquoalteredrdquo or ldquodoctoredrdquo reports mdash implying that insurers and their partners often collude against homeowners was rebutted by a session attendee whose company was the subject of the clip and who reported that the allegations were disproved Exiting the session seemingly

in protest of the speakerrsquos insistence on playing the 60 Minutes clip providing a counterpoint to the overall session which another attendee characterized as ldquoa bit dryrdquo

So in some respects ldquoShow Me the Moneyrdquo became a post-session conversation for attendees that could well be categorized as ldquoShow Me the Truthrdquo

SESSION REVIEW



The key things to look for when

investigating possible document fraud including missing

information inconsistent information and

visual abnormalities rdquo

WOULD LIKE TO THANK OUR 2015 SPONSORS[ 2015 CONFERENCE SPONSORS ]

[ EXECUTIVE EDUCATION ROUNDTABLE SERIES SPONSORS ]

Insurance Investment ManagementInsurance Investment Management



Vendor Connections amp Perspective from VegasBy THOMAS F WHEELAND CPA

I needed a break to stretch my legs and get some fresh air My body began to feel the effects of a three hour flight followed by

two hours in a vendor booth A poor choice in footwear also contributed to my general malaise As I walked the strip I came to an intersection climbed the stairs and ambled across the pedestrian bridge The long sleeve shirt I was sporting was lightweight but still no match for the heat I know itrsquos a dry heat in Las Vegas but my oven produces a dry heat and still bakes cookies

A man was sitting half way across the span hawking bottled water The flow of traffic had slowed and I was a solitary figure in a flamingo pink shirt

ldquoDonrsquot say a wordrdquo he yelled ldquoLet me guesshellipYoursquore from Parisrdquo

ldquoIrsquom sorry my friendrdquo I replied ldquoI am from St Louisrdquo

As I passed him he smiled and quipped ldquoI was closerdquo

Though I questioned his knowledge of geography the exchange made me think about how very small the world is especially the world of insurance The IASA Annual Conference brings insurance professionals service providers and vendors from across the country and even from around the world We share a passion for the industry Some insurance company professionals seek technical content (and the CPE that goes along with it) and what better way to get it than the top-notch speakers that regularly attend conferences and share their wisdom on industry developments Others want to learn about technology offerings like cloud-based general ledger packages or claims processing software Hundreds of vendors offer their time talent and toys galore to the attendees I attend as a service provider sharing our firmrsquos passion for client service and industry dedication

Back at our booth I spy a competitor Good folks from a similarly sized firm mdash friendly competitors telling a similar story but with their unique twist But I think they have better toys Ugh I see the same crew later that night at a restaurant and we share a few laughs and a drink or two They seem to have trouble hearing me (or just choose not to laugh at my jokes) and I suspect their ears are still buzzing from the Foreigner concert

Throughout the first day alone I met up with old friends from Oregon and California to New York and Maryland I stopped at a super-cool vendor booth and heard all about a

software solution I did not understand much but a couple of key words and phrases stayed with me A few minutes later a client mentioned something in passing and the vendorrsquos solution seemed to be a good fit I pointed her in the direction of the vendorrsquos booth and we agreed to meet for a drink at our hospitality suite that evening Later that night she told me that she and the vendor were already working on scheduling a product demonstration

This year the IASA team pulled a major coup Peyton Manning shared stories about teamwork and leadership I am trying to figure out how to get the folks back at the office to prepare and execute by employing his ldquoOmaha Omahardquo snap-count regimen

But the highlight was Condoleezza Rice What a fantastic story and testament to the importance of education commitment and sacrifice I wonder what it is like to always be the smartest person in a room I usually have to go into a closet to enjoy that status ldquoGotta buy that bookrdquo I say to myself

I have attended probably 20 or more of these conferences as a speaker vendor and participant And I have attended even more local chapter and regional IASA meetings as well I always get something out of these gatherings some nugget of knowledge or a different way to look at a problem But what I really look forward to the most is seeing the multitude of people who have become friends very good friends over the years Networking starts with a handshake and a ldquohellordquo and over the years evolves into fist-bumps and

hugs sharing family pictures reveling in stories of children and grandchildren and lending an ear and a shoulder to cry on for a grieving friend

Later that evening as I walk to the elevator an attractive young lady stops me ldquoWhere are you going at this time of the nightrdquo

ldquoTo my roomrdquo I respondldquoNeed some companyrdquo she asksldquoI think I am okayrdquo I say I can feel

myself blushing I suppose this is just another example of professional networking

ldquoIf you change your mind herersquos my cardrdquo She reached into her pocket My immediate reaction was to reach into my pocket and return the favor Then I thought better of it

I did not expect the IASA to offer these experiences when I attended my first St Louis Chapter meeting some 25 years ago but I treasure them and am already looking forward to next year

Joe Pomilia and the IASA staff do an incredible job putting together a first rate conference There are scores of volunteers from the industry who lend their time Without them the IASA would not be the vibrant thriving organization it is today And letrsquos not forget the multitude of local workers who help set-up and take-down the booths serve the food clean the bathrooms etc

So whether you are from Paris France Paris Texas or you just left the Paris Casino the IASA offers top-notch educational and networking opportunitieshellipand a chance to make a few friends along the way I hope to see yrsquoall in San Antonio

Thomas F Wheeland is a CPA and National Insurance Services Practice Leader for BKD LLP He can be reached for further comment via email at twheelandBKDcom



Celebrating Volunteers by STEPHANIE LEICHT GHOSTDRAFT

ldquoGeaux All Inrdquo was the theme of the 2015 IASA Educational Conference and Business Show In reality ldquoGo All Inrdquo is the mantra of IASA and all of its volunteers It is with the dedication

and assistance of these volunteers that the mission of the IASA is able to be delivered This mission is clear to enhance the knowledge of Insurance professionals by facilitating the exchange of ideas and information Attendees at the conference are often amazed by the impact volunteers make on the success of the event Volunteers at both the National and Regional level contribute to assure the IASA message is carried throughout the organization

Honoring just one New Volunteer of the Year one Volunteer of the Year and one Chapter Volunteer of the Year is a real challenge In truth all the volunteers work tirelessly above and beyond their regular jobs to assure strong education networking and information is available through IASA Their efforts truly deserve a standing ovation Excellence is defined as a talent or quality which is unusually good and surpasses ordinary standards With an association built on the excellence of its volunteers the bar is extremely high for those nominated for these awards

Karyn Spaude VP of Volunteer Development explained that IASA National Volunteers were asked to nominate and recommend fellow volunteers for two awards recognizing exceptional service When excellence is the standard the winners of these awards truly went above and beyond challenging themselves and inspiring others

New volunteers are essential to the IASA They not only expand the IASA family but add innovative and refreshing ideas There were seven new volunteers nominated this year These nominees had one thing in common They each had a positive can do attitude saying ldquoYesrdquo when approached with a task

Not surprising the depth of nominees for the Volunteer of the Year award was even more challenging Seventeen volunteers were nominated by their peers These volunteers have offered their assistance tirelessly for years

The commonalities amongst this yearrsquos winners are their passion enthusiasm and humility They challenged themselves and added new educational and earning opportunities for the IASA membership Both award recipients spent the past year participating on the e-Learning Committee which develops and delivers virtual educational programs In addition they offered their skills and positive work ethics to a variety of other committees They were not just observers but they involved themselves to their fullest potential taking on every challenge offered

Jessica Lasher from Johnson Lambert was awarded the New Volunteer of the Year With less than 2 years of experience Jessica has made a significant contribution to the association As a volunteer Jessica jumped into numerous IASA activities She was involved with the planning of the CFO Roundtable co-chaired the eInterpreter sub-committee and chaired the Internal Training Webinars sub-committee for e-Learning Jessica has played an instrumental part in developing the platform of delivering education to IASA members through online webinars She embodies the spirit of IASA volunteerism and her enthusiasm is infectious Outside of work and volunteering Jessica is a wife and mother Jessica stated that the support from her family specifically her husband has enabled her to balance a successful career and volunteering Her humility continued to impress after the prestigious award was received ldquoThere are so many amazing individuals that contribute to IASA I was surprised and truly honored to be nominatedrdquo

Nominee Committee(s)Gerald Blais Exhibits Marketing amp Communications

Volunteer Development Meg Dixon Seminars Volunteer Development Bryan Fowler SeminarsJoanne Kearbey Chapter Advisory e-LearningJessica Lasher e-Learning Marketing amp Communications

SeminarsStephanie Leicht e-Learning Exhibits Marketing amp

CommunicationsKristine Weber Volunteer Development

Nominee Committee(s)Angela Abbott ExhibitsChris Belle ExhibitsBrad DuPont Industry Relations Volunteer DevelopmentCeleska Fredianelli e-Learning Seminars Marketing amp

CommunicationsAlaine Heselmeyer Marketing amp Communications MembershipMargaret Horn Chapter Advisory ExhibitsPhil Iaccarino Exhibits SeminarsKurt Jackson SeminarsBrent Jones SeminarsAllan Leonard e-Learning Volunteer DevelopmentLaurie Macklosky e-Learning Industry RelationsScott McEntee e-Learning Marketing amp CommunicationsJennifer Overhulse Marketing amp Communications SeminarsDarin Reffitt Exhibits Marketing amp CommunicationsJeanne Sokolak Education SeminarsKaryn Spaude Chapter Advisory Volunteer DevelopmentKen Zieden-Weber Marketing amp Communications Seminars

Jessica Lasher receives the New Volunteer of the Year Award from Karyn Spaude

Jessica Lasher and family



The Volunteer of the Year award is presented to a volunteer who individually made a significant and notable contribution during the past year to the IASA Celeska Fredianelli a long standing dedicated volunteer received this award She has served in a variety of leadership roles within the association and very few people have the same breadth of involvement Celeskarsquos strong leadership and dedication is transforming the way IASA

delivers educational products to its members Celeska and the e-Learning team have focused on creating training webinars that leverage popular topics presented through the traditional channels offered by the IASA In January of this year the IASA offered its first webinar to its members using a new platform which offers tremendous potential for delivering engaging and innovative distance education In April the association met all necessary criteria and began offering CPE credits for its webinars In a world focused on virtual technology these accomplishments will be crucial to the IASA as it continues to be the leading service provider of educational material to the insurance industry

Celeska brings enthusiasm and flair to everything she touches The e-Learning team all share the same opinion they love working with Celeska Celeska is clear it is the team that has accomplished so much this year ldquoI have won other awards in the past but being honored by your peers and the quality of the other volunteers is extremely special This is easily the most important award I have ever receivedrdquo Celeska was surrounded by her family including her grandsons when she received this award showing true balance with career volunteering and family

Chuck Gunkel stated ldquoas a Volunteer Irsquove had the honor of serving as the VP of Chapter Advisory not once but twice I remain awed by the deep passion the IASA chapter volunteers bring to each regionrdquo The Chapter Volunteer of the Year Award is about honoring this group of dedicated professionals They are led by the chapter officers These officers in conjunction with other volunteers provide wonderful programs for thousands of industry professionals In 2014-2015 the Chapters with support from the national office of IASA conducted 45 events for nearly 4100 attendees The have worked tirelessly to grow chapter attendance In fact in just five years it has grown by more than 35 This is not one personrsquos success but the success of everyone working toward a common goal

Picking one winner for the Chapter Volunteer Excellence Award is difficult every year Nine highly qualified candidates were nominated this year due to their outstanding contributions

The 2014-2015 Chapter Volunteer of the Year Award went to Meg Dixon from the Central Illinois Chapter Meg is with RLI Insurance Company in Peoria Illinois and is the Manager of Financial Reporting Meg has been active in the Central Illinois Chapter since 2011 and was President 2013-2014 term Additionally Meg offers her passion and dedication as a national volunteer as well Planning major events requires hard work effective time management and the ability to inspire other volunteers This year Meg led the Central Illinois Chapter in simultaneously planning its Spring Conference as well as the Regional Conference Meg is respected by her fellow volunteers She is known to be an excellent leader as well as a strong team member Meg is a volunteer that can be counted on to always be responsive effective and supportive She epitomizes the type of volunteer spirit that is the hallmark of this association Meg too was humbled by the award ldquoI canrsquot say I deserved this award any more than the other volunteers that were nominated I am very lucky to have had an amazing group of people to work withrdquo Meg is a wife and mother She balances her family work continuing education studies volunteerism and love of running to have a very full and accomplished life


Celeska and Family From Left to Right Celeska Olin Spencer and Husband Ron

Meg Dixon receives the Chapter Volunteer of the Year Award from Chuck Gunkel

Meg Dixon with her husband Brad son Tommy and daughter Elizabeth

Nominee ChapterTina Daniels St LouisJeff Dertz ChicagolandMeg Dixon Central IllinoisMichelle Goss MichiganJason Freund Metro NY NJSheila Hudson Mid-South ChapterKaren Leeman Central Illinois ChapterFrank Petersmark Michigan ChapterRod VanGenderen Mid-West Chapter

Celeska Fredianelli receives the Volunteer of the Year Award from Karyn Spaude



WORD ON THE STREET

n ALICE LOWRY Protective Life Insurance Co

Tell us the one takeaway you will bring home and share with your team from the IASA Conference

Information gleamed from a session

What would your motto be that best describes your experience this year at IASA

Network learn share knowledge

n WANDA CZINSKI Blue Cross Blue ShieldWhat is the premier reason you are attending the IASA Conference in Las Vegas

Networking software solutions CPE

Based on your experience so far can you give us a motto that describes your experience this year at IASA

What happens at IASA stays with members of IASA

n CHUCK FILLIZOLA Orchid InsuranceTell us the one takeaway you will bring home and share with your team from the IASA Conference

Introductions to new viable technology solutions (portals) for consideration within my business


Keep moving Therersquos a lot of ground to cover

n DAVE SKUP Guarantee Insurance Company

What is the premier reason you are attending the IASA Conference in Las Vegas

Exhibit show ndash looking at new products


An excellent experience best show in the industry

n ALDO KAZAKEVICH BDT Group SRL CEOWhat was the ldquowowrdquo factor for you at the IASA Educational Conference and Business Show

Every year I travel from South America Argentina to attend IASA I am always impressed by the professionalism size and relevance of the IASA educational conference and business show

I always come back motivated and full of new ideas to apply in the Insurance industry in Argentina The most important thing is that we are always able to apply top notch and latest innovations before anyone else in our region and by doing that we enable our Enterprise customers to enhance their customers experience every day I got lsquowowsrsquo last year at Indianapolis and again at Las Vegas this year you guys do it always right and relevant

What would your motto be that would sum-up your experience this year at IASA

Amazing Engage with my enterprise customers to help them enhance their customer experience

w



n GAVIN W HUNTER Benchstrength InternationalTell us the one takeaway you will bring home and share with your team from the IASA Conference

With a great commonality of purpose between every aspect of the attendees at IASA there is always something new to learn in any dialogue with an IASA member


There are no strangers heremdashjust friends who havenrsquot met yet

n CINDY BOYLE NORCALTell us the one takeaway you will bring home and share with your team from the IASA Conference

Education is critical to support continuous professional growth


Embrace change and let it challenge you

n DEB CUSIMANO Connecticut Interlocal Risk Management AgencyTell us the one takeway you will bring home and share with your team from the IASA Conference

The experience and quality of the education


Change and improve

n DIANNE BATISTONI Eisner AmperTell us the one takeaway you will bring home and share with your team from the IASA Conference

Technical accounting updates and networking opportunities


You got to be in it to win it

n JOHN PRESCOTT Johnson Lambert LLPWhat is the premier reason you are attending the IASA Conference in Las Vegas

To represent my firm and support Jessica Lasher


Pushing insurance forward

n JASON NICKLES Western and Southern Financial CoWhat would your motto be that best describes your experience this year at IASA

Geaux all in Meet new people and further your understanding of the insurance industry



7 Winning Leadership Ideas from the Peyton Manning PlaybookBy HEATHER DUNN

WHILE SEVERAL NFL

PLAYERS HAVE BEEN IN

THE NEWS FOR RULE-

BREAKING AND BAD BEHAVIOR

ANOTHER GAVE A MOTIVATING

AND HUMOROUS KEYNOTE AT

THE IASA BUSINESS SHOW AND

EDUCATION CONFERENCE

What comes to mind when you think of Peyton Manning NFL quarterback The Denver Broncos Indianapolis Colts 2006 Superbowl Champion

Therersquos no doubt that Peyton Manning is a class act football player Whether you are a football fan or not anyone can appreciate Manningrsquos many achievements on the field His football career accomplishments range from overcoming four neck surgeries to make his second Superbowl appearance to obtaining the NFL record for the most career touchdown passes

Off of the field Manning has also proven to be a fierce leader When his professional football career began Manning started the Peyback Foundation to help disadvantaged kids And in 2012 Manning purchased 21 Papa Johnrsquos Pizza franchises

Manningrsquos keynote at the IASA Business Show and Education Conference was inspirational to say the least Manning talked about how important it is for all leaders to adjust to less-than-ideal circumstances Manning also discussed that in order to beat the competition you have to be a game-changer or you will get left in the dust And that like in a football game insurance has rules and regulations that you have to follow in order to win the game

His speech was humble humorous and on-point He did mention the Nationwide commercial but there was no singing of the jingle from Peyton only from one very witty IASA Presidenthellip ahem Forrest Mills

While Peyton said ldquoI cannot give anyone in this room any type of business advicerdquo he did list seven pieces of advice for leaders backing each with a tale from his career

7 Winning Leadership Ideas from the Peyton Manning Playbook1 The best advice can fall flat when reality-

tested When Manning was a freshman at UT he was the third-string quarterback His father legendary quarterback Archie Manning told him ldquoIf you ever get into the huddle with the startershellipyou be the leader and you take controlrdquo Manning found himself in the huddle on the road against UCLA in 1994 Recalling Archiersquos advice Manning said to his teammates ldquoI know Irsquom a freshman but I can take us down the fieldrdquo The left tackle promptly said ldquoHey freshman shut the [eff] up and call the [effing] playrdquo ldquoAnd I said lsquoYessirrsquordquo recalled Manninga For leaders even the best intended advice could backfire Leaders learn as they go and learn from their mistakes

2 Thrive on discomfort Manning practices what he calls awkward throws Coaches push a blocking dummy into his feet or simply back into him with their bodies to simulate a pass rusha For leaders escape your comfort zone and push your limits Testing your expertise on something new can produce groundbreaking results

3 Devote yourself to meticulous preparation At the start of the 2012 season Manning was returning to the NFL after a year off necessitated by four neck surgeries He had to find keep practicing to find new

ways to do the old job score points It was the quarterback equivalent of finding a new way to deliver what a customer wants Manning could no longer compete on the basis of arm strength the way he did when he was young So he became more efficienta For leaders Prepare for even the smallest details Look for an edge And when the old routine isnrsquot yielding the same results keep practicing until you arrive to a new solution to get the desired outcome

4 Invest in a coach David Cutcliffe Manningrsquos former position coach at Tennessee still trains with him Manning likes working with him because Cutcliffe doesnrsquot hesitate to yell at Manning for his mistakes ldquoIrsquom mad at him but I know it makes me betterrdquo Manning said a For leaders find someone who will tell you things straight up no matter how much yoursquove accomplished Find someone whose authority yoursquoll respect ldquoOnce someone stops learning to be coached taught or mentored theyrsquore in big troublerdquo said Manning Have someone to point out what works and what doesnrsquot

5 Cultivate trust The quarterback position is full of stats measuring a playerrsquos ability to throw and run Not all of them correspond to team success Manning said he emphasized the individual goals



of completion percentage and touchdown passes because they ldquohelp our team winrdquob For leaders a leader is trusted for good outcomes Donrsquot set goals for yourself that if achieved will lead to only personal gains Help build individual resumes on your team and you will win together

6 Become a Master Observer Stop and look at things no one else has bothered to look at or things normally taken for granted In football terms this means Manning equipped himself to identify the play irregularities that could lead to a competitive advantagec For leaders Given your experiences and knowledge what can you see that others including your competitors cannot When an opportunity is presented donrsquot be sided by change embrace it

7 Understand the sustained power and influence flowing from your relationships with others Manning was intent on pointing out that his success did not come from nothing People helped him every step of the way and his biggest joy was working with and helping others in and out of football a For leaders ldquoYou can have the swagger of a winnerrdquo he said ldquobut never be convinced that your greatest accomplishments are made alonerdquo Heather Dunn is the Marketing Manager for GhostDraft

Inc She can be reached for further comment via email at HeatherDunnghostdraftcom

In order to beat the

competition you have

to be a game-changer

or you will get left in

the dustrdquo

Condoleezza Rice Keynote Presentation Recap by FORREST MILLS and ROD TRAVERS

IASA was proud to welcome to the stage Dr Condoleeza Rice as the Tuesday keynote speaker Dr Rice served as Secretary of

State under President George W Bush from [year] to [year] In her prepared remarks Dr Rice covered several topics that are front-and-center on the domestic and world stage

bull She described the historic role of the United States in helping to maintain world peace offering an insightful analysis starting with World War I through present-day She described the critical importance of the NATO alliance which established that if one member of NATO is attacked all member countries treat it an attack on themselves Dr Rice expressed concern that the staunch commitment associated with that kind of thinking has started to lessen which is viewed by some as an opportunity to shift power and destabilize world peace

bull Dr Rice outlined her concerns about the long-term damaging effects of an under-educated population She described her upbringing in Alabama and how her parents did everything they could to enable her to attend college She offered some humorous anecdotes along the way but she made clear that as a country we must rededicate ourselves to education especially for those who are struggling financially so that they can move past dead-end jobs and from dependence on welfare programs and realize their true potential

bull She recounted her role in the circumstances surrounding the 911 attack Among other things she was lsquoescortedrsquo by the Secret Service to a safe location She described that as being ldquopicked up carriedrdquo to the situation room while she was talking to her family to let them know she was OK She also described the strong communication and coordination that began immediately among senior white house and defense team Dr Rice said that every morning after 911 brought a new set of potential threats

and decisions that had to be made and that the world was a permanently changed place after 911 She estimated that the attack cost roughly only $300000 to fund but it dramatically changed the world and of course so many innocent families That reality itself ndash the low costhigh impact equation ndash has changed the calculus for defense ever since

bull Dr Rice talked about the recent change in intelligence gathering authority regarding telephone records She said that the legislative process has run its course and that the rules are now changed but that there was some misunderstanding of how and why such information was being gathered She said that intelligence authorities try to monitor the whereabouts of known terrorists and that their mere presence in a location can be very telling She described a real-world situation wherein if such a program of phone monitoring had been in place at that time the authorities would have known that a dangerous terrorist was on US soil and that a subsequent attack might have been averted or at least the terrorist could have been apprehended She also made clear there are no guarantees when it comes to acting on intelligence so even hindsight can be speculative

Following her prepared remarks Dr Rice graciously engaged in conversation with IASA President Forrest Mills and answered questions suggested by the audience Among those were

We have had three female Secretaries of State Is there something about this role that either attracts or is aligned with a female perspective

RICE I realize that we have had strong femalesrsquo positions but we have also had good men as Secretary from ldquotime to timerdquo One differentiator could be that the job requires a significant amount of listening to a broad spectrum of constituents and perhaps women can do a good job in this regard

What is it like to serve on the NCAA playoff committee

RICE Well my father if he were still alive would say that I finally got a real job It has been an honor as I am truly a sports enthusiast I get to watch college football all day on Saturday Our committee is broken up into regions and we are responsible for reviewing each of the games therein There is an enormous amount of pressure but it is enjoyable from my perspective



Forrest Mills is Chief Financial Officer and Treasurer of Guaranty Income Life Insurance Company and is the Immediate Past President for IASA He can be reached for further information or comment via email at forrestgilicocom

Rod Travers is the Executive Vice Preside for The Nolan Company and President Elect for IASA He can be reached for further comment via email at rod_traversrenolancom



What was the most unexpectedly challenging aspect of your role in government The most unexpectedly fun

RICE Obviously the aftermath of 911 was the most challenging Everything we did every policy just everything was viewed through a different lens Every day I woke up thereafter I would run through my mind what we could have done differently what should we change going forward

I suppose the fun is really a collective of making positive impacts on peoplersquos lives Helping to provide the opportunity of the American Dream

What is her take on ldquodeflategaterdquo RICE I guess in general I was surprised that the NFL

allowed each individual team to use their own footballs I canrsquot imagine say in hockey that they would bring their own puck to the rink It seems like an easy fix overall

Throughout her time on stage Dr Rice provided an inspiring example of strong leadership combined with humility and a sense of humor When someone suggested she run for president she demurred and said ldquoI am teacher and a diplomat not a politicianrdquo That didnrsquot stop the audience from cheering her on At the conclusion of the session the audience offered their thanks to Dr Rice in the form of a standing ovation Her presentation was one truly of the highlights of the conference

I suppose the fun

is really a collective

of making positive

impacts on peoplersquos

lives Helping to provide

the opportunity of the

American Dreamrdquo






FEATURE

LinkedIn touts itself as the worldrsquos largest professional network with over 364 million members worldwide

Chances are yoursquore already a LinkedIn user if not LinkedIn makes it relatively easy to set up a profile and start connecting with current and former colleagues

But with 115 million users in the United States alone how do you make your profile stand out on LinkedIn and get noticed in a sea of similar profiles Below wersquoll explore a few tips on how you can take your LinkedIn profile to the next level

1) Make a great first impressionOnly a few things appear when someone

sees your profile in a basic search and not much more appears when you show up in a list of usersmdashfor example in a list of employees at a company or a list of group members So itrsquos essential to maximize the opportunity to stand out and grab attention when someone happens upon your profile

The basic search shows only your Name your Photo and your Professional Headline so they are the three most important parts of your profile You should consider using the same name you use on your resume and balance that with what you use in personmdashif your name is Elizabeth but you use Betsy at work will people find you on LinkedIn as Elizabeth Or should you consider using Betsy Some of that will depend on how common your last name is of course

Your photo will make a big first impression so use a picture that features you in a business-like setting If you have a professional headshot use it if not have someone take a good photo of you in your office then use an app like VSCOcam to filter it to make you look your best

Finally your professional headline gives you the chance to state what you do in 120 characters or less so use them to your

advantage What makes you different from everyone else who is in the same type of role as you are Finding a unique spin while remaining professional can make your profile more memorable to everyone from headhunters to industry influencers Irsquove received numerous messages from other users commenting positively on my headline ldquoMarketing Professional amp Aspiring Scratch Golferrdquo which invariably provides insight into my brand and personality It also helps me differentiate messages from people who did some research from those spamming everyone they can

2) Enable people to find youThe Contact Info section of your profile

makes it easier for people to both find your profile and to reach out to you with opportunities Start by customizing your Vanity URL changing LinkedInrsquos standard random combination of letters and numbers to make it easier to promote your profile in your email signature and on other sites A great way to do this is to match your profile name on Twittermdashfor example mine is http

linkedincomindmreffitt You can use up to 29 characters for this custom link so even if you share a common name there should be

a way to stand out by adding a city or other identifying information

You also have the ability to add multiple eMail Addresses to your profile While people may look you up by your work email address you can add a personal email as well and make it your primary email address this has the dual advantages of preventing your private messages from routing through your companyrsquos server and ensures that you never lose access to your professional network You may also consider adding a Phone Number that is only visible to your connections

Finally add your other social accounts to ensure that your connections can find you wherever you appear online Add your Twitter Handle link your SlideShare account andor Blog Demonstrating your social savvy can only help you when it comes time to leverage your network

3) Demonstrate your expertiseThe remaining sections of your profile give

you the ability to log Work Experience Volunteer Roles Awards Organizations and more Browse through the available content and determine where your experiences can be best highlighted

Today wersquoll dive into your Summary and Experience sections in more detail and also explore the value of adding Skills to your profile in order to maximize endorsement opportunities

The summary and experience sections work together to encapsulate your career history Many people try to put their full resume in the summary and then recreate all the work experience beneath it Unfortunately this doesnrsquot maximize the flow of the LinkedIn profile

Instead the summary section is an excellent way to highlight what differentiates you from other employeesjob candidates Think of it like your LinkedIn elevator speech you have a short amount of time to talk about whatrsquos different about you Tell your story in first person as succinctly as possible including accomplishments or awards and specialized skills This would be a great time to highlight your six sigma black belt for example and then reference a major six sigma project you led further down in your experience section Remember the goal

Continue With Social Polish Your LinkedIn ProfileBy DARIN M REFFITT


Darin M Reffitt bull YouMarketing Professional amp Aspiring Scratch Golfer


FEATURE

As if you donrsquot have enough on your plate itrsquos finally time to revisit all of those tasks that have somehow been

archived from your inbox have made it to the bottom of the to-do list or have otherwise gotten pushed aside for one reason or another

ldquoIrsquove got all year to do thisrdquo you said ldquoIrsquoll have more time laterrdquo you said Yet here we are in August and ldquolaterrdquo has arrived So grab a cup of coffee make some space on your desk and letrsquos brainstorm how we can tackle our to-do lists by year-end

1) Make Lunch PlansYour trusted advisors are an important

part of your business and they value the partnerships that they have with you as well No matter your industry or position everyone is busy and nobody intends to put off relationship management it just happens Check your calendar now and schedule time to speak with your tax and investment advisors auditors attorneys employee benefit plan advisors bankers and perhaps even regulators Everybody eats lunch so why not make it a working lunch as you strategize for the remainder of the year

2) Position That PortfolioWhether you gather and glance at the

reports yourself or delegate this opportunity to someone else itrsquos a good idea to reevaluate your portfolio diversity on a regular basis Has the business forecast changed Have new lines or programs been added What does the overall tax picture look like and can it be mitigated by generating capital gains or losses or by changing the distribution of tax-exempt income If it fits within the current stage in the corporate life cycle rebalancing investments from fixed income to equities can generate dividend income that may be eligible for a deduction of 70 of the amount received during the year Make those changes yoursquove been putting aside now so that you still have time to earn the types of income that will provide you a benefit by year end

3) Evaluate the ExcessCorporate taxpayers know about double

taxation or the requirement that corporate earnings are taxed in the year of recognition and yet again upon distribution to corporate shareholders It may seem appealing to defer that second level of taxation by not distributing earnings to the shareholders for some time but beware of the nasty 20 penalty also known as the Accumulated Earnings Tax (ldquoAETrdquo) For corporations without an established and documented business reason for accumulating significant earnings itrsquos possible that the AET could be triggered if the IRS were to initiate an examination Could your company be subject to the AET Take a look at the accumulated earnings position of your company What capital purchases may be contemplated in the near future What business expansions or transactions might occur in say the next five years for which capital will be necessary Insurance companies are less frequently subjected to this penalty tax because of the ever-present unknown liability related to loss reserves but agencies brokers and other non-insurance corporations are more likely targets Document your positions in a proactive manner rather than trying to establish support for retaining those earnings after the fact in order to avoid this unnecessary penalty

4) Consider Charitable GivingThese days many corporations seem

to have a genuine interest in promoting positive social and moral policy they support community service events and encourage giving back to their local communities with time or funds If corporate philanthropy is part of your mission or even if it isnrsquot as engrained in the culture as you might personally prefer there are opportunities abound for charitable

giving that offer both community building and legitimate tax deductions Charitable gifts often take the form of cash or securities donations but well planned team community service projects also serve as ways for a corporation to give back Perhaps you will choose to collaborate with a client or a prospect for a community service day that gives back to your community and provides for a public relations opportunity as a secondary benefit Or maybe your company plans an employee-only event that reaffirms camaraderie and culture Now is the time to plan your community service activities before December arrives and your employees are too busy to participate or appreciate the opportunity of giving back

5) Plug In to the IndustryIASA relies heavily on the participation of

volunteers at both the national and local levels Volunteers serve on the Board of Directors and Management Team as well as on various other committees in support of greater membership interests If you have been looking for a way to increase your visibility in the organization or industry or know of someone who would serve a valuable volunteer to the organizationrsquos efforts check out the website and see where yoursquore interests lie

As a busy professional the challenge will always be finding the time for the things that might seem so little Maybe you skip that Starbucks line one day save yourself 20 minutes and take a little action Maybe you cut your lunch hour by 15 minutes or dedicate the last hour of the day to the smaller tasks As time consuming or as tedious as the task might be it was important enough for you to have made note of it Wouldnrsquot you like to cross if off your list rather than carry it into the new year

TAX CORNER

Later Has Arrived Five Tips for Tackling Your To-Do ListBy SARAH STUBBS TAX PRINCIPAL JOHNSON LAMBERT LLP

Sarah Stubbs is a Tax Principal for Johnson Lambert LLP She can be reached via email at sstubbsjohnsonlambertcom


1 How did you get started in the Insurance Industry

When my company was acquired by BNY Mellon in 2010 there were already people handling the marketing for the mutual funds market and they asked me to take over and build out the marketing for the Insurance space Irsquove spent the 5 years since learning everything I can about Insurance

2 Was there a person or event that impacted the direction of your career if so can you share a little bit

There have been many people who influenced my career but the one who influenced me the most was a gentleman named Jim Collins (no not the author of ldquoGood to Greatrdquo) who led the sales management group at the bank where I worked from 2000-2006 He taught me a great deal but what I learned the most was about what kind of leader I wanted to be He taught me how to make yourself better by helping everyone around you be better as well

3 How when did you first get involved with IASA

After I took over the insurance segment at BNY Mellon Asset Servicing I led our conference planning for the national conference I inquired about being a volunteer several times but it wasnrsquot until the 2012 conference in San Diego that I was interviewed by Chuck Gunkel and was later invited to the Fall Planning Meeting in Atlanta

4 How do you typically get your work day off to a good start

Coffee

5 Is there a certain song on your iPod that gets you motivated

Irsquom very eclectic musically so it changes Right now itrsquos ldquoFight Songrdquo by Rachel Platten

6 What would you consider to be the biggest benefit your company gets from your volunteer participation in IASA

Aside from the more tangible benefits Associate Member companies receivemdashfor

example the points that impact our booth selection at the annual Business Showmdashthe networking benefits we receive as volunteers are incredible Being able to work side by side with people in various roles at our insurance targets helps us better understand how we fit into the value chain and gives us additional points of contact But more importantly wersquore no longer selling to the insurance market wersquore part of it and helping it grow and thrive side by side with our clients

7 What is the biggest benefit you get from being involved as a volunteer with IASA

I wouldnrsquot be where I am today if not for IASA I had tried several times in the 2000s to move from financial services marketing into technology marketing but without any previous experience I wasnrsquot able to make the move Volunteering with IASA got me exposure to a broader audience and allowed me to demonstrate my skills and abilities in new ways ultimately leading to being recruited by a core systems provider I also love public speaking and would never have gotten the opportunities to speak on social media and networking without my IASA involvement I consider myself a true success story of how IASA volunteering can dynamically change your career

8 Do you have any hobbies that could affect your personal insurance premiums

I used to own a Harley-Davidson motorcycle but never had time to ride so I sold it in 2011

9 What is your favorite way to relax after a particularly stressful day in the world of insurance

Irsquom working to spend more time at the gym and at the driving range after work but working for a company in a different time zone means my day often doesnrsquot end until after 7pm Luckily I love what I do and donrsquot often find it stressful

10 IASA is a great place to experience firsthand the cooperation of business financial and IT professionals working toward a common goal Do you struggle with issues relating to business IT alignment at your company What is the best way you have found of successfully handling these types of situations

This has been a struggle in previous jobs but I donrsquot see it at my current company As an example when we came up with the idea for our

ldquoEveryonersquos a Winnerrdquo Slot Machine App for the conference in June I went to our mobility team and described what I needed They ran with the idea and turned around a prototype in about a week Itrsquos great to work for a company where the IT folks are as excited about the technology possibilities as we are in marketing

SPOTLIGHT ON

Darin Reffitt Last Yearrsquos New Volunteer of the Year Award Winnerby KEITH GUARD

ASSOCIATION NEWS


11 What do you believe is the biggest challenge currently facing your company

Irsquod say itrsquos finding effective ways to generate company awareness There are over 50 providers selling core suites or individual components so getting out the message about how our suite truly is differentmdashhow customer engagement and omni-channel capabilities are built-in and how that enables insurers to innovate and compete without constraint for years to comemdashcan be a challenge

12 Yoursquove been a leading voice in the successful use of social media at IASA What do you think is on the horizon for social media in the world of insurance

I definitely think social engagement will continue to drive sales Not just with people connecting to and following mascots like Flo Mayhem and Jake but with local agents who

leverage social over traditional advertising channels And from a risk standpoint I believe social media and the Internet of Things will continue to evolve as drivers of underwriting decisioning A great example is the recent move by Liberty Mutual to provide monthly discounts for households that open the data on their Nest Protect smoke detectors to the company Biometric data from the Apple Watch will likely drive similar discounts and over time I think we can expect to see the value of sharing our social data being quantified more and

brought into underwriting and pricing decisions Imagine getting $100 a year off your auto insurance by giving an underwriter access to your Facebook feed or getting discounted health insurance by checking in at the gym 50 times a year on Yelp

13 Can you name one thing most people would never guess about you when they first meet you

I love to bake I spent several years learning to decorate cakes and found I had a knack for the artistry

Keith Guard is an IASA National Volunteer with over 20 years of experience working with technology at insurance companies He can be reached for further information or comment via email at keithguardgmailcom

ASSOCIATION NEWS

Analyst Insights continued from page 18

successful many vendors must be involved and each vendor is typically held responsible for internal development and implementation task management specific to the companyrsquos solution The insurer PMO is responsible for project coordination internal integration development and user acceptance testing

However in some cases the internal PMO will also take ownership of all project-related tasks insisting that the vendors conform to their project management methodology and procedures This can slow down the implementation while vendors adjust project reporting and management tasks to meet the clientrsquos methodologies It can also move the focus from delivery of a solution that meets the insurerrsquos needs to a focus on excellence in project reporting and meetings Vendor management requires a different approach to managing the core project The client PMO should focus on coordinating vendor timelines and deliverables and enabling the vendors to stay within schedule and cost targets Too much emphasis on running the project will naturally lead to delays and communication issues

Rapid Problem Resolution vs Lengthy Change Reviews

Traditionally most insurance industry IT projects have been run with a waterfall methodology but there is movement today toward a more iterative approach or an agilewaterfall mash-up sometimes referred to as ldquowagilerdquo This hybrid approach focuses on matching the requirements provided and a structured change management approach for reviewing approving and implementing modifications as problems arise Even a fully agile approach can get derailed by unplanned issues which arise during the project

Core projects with multiple vendors and broad business user scope are highly susceptible to being impacted by the problem resolution and change management process Insurers need to ensure that problems can be

resolved quickly via a streamlined governance process Any significant project issue will cause many moving parts and vendor activities to stall until a decision is reached so governance must be set up to surface problems and resolve them quickly

Final ThoughtsA CIO facing a major core system

transformation recently mentioned that the main difference between the core project at hand and a typical IT project is that IT leadership will be working more closely with business leadership which will require more communication to overcome barriers to commitment and change Recognizing the issues discussed earlier will provide IT leaders with key communication topics that will contribute to the success of the core replacement system initiative

Tom Benton is VP of Research and Consulting for Novarica He can be reached for further comment or information via email at tbentonnovaricacom


ASSOCIATION NEWS

MEMBER COMPANY SPOTLIGHT

Farmers InsuranceSM By SONIA CLIFFEL

NOTE Farmers Insurancersquos Andrew Ly CMA CFM CPCU of Claims Finance recently discussed the organization charitable initiatives and the ongoing benefits of IASA membership with Sonia Cliffel of First American Equipment Finance and IASArsquos Membership Committee

In June Farmers Insurance Exchange the largest of the insurance entities that make up the Farmers Insurance Group of

Companiesreg was named to the list of Fortune magazinersquos 500 largest US based companies They ranked at number 264 on FIErsquos 2014 revenue of $113 billion and assets of more than $156 billion

The Farmers Insurance Group of Companies is composed of Farmers Insurance Exchange Fire Insurance Exchange and Truck Insurance Exchange and their subsidiaries The Exchanges are three reciprocal insurers owned by their policyholders The Farmers Insurance Group provides insurance to more than 10 million households across the nation with over 19 million policies in force Farmers provides homeowners auto and commercial insurance as well as other financial services Since its founding Farmers has sold products and services through a network of Farmers agency owners who are independent small business owners based in communities across the country There are currently more than 13000 Farmers agency owners

Farmers agency owners and the 14000+ employees of the Exchanges receive training from the University of Farmersreg in California and its satellite campus in Grand Rapids which provide industry-leading learning and development programs to help employees and agents further enhance their skills

ldquoInsurance is not black and white so it helps to have a network of contacts to reach out to and leverage their knowledge and experiencerdquo said Ly Andrew turns to the IASA for those invaluable networking opportunities Andrew stated ldquoI now have a strong network including people I can reach out to at the big four accounting firms banking contacts and contacts at other

insurance companies I have no doubt that if any questions arise I can reach out to these folks IASA provides an invaluable venue to connect with the right people to help move the industry forwardrdquo

One of the ways Andrew continues to expand upon this network is by attending the IASA Annual Conference Ly shared that the

ldquoIASA Annual Conference enables insurance professionals to have direct access to others that support the industry allowing me to see directionally where the insurance industry is headed The value proposition of the quality seminars IASA delivers enables me get a great bang for my professional educational dollarsrdquo

Andrew added that ldquoThe combination of earning 25 hours of CPE credits vendor connect tours to preview what emerging technologies are shaping the industry and the inspirational keynote speakers provides me the knowledge and inspiration I can bring back and implement to take my career to the next levelrdquo

As a member of the Southern California Chapter Andrew has volunteered since 2008 and has served as President ldquoServing as President or holding a leadership position on the Board speaks to your leadership skills and character This leadership position enables you to collaborate with your peers set a vision work as a team for a common goal and make a positive influence on the industryrdquo Andrew finds personal satisfaction in giving back to the industry and creating educational content for his peers Ly feels ldquotogether we can accomplish something bigger than we can individuallyrdquo

Farmers InsuranceSM supports their employeesrsquo involvement in local IASA

Chapters due to the added benefits of leadership development and the opportunity to collaborate with insurance companies and solution providers on issues affecting the industry Currently two of Andrewrsquos direct reports are Board Members of the Southern California Chapter

Letrsquos face it insurance is essential in many facets of our lives both business and personal Even when you work in the industry making the right decisions about your individual insurance choices isnrsquot always easy Whether yoursquore an insurance professional or not making wise choices about your insurance options is important

This reality led Farmers to launch its ldquoSmartrdquo Campaign ndash a campaign centered around making consumers walk away a little bit ldquoSmarterrdquo and better prepared whenever they interact with Farmers In an evolving insurance industry with consumers turning to the internet and social media for their information Farmersrsquo goal is to get ahead of the marketplace Their clever television commercials featuring Professor Nathaniel Burke (JK Simmons) enables Farmers to be at the place where insurance meets the consumer to help consumers make smarter insurance decisions

Education has been a cornerstone for Farmers for over 87 years The strong belief that solid and accessible educational programs are essential to maintaining strong and healthy communities and improving opportunities for the next generation has led Farmers to work with organizations and schools across the country Farmers proudly supports at-risk youth through sponsorships of the United Way


Boys amp Girls Clubs First Tee the Monarch School and many other education and after school programs around the country

One key initiative underway in 2015 is Farmersrsquo Thank Americarsquos Teachers program which invites people across the country to visit the companyrsquos iconic yellow school bus or the dedicated web site thankamericasteacherscom to show their appreciation to a favorite teacher People are given the opportunity to say ldquothank yourdquo to a teacher and vote for a deserving teacherrsquos grant proposal This year alone Farmers will give away more than $1 million to Americarsquos educators

This focus on keeping communities healthy spills over into Farmers core business

ndash providing assistance in the event of a loss or disaster One example is the work Farmers has done to help rebuild the community of Joplin MO after the EF-5 tornado that devastated the city In 2013 and 2014 Farmers partnered with the St Bernard Project and Rebuild Joplin and sent Farmers employees from around the country to volunteer for two-week work rotations to help rebuild and repair homes By the end of 2014 they had sent 400 employees to Joplin contributing close to 20000 volunteer hours of labor and assistance

The experience and knowledge gained in assisting communities recover after disasters like those in New Orleans Joplin and New YorkNew Jersey following Superstorm Sandy inspired Farmers to develop a Disaster Recovery Playbook ndash an invaluable tool for disaster-impacted communities This resource helps affected communities recover faster by giving residents clear action steps and accountability measures and offers disaster recovery organizations a standardized and adaptable model for post-disaster recovery This playbook has aided residents

affected by disasters to return to their homes and normal life years ahead of schedule

Whether relying on key industry and personal contacts within your network who can help as Andrew Ly does or insureds relying on an insurance company to be there to help pick up the pieces after a claim is filed trust and confidence are critical IASA is proud to have a member company like Farmers InsuranceSM who shares the belief that we can all make forward progress through sharing knowledge and a dedication to helping others be the best they can be

Sonia Cliffel is Vice President for First American Equipment Finance as well as a member of the IASA Membership Committee She can be reached for further comment via email at soniacliffelfaefcom

of the summary is to get people to dig deeper and look at your more detailed experience section

Now scan down to the experience section and add each of your previous jobs including titles locations and responsibility areas for each As much as possible use those different jobs to tell a story of how your career has progressed Just like with a resume I recommend that you focus on achievements as much if not more than responsibilities For example ldquoManaged all operations for a 50-person call centerrdquo is good but ldquoManaged all operations for a 50-person call center while increasing first call resolution (FCR) by 36rdquo is a much stronger experience point

Finally take the time to complete the skills area inputting work areas in which you consider yourself to be strong This is not a time to be humble LinkedIn gives your connections the ability to endorse you for

things that you self-select as skills and they can do so with a click of the mouse But that can only happen if you input skills to begin with For example 50 of my connections have endorsed me for the skill Strategy and another 35 have endorsed me for Marketing Management I regularly get notifications of new endorsements and occasionally someone will endorse me for a skill I didnrsquot claim You could say my resume is being somewhat crowdsourced by my peers in that regard

These are just a few easy changes you can make to enhance your profile and stand out from the crowd and the profile options

continue to evolve Currently you can showcase examples of your work pull in content from your Twitter feed and blog and the list goes on While I still have work to do on my profile LinkedIn currently rates my profile strength as

ldquoAll-Starrdquo If yoursquod like to see my full profile send me a connection request and mention that you saw my article in the Interpreter and Irsquoll accept your connection My profile is continually evolving since I continue to learn new tricks and techniques for improvement

In the meantime feel free to send me any questions at dreffitteisgroupcom or by message on Twitter dmreffitt

LinkedIn continued from page 40

Darin M Reffitt is a Director Demand Generation amp Campaign Management at EIS Group He can be reached for further information via email dreffitteisgroupcom or dmreffitt on Twitter

People are given the opportunity to say ldquothank yourdquo to a teacher and vote for a deserving teacherrsquos

grant proposal This year alone Farmers will give away more than $1 million to Americarsquos educatorsrdquo

ASSOCIATION NEWS

ASSOCIATION NEWS

For many IASA is synonymous with education Education was one of the fundamental objectives in the original

founding of IASA As IASA grew over the years and as the organization evolved through member input it became apparent that a direct focus was needed on managing all of the educational areas across a diverse base of member companies and interests

While education has been well-established in some form since the inception It has been led by many volunteers and around 10 years ago was formalized into a formal committee Beech Turner the current VP of the Education Committee first became a volunteer about that time ldquoAt the time the Education Committee was primarily focused on what were then the two primary tracks of interest ndash Accounting Risk and Finance (ARF) and Technologyrdquo states Beech A third track related to management and leadership skill was added a few years later

The committee is responsible for developing the educational content and delivery of education programs to IASA members and customers within the insurance industry during the annual conference The materials and courses developed by this committee are applicable across Financial Technology Operations as well as Management and Leadership roles Combined there are over 80 sessions offered each year The sessions ranging from 60 to 90 minutes There are specific guidelines we use to ensure a high quality of content We typically require an insurance company member to participate in these sessions These are particularly useful when discussing real life business cases Our volunteers spend a significant amount of time identifying relevant topics We dedicate two full days of planning during our fall planning

meeting as well as individual hours leading up to the spring planning meeting and ultimately to the conference in June

As IASA has evolved the goals and objectives of the Education Committee have evolved as well When members fully recognized the career benefits of IASA participation the Education Committee saw increased interest in a separate educational track focused specifically on Career Development

Also as opportunities increased to deliver quality educational content virtually the e-Learning Committee was formed to focus on the unique aspects of digital delivery The e-Learning Committee was led by Beech during the first two years of its existence and is currently under Celeska Fredianellirsquos

veteran leadership The Education Committee works in collaboration with the e-Learning Committee to share content when applicable

ldquoIASA volunteering has been a rewarding experience for merdquo said Beech ldquoIn addition to all of the great networking opportunities that IASA offers it provides leaders in our industry with access to information and expertise that you just canrsquot get inside of a single organization So often someone else has dealt with the same challenges that you are facing ndash itrsquos sometimes just a matter of finding someone whorsquos been there IASA provides that opportunityrdquo

Currently the 100 plus volunteers on the Education Committee are grouped by educational track There are leaders for each

of the major IASA tracks ndash ARF Technology and Career Development As the educational needs of IASA members expand and grow the structure of the committee continues to develop In fact one of the major challenges facing the Education Committee is how to proactively prepare for the continued increases in content volume and demand for new courses For example as the content grew and the topics expanded it became clear that there were areas within each track that might best be managed independently

ldquoWe have moved to a model where we sub-divide the major tracks into smaller areas of interest and assign leaders to manage those areas cohesively As IASA education becomes more diverse and complex the structure of the

committee will continue to evolverdquo explains Beech ldquoAs Chair of the Education Committee it is amazing how much quality content is created and organized on an entirely volunteer basis Itrsquos my job to organize and manage the group to make this as easy as possiblerdquo

Beech is really looking forward to what the next year brings to Education at IASA ldquoI really canrsquot thank the committee members enough for everything that they do Irsquom proud to lead a group that is so integral to the core objectives of IASArdquo Beech would also like to extend a special thank you to Anil Chacko Jeanne Sokolak and Nancy Fangmeier for their fantastic job leading the Technology Career Skills and ARF respectively

COMMITTEE SPOTLIGHT

Developing amp Delivering Educational Content By KEITH GUARD

[IASA] provides leaders in our industry with access to information and expertise that you just

canrsquot get inside of a single organizationrdquo




ASSOCIATION NEWS

Chapter NewsBy CHUCK GUNKEL

As of today we have twenty-six active IASA Chapters across the United States If one of these Chapters are

in a city you livework in or if one is within an easy drive and yoursquore not attending my question to you is a simple one Why not The keynotes are very entertaining The education is top shelf and I think most people go for the networking Keynotes education networkingmdashWow The odds have it that you just may bring something valuable back to your company and dare I say you might even meet a new friend

Irsquom going to make it easy for you If you are not currently receiving an email from IASA informing you of the many chapter events that we have to offer please send an email to me at CGunkeliasaorg and Irsquoll make sure you start getting those announcements You can also go to our website wwwiasaorgchapters to get the information you need Either way take one two or even three days a year to go and see what all the fuss is at your local Chapter events

Here is a little bit of news about whatrsquos going on in St Louis Central States ( St Louis Central Illinois Chicagoland amp Indianapolis) Michigan and Carolina Rumor has it--there is going to be a luau in Myrtle Beach South Carolina this year The Carolina folks are ready to have a good time

St Louis Chapter Central States Regional Grows Their Volunteers Wins Polling for Dollars Donrsquot Miss Their Casino Theme Night

The St Louis Chapter welcomed five new volunteers to the board this year The board is excited and eager to continue the chapterrsquos success Our first chapter event of 2015 had a large turnout for the Cardinalsrsquo baseball game in late May It was a night of celebration for two first place teams--the Cardinals having the best record in baseball and the IASA St Louis Chapter winning the IASA Polling for Dollars contest We rewarded our attendees with a few raffle items at the game for their outstanding involvement in the monthly polling contest Everyone had a wonderful time networking and the Cardinalsrsquo victory was icing on the cake

Next up is the Central States Regional meeting hosted by the St Louis Chapter on September 17th and 18th In addition Central Illinois Chicagoland and Indiana are all assisting St Louis with planning the conference It is definitely a team effort and shows what great things can happen when chapters work together The conference is already looking bright with all the speakers confirmed most of the sponsorship slots filled and attendee registration open If you are having Vegas withdrawals come join

us There will be a casino theme night with various gambling tables (craps blackjack poker and roulette) This time you donrsquot have to worry about losing your own money After the Central States Regional meeting St Louis will wrap up 2015 with our annual one-day conference in November We look forward to retaining the Polling for Dollars trophy

IASA Michigan Chapter Pure Michigan

It is summer in Michigan and besides golfing boating vacationing and the Tigers that means only one thing ndash the IASA Michigan Chapter is busy planning our fall conference Before we get to that however we would be remiss if we did not recap our very successful spring meeting held in April in Novi MI We had great attendance at this meeting with 186 attendees representing dozens of member companies The meeting featured our core accounting track along with a breakout IT track a track we implemented four years ago and that has increased in interest and attendance each year As part of our efforts to expand and diversify our membership we have also conducted a CFOCIO panel the past few years and it has been very well received This year we had two CIOs and two CFOs from member companies They engaged in a lively conversation


St Louis Chapter Michigan Chapter Michigan Chapter

Michigan Chapter Midwest ChapterMichigan Chapter

Midwest Chapter


on a range of timely and relevant topics We also welcomed some new board members in the Spring meeting and are excited about the talent and enthusiasm they will bring to our board And of course wersquore sincerely thankful for a wonderful group of sponsors who helped us conduct such a successful spring conference As mentioned earlier in September our upcoming fall conference will be held in beautiful Northern Michigan at the Crystal Mountain Resort in Thompsonville Northern Michigan is always a popular destination for our membership While the agenda is not set yet it will likely include a keynote from a law enforcement agency along with our core accounting track and of course golfing and networking We also have plans to invite two of the 2015 IASA Scholarship Award recipients who hail from Olivet College in Michigan to our fall conference All in all

2015 is shaping up to be another exciting and productive year for the IASA Michigan Chapter

Carolinarsquos Chapter 10th Year Luau Celebration

How many of your knew that prior to 2005 revitalization of the Carolinas Chapter the Chapter had been known as the Southeast Chapter In 2005 the name was changed to be more specific to the companies that it served which was both North and South Carolina companies Since this revitalization the Chapter has continued to grow in both membership exhibitors and sponsors at their annual meeting in Myrtle Beach South Carolina The Chapter now offers a winter meeting in Charlotte North Carolina which attracts over 100 participants for the one day This year marks the Chapters 10th year since its revitalization and will be celebrated with a Luau

themed Thursday evening get-together with food drinks games and other activities Not forgetting the valuable networking experience and education sessions that all participants will have the opportunity to join in on

If you are a North or South Carolina member please come and join us in celebrating our 10th year of the Chapter offering quality education and networking opportunities

Whatrsquos Happening This Year With The Land-o-Lakes Chapter

The Land-O-Lakes chapter has some great events planned for 2015 We started our year out with our spring meeting at the Town amp Country Club in St Paul MN This was a half-day meeting with some informative speakers that included our new IASA VP of Business Development Mr Chuck Gunkel asking if we were a Chicken or an Eagle If you have not heard him do this you must invite him to one of your events We then introduced our new officers for the year and finished off with a short social hour

We just finished our annual ethics session and golf outing Our speaker Mary Jepperson from Wellspring CPE was very entertaining and educational We follow this up with a beautiful 78 degree and sunny day It was the best ball scramble at The Wilds Golf Club with a winning score of 65

The fun does not end there We are excited about our 4th annual St Paul Saints networking event on July 22nd The Saints just moved into their brand new home at the CHS Field in downtown St Paul MN The fun begins at noon with us enjoying lunch and networking at the

Craft Beer Bullpen area in the left field corner and then watching the St Paul Saints play ball at 105 pm in our infield reserved seats We added this networking event because not all of our members are golfers and we wanted another venue to interest our members

That puts us on the final home stretch for our last two events of the year September 29th is our summer luncheon and November 24th is our fall full-day meeting with vendors exhibiting and Connie Jasper Woodroof from StoneRiver bringing us up to date on the NAIC changes We are still looking for vendors that would like to sponsor andor exhibit at this meeting

I cannot say enough good things about our chapters and board and am proud to be a Past President If you are interested in attending or exhibiting at one of our events please contact any of our officersPast PresidentPatrick Raleigh Merrill CorporationImmediate Past PresidentJennifer Denzel OneBeacon Insurance GroupChapter PresidentMike Fogal Securian Financial GroupChapter Vice President Dave Jelinek Ernst amp Young LLPChapter VP-MembershipChad Stein The Travelers Companies IncChapter VP-ProgramsGary Jones Federated Mutual Insurance CoChapter TreasurerAbby Nichols Federated Mutual Insurance Co

Chapter News continued from page 45

ASSOCIATION NEWS

MidndashSouth Chapter

PRESENTS

EDUCATION DEDICATED TO GROWTH AND EXCELLENCE

REGISTER TODAY AT WWWIASAORGEDGE

JOIN US FOR IASArsquoS HIGHLY RATED EXECUTIVE EDGE CONFERENCESEPTEMBER 20 ndash 21 2015 bull Hyatt Regency St Louis at the Arch

PROGRAM HIGHLIGHTSGolf outing on Sunday Evening followed by a ReceptionDinner

Keynote addresses by Chuck Todd and John Sileo

Industry Pulse Check

IASArsquos Technology Innovation Nominee Award Presentations

EDGE SPONSORS

Chuck Todd John Sileo

Chuck Gunkel is the VP of Business Development for IASA He can be reached for further comment via email at cgunkeliasaorg

PRESENTS








EDGE SPONSORS


SAVE THE DATE ` JUNE 12-15 2016 ` SAN ANTONIO TEXAS

GO TO IASAORG FOR MORE INFORMATIONGO TO GO TO

The insurance industryrsquos most prominent conference o ers educational industry relations and career development opportunities for new and experienced professionals across all lines of business and critical functional areas including accounting fi nance investments operations risk and systemstechnology

More than 80 educational sessions

200+ product and service exhibitors

Three discipline-specifi c super sessions

Exclusive executive roundtable events

Inclusive networking opportunities

PLAN NOW TO JOIN IASA IN SAN ANTONIO NEXT JUNE

I

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I


Summer 2015 3







bull Chapter News

departments

reg











A publication ofreg

reg




PASSIONmdashPURPOSE


Outstanding Year















































EDITORIAL













BECOME AMEMBERTODAY



reg

reg

















About IASA











































COVER STORY


LK 817 (ESV)




COVER STORY
































COVER STORY



























FEATURE














Claims



Total $121300























338 149 85 72 66 49 54 57 27 03



Year 1 (A)


Incurred Claims (B)


Year 1 (A) (B) = (C)

20X7 $3000 $9550 31420X8 3500 10250 34120X9 3750 10500 35720Y0 3750 12000 31320Y1 4250 12850 33120Y2 4125 12700 32520Y3 4500 13150 34220Y4 4600 13300 34620Y5 4750 13250 35820Y6 4850 13750 353

Average 338


Accident Year



(D) - (A) = (E)


Year 2 (E) (B)

20X7 $5000 $2000 20920X8 5750 2250 22020X9 6000 2250 21420Y0 6250 2500 20820Y1 5500 1250 9720Y2 5250 1125 8920Y3 5750 1250 9520Y4 6000 1400 10520Y5 6125 1375 104

Average 149

EXECUTIVE CORNER



















EXECUTIVE CORNER



















relevant sizerdquo


















EXECUTIVE CORNER



consumersrdquo

EXECUTIVE CORNER



















FEATURE

















W W W I A S A O R G



SAV E T H E DAT E














SESSION REVIEW






SESSION REVIEW










do differently









and solve itrdquo

















SESSION REVIEW



be creativerdquo














SESSION REVIEW































SESSION REVIEW






































































WORD ON THE STREET
























w














Change and improve














WHILE SEVERAL NFL


THE NEWS FOR RULE-





























the dustrdquo


























I suppose the fun


of making positive




American Dreamrdquo






FEATURE

























FEATURE
















TAX CORNER











Coffee















SPOTLIGHT ON


ASSOCIATION NEWS











ASSOCIATION NEWS












ASSOCIATION NEWS








































ASSOCIATION NEWS

ASSOCIATION NEWS















COMMITTEE SPOTLIGHT







ASSOCIATION NEWS















Midwest Chapter
















ASSOCIATION NEWS


PRESENTS








EDGE SPONSORS



PRESENTS








EDGE SPONSORS











I


Summer 2015 3







bull Chapter News

departments

reg











A publication ofreg

reg




PASSIONmdashPURPOSE


Outstanding Year















































EDITORIAL













BECOME AMEMBERTODAY



reg

reg

















About IASA











































COVER STORY


LK 817 (ESV)




COVER STORY
































COVER STORY



























FEATURE














Claims



Total $121300























338 149 85 72 66 49 54 57 27 03



Year 1 (A)


Incurred Claims (B)


Year 1 (A) (B) = (C)

20X7 $3000 $9550 31420X8 3500 10250 34120X9 3750 10500 35720Y0 3750 12000 31320Y1 4250 12850 33120Y2 4125 12700 32520Y3 4500 13150 34220Y4 4600 13300 34620Y5 4750 13250 35820Y6 4850 13750 353

Average 338


Accident Year



(D) - (A) = (E)


Year 2 (E) (B)

20X7 $5000 $2000 20920X8 5750 2250 22020X9 6000 2250 21420Y0 6250 2500 20820Y1 5500 1250 9720Y2 5250 1125 8920Y3 5750 1250 9520Y4 6000 1400 10520Y5 6125 1375 104

Average 149

EXECUTIVE CORNER



















EXECUTIVE CORNER



















relevant sizerdquo


















EXECUTIVE CORNER



consumersrdquo

EXECUTIVE CORNER



















FEATURE

















W W W I A S A O R G



SAV E T H E DAT E














SESSION REVIEW






SESSION REVIEW










do differently









and solve itrdquo

















SESSION REVIEW



be creativerdquo














SESSION REVIEW































SESSION REVIEW






































































WORD ON THE STREET
























w














Change and improve














WHILE SEVERAL NFL


THE NEWS FOR RULE-





























the dustrdquo


























I suppose the fun


of making positive




American Dreamrdquo






FEATURE

























FEATURE
















TAX CORNER











Coffee















SPOTLIGHT ON


ASSOCIATION NEWS











ASSOCIATION NEWS












ASSOCIATION NEWS








































ASSOCIATION NEWS

ASSOCIATION NEWS















COMMITTEE SPOTLIGHT







ASSOCIATION NEWS















Midwest Chapter
















ASSOCIATION NEWS


PRESENTS








EDGE SPONSORS



PRESENTS








EDGE SPONSORS










































EDITORIAL













BECOME AMEMBERTODAY



reg

reg

















About IASA











































COVER STORY


LK 817 (ESV)




COVER STORY
































COVER STORY



























FEATURE














Claims



Total $121300























338 149 85 72 66 49 54 57 27 03



Year 1 (A)


Incurred Claims (B)


Year 1 (A) (B) = (C)

20X7 $3000 $9550 31420X8 3500 10250 34120X9 3750 10500 35720Y0 3750 12000 31320Y1 4250 12850 33120Y2 4125 12700 32520Y3 4500 13150 34220Y4 4600 13300 34620Y5 4750 13250 35820Y6 4850 13750 353

Average 338


Accident Year



(D) - (A) = (E)


Year 2 (E) (B)

20X7 $5000 $2000 20920X8 5750 2250 22020X9 6000 2250 21420Y0 6250 2500 20820Y1 5500 1250 9720Y2 5250 1125 8920Y3 5750 1250 9520Y4 6000 1400 10520Y5 6125 1375 104

Average 149

EXECUTIVE CORNER



















EXECUTIVE CORNER



















relevant sizerdquo


















EXECUTIVE CORNER



consumersrdquo

EXECUTIVE CORNER



















FEATURE

















W W W I A S A O R G



SAV E T H E DAT E














SESSION REVIEW






SESSION REVIEW










do differently









and solve itrdquo

















SESSION REVIEW



be creativerdquo














SESSION REVIEW































SESSION REVIEW






































































WORD ON THE STREET
























w














Change and improve














WHILE SEVERAL NFL


THE NEWS FOR RULE-





























the dustrdquo


























I suppose the fun


of making positive




American Dreamrdquo






FEATURE

























FEATURE
















TAX CORNER











Coffee















SPOTLIGHT ON


ASSOCIATION NEWS











ASSOCIATION NEWS












ASSOCIATION NEWS








































ASSOCIATION NEWS

ASSOCIATION NEWS















COMMITTEE SPOTLIGHT







ASSOCIATION NEWS















Midwest Chapter
















ASSOCIATION NEWS


PRESENTS








EDGE SPONSORS



PRESENTS








EDGE SPONSORS













BECOME AMEMBERTODAY



reg

reg

















About IASA











































COVER STORY


LK 817 (ESV)




COVER STORY
































COVER STORY



























FEATURE














Claims



Total $121300























338 149 85 72 66 49 54 57 27 03



Year 1 (A)


Incurred Claims (B)


Year 1 (A) (B) = (C)

20X7 $3000 $9550 31420X8 3500 10250 34120X9 3750 10500 35720Y0 3750 12000 31320Y1 4250 12850 33120Y2 4125 12700 32520Y3 4500 13150 34220Y4 4600 13300 34620Y5 4750 13250 35820Y6 4850 13750 353

Average 338


Accident Year



(D) - (A) = (E)


Year 2 (E) (B)

20X7 $5000 $2000 20920X8 5750 2250 22020X9 6000 2250 21420Y0 6250 2500 20820Y1 5500 1250 9720Y2 5250 1125 8920Y3 5750 1250 9520Y4 6000 1400 10520Y5 6125 1375 104

Average 149

EXECUTIVE CORNER



















EXECUTIVE CORNER



















relevant sizerdquo


















EXECUTIVE CORNER



consumersrdquo

EXECUTIVE CORNER



















FEATURE

















W W W I A S A O R G



SAV E T H E DAT E














SESSION REVIEW






SESSION REVIEW










do differently









and solve itrdquo

















SESSION REVIEW



be creativerdquo














SESSION REVIEW































SESSION REVIEW






































































WORD ON THE STREET
























w














Change and improve














WHILE SEVERAL NFL


THE NEWS FOR RULE-





























the dustrdquo


























I suppose the fun


of making positive




American Dreamrdquo






FEATURE

























FEATURE
















TAX CORNER











Coffee















SPOTLIGHT ON


ASSOCIATION NEWS











ASSOCIATION NEWS












ASSOCIATION NEWS








































ASSOCIATION NEWS

ASSOCIATION NEWS















COMMITTEE SPOTLIGHT







ASSOCIATION NEWS















Midwest Chapter
















ASSOCIATION NEWS


PRESENTS








EDGE SPONSORS



PRESENTS








EDGE SPONSORS





















































COVER STORY


LK 817 (ESV)




COVER STORY
































COVER STORY



























FEATURE














Claims



Total $121300























338 149 85 72 66 49 54 57 27 03



Year 1 (A)


Incurred Claims (B)


Year 1 (A) (B) = (C)

20X7 $3000 $9550 31420X8 3500 10250 34120X9 3750 10500 35720Y0 3750 12000 31320Y1 4250 12850 33120Y2 4125 12700 32520Y3 4500 13150 34220Y4 4600 13300 34620Y5 4750 13250 35820Y6 4850 13750 353

Average 338


Accident Year



(D) - (A) = (E)


Year 2 (E) (B)

20X7 $5000 $2000 20920X8 5750 2250 22020X9 6000 2250 21420Y0 6250 2500 20820Y1 5500 1250 9720Y2 5250 1125 8920Y3 5750 1250 9520Y4 6000 1400 10520Y5 6125 1375 104

Average 149

EXECUTIVE CORNER



















EXECUTIVE CORNER



















relevant sizerdquo


















EXECUTIVE CORNER



consumersrdquo

EXECUTIVE CORNER



















FEATURE

















W W W I A S A O R G



SAV E T H E DAT E














SESSION REVIEW






SESSION REVIEW










do differently









and solve itrdquo

















SESSION REVIEW



be creativerdquo














SESSION REVIEW































SESSION REVIEW






































































WORD ON THE STREET
























w














Change and improve














WHILE SEVERAL NFL


THE NEWS FOR RULE-





























the dustrdquo


























I suppose the fun


of making positive




American Dreamrdquo






FEATURE

























FEATURE
















TAX CORNER











Coffee















SPOTLIGHT ON


ASSOCIATION NEWS











ASSOCIATION NEWS












ASSOCIATION NEWS








































ASSOCIATION NEWS

ASSOCIATION NEWS















COMMITTEE SPOTLIGHT







ASSOCIATION NEWS















Midwest Chapter
















ASSOCIATION NEWS


PRESENTS








EDGE SPONSORS



PRESENTS








EDGE SPONSORS












COVER STORY
































COVER STORY



























FEATURE














Claims



Total $121300























338 149 85 72 66 49 54 57 27 03



Year 1 (A)


Incurred Claims (B)


Year 1 (A) (B) = (C)

20X7 $3000 $9550 31420X8 3500 10250 34120X9 3750 10500 35720Y0 3750 12000 31320Y1 4250 12850 33120Y2 4125 12700 32520Y3 4500 13150 34220Y4 4600 13300 34620Y5 4750 13250 35820Y6 4850 13750 353

Average 338


Accident Year



(D) - (A) = (E)


Year 2 (E) (B)

20X7 $5000 $2000 20920X8 5750 2250 22020X9 6000 2250 21420Y0 6250 2500 20820Y1 5500 1250 9720Y2 5250 1125 8920Y3 5750 1250 9520Y4 6000 1400 10520Y5 6125 1375 104

Average 149

EXECUTIVE CORNER



















EXECUTIVE CORNER



















relevant sizerdquo


















EXECUTIVE CORNER



consumersrdquo

EXECUTIVE CORNER



















FEATURE

















W W W I A S A O R G



SAV E T H E DAT E














SESSION REVIEW






SESSION REVIEW










do differently









and solve itrdquo

















SESSION REVIEW



be creativerdquo














SESSION REVIEW































SESSION REVIEW






































































WORD ON THE STREET
























w














Change and improve














WHILE SEVERAL NFL


THE NEWS FOR RULE-





























the dustrdquo


























I suppose the fun


of making positive




American Dreamrdquo






FEATURE

























FEATURE
















TAX CORNER











Coffee















SPOTLIGHT ON


ASSOCIATION NEWS











ASSOCIATION NEWS












ASSOCIATION NEWS








































ASSOCIATION NEWS

ASSOCIATION NEWS















COMMITTEE SPOTLIGHT







ASSOCIATION NEWS















Midwest Chapter
















ASSOCIATION NEWS


PRESENTS








EDGE SPONSORS



PRESENTS








EDGE SPONSORS












COVER STORY



























FEATURE














Claims



Total $121300























338 149 85 72 66 49 54 57 27 03



Year 1 (A)


Incurred Claims (B)


Year 1 (A) (B) = (C)

20X7 $3000 $9550 31420X8 3500 10250 34120X9 3750 10500 35720Y0 3750 12000 31320Y1 4250 12850 33120Y2 4125 12700 32520Y3 4500 13150 34220Y4 4600 13300 34620Y5 4750 13250 35820Y6 4850 13750 353

Average 338


Accident Year



(D) - (A) = (E)


Year 2 (E) (B)

20X7 $5000 $2000 20920X8 5750 2250 22020X9 6000 2250 21420Y0 6250 2500 20820Y1 5500 1250 9720Y2 5250 1125 8920Y3 5750 1250 9520Y4 6000 1400 10520Y5 6125 1375 104

Average 149

EXECUTIVE CORNER



















EXECUTIVE CORNER



















relevant sizerdquo


















EXECUTIVE CORNER



consumersrdquo

EXECUTIVE CORNER



















FEATURE

















W W W I A S A O R G



SAV E T H E DAT E














SESSION REVIEW






SESSION REVIEW










do differently









and solve itrdquo

















SESSION REVIEW



be creativerdquo














SESSION REVIEW































SESSION REVIEW






































































WORD ON THE STREET
























w














Change and improve














WHILE SEVERAL NFL


THE NEWS FOR RULE-





























the dustrdquo


























I suppose the fun


of making positive




American Dreamrdquo






FEATURE

























FEATURE
















TAX CORNER











Coffee















SPOTLIGHT ON


ASSOCIATION NEWS











ASSOCIATION NEWS












ASSOCIATION NEWS








































ASSOCIATION NEWS

ASSOCIATION NEWS















COMMITTEE SPOTLIGHT







ASSOCIATION NEWS















Midwest Chapter
















ASSOCIATION NEWS


PRESENTS








EDGE SPONSORS



PRESENTS








EDGE SPONSORS


























FEATURE














Claims



Total $121300























338 149 85 72 66 49 54 57 27 03



Year 1 (A)


Incurred Claims (B)


Year 1 (A) (B) = (C)

20X7 $3000 $9550 31420X8 3500 10250 34120X9 3750 10500 35720Y0 3750 12000 31320Y1 4250 12850 33120Y2 4125 12700 32520Y3 4500 13150 34220Y4 4600 13300 34620Y5 4750 13250 35820Y6 4850 13750 353

Average 338


Accident Year



(D) - (A) = (E)


Year 2 (E) (B)

20X7 $5000 $2000 20920X8 5750 2250 22020X9 6000 2250 21420Y0 6250 2500 20820Y1 5500 1250 9720Y2 5250 1125 8920Y3 5750 1250 9520Y4 6000 1400 10520Y5 6125 1375 104

Average 149

EXECUTIVE CORNER



















EXECUTIVE CORNER



















relevant sizerdquo


















EXECUTIVE CORNER



consumersrdquo

EXECUTIVE CORNER



















FEATURE

















W W W I A S A O R G



SAV E T H E DAT E














SESSION REVIEW






SESSION REVIEW










do differently









and solve itrdquo

















SESSION REVIEW



be creativerdquo














SESSION REVIEW































SESSION REVIEW






































































WORD ON THE STREET
























w














Change and improve














WHILE SEVERAL NFL


THE NEWS FOR RULE-





























the dustrdquo


























I suppose the fun


of making positive




American Dreamrdquo






FEATURE

























FEATURE
















TAX CORNER











Coffee















SPOTLIGHT ON


ASSOCIATION NEWS











ASSOCIATION NEWS












ASSOCIATION NEWS








































ASSOCIATION NEWS

ASSOCIATION NEWS















COMMITTEE SPOTLIGHT







ASSOCIATION NEWS















Midwest Chapter
















ASSOCIATION NEWS


PRESENTS








EDGE SPONSORS



PRESENTS








EDGE SPONSORS





























338 149 85 72 66 49 54 57 27 03



Year 1 (A)


Incurred Claims (B)


Year 1 (A) (B) = (C)

20X7 $3000 $9550 31420X8 3500 10250 34120X9 3750 10500 35720Y0 3750 12000 31320Y1 4250 12850 33120Y2 4125 12700 32520Y3 4500 13150 34220Y4 4600 13300 34620Y5 4750 13250 35820Y6 4850 13750 353

Average 338


Accident Year



(D) - (A) = (E)


Year 2 (E) (B)

20X7 $5000 $2000 20920X8 5750 2250 22020X9 6000 2250 21420Y0 6250 2500 20820Y1 5500 1250 9720Y2 5250 1125 8920Y3 5750 1250 9520Y4 6000 1400 10520Y5 6125 1375 104

Average 149

EXECUTIVE CORNER



















EXECUTIVE CORNER



















relevant sizerdquo


















EXECUTIVE CORNER



consumersrdquo

EXECUTIVE CORNER



















FEATURE

















W W W I A S A O R G



SAV E T H E DAT E














SESSION REVIEW






SESSION REVIEW










do differently









and solve itrdquo

















SESSION REVIEW



be creativerdquo














SESSION REVIEW































SESSION REVIEW






































































WORD ON THE STREET
























w














Change and improve














WHILE SEVERAL NFL


THE NEWS FOR RULE-





























the dustrdquo


























I suppose the fun


of making positive




American Dreamrdquo






FEATURE

























FEATURE
















TAX CORNER











Coffee















SPOTLIGHT ON


ASSOCIATION NEWS











ASSOCIATION NEWS












ASSOCIATION NEWS








































ASSOCIATION NEWS

ASSOCIATION NEWS















COMMITTEE SPOTLIGHT







ASSOCIATION NEWS















Midwest Chapter
















ASSOCIATION NEWS


PRESENTS








EDGE SPONSORS



PRESENTS








EDGE SPONSORS











EXECUTIVE CORNER



















EXECUTIVE CORNER



















relevant sizerdquo


















EXECUTIVE CORNER



consumersrdquo

EXECUTIVE CORNER



















FEATURE

















W W W I A S A O R G



SAV E T H E DAT E














SESSION REVIEW






SESSION REVIEW










do differently









and solve itrdquo

















SESSION REVIEW



be creativerdquo














SESSION REVIEW































SESSION REVIEW






































































WORD ON THE STREET
























w














Change and improve














WHILE SEVERAL NFL


THE NEWS FOR RULE-





























the dustrdquo


























I suppose the fun


of making positive




American Dreamrdquo






FEATURE

























FEATURE
















TAX CORNER











Coffee















SPOTLIGHT ON


ASSOCIATION NEWS











ASSOCIATION NEWS












ASSOCIATION NEWS








































ASSOCIATION NEWS

ASSOCIATION NEWS















COMMITTEE SPOTLIGHT







ASSOCIATION NEWS















Midwest Chapter
















ASSOCIATION NEWS


PRESENTS








EDGE SPONSORS



PRESENTS








EDGE SPONSORS












EXECUTIVE CORNER



















relevant sizerdquo


















EXECUTIVE CORNER



consumersrdquo

EXECUTIVE CORNER



















FEATURE

















W W W I A S A O R G



SAV E T H E DAT E














SESSION REVIEW






SESSION REVIEW










do differently









and solve itrdquo

















SESSION REVIEW



be creativerdquo














SESSION REVIEW































SESSION REVIEW






































































WORD ON THE STREET
























w














Change and improve














WHILE SEVERAL NFL


THE NEWS FOR RULE-





























the dustrdquo


























I suppose the fun


of making positive




American Dreamrdquo






FEATURE

























FEATURE
















TAX CORNER











Coffee















SPOTLIGHT ON


ASSOCIATION NEWS











ASSOCIATION NEWS












ASSOCIATION NEWS








































ASSOCIATION NEWS

ASSOCIATION NEWS















COMMITTEE SPOTLIGHT







ASSOCIATION NEWS















Midwest Chapter
















ASSOCIATION NEWS


PRESENTS








EDGE SPONSORS



PRESENTS








EDGE SPONSORS




























EXECUTIVE CORNER



consumersrdquo

EXECUTIVE CORNER



















FEATURE

















W W W I A S A O R G



SAV E T H E DAT E














SESSION REVIEW






SESSION REVIEW










do differently









and solve itrdquo

















SESSION REVIEW



be creativerdquo














SESSION REVIEW































SESSION REVIEW






































































WORD ON THE STREET
























w














Change and improve














WHILE SEVERAL NFL


THE NEWS FOR RULE-





























the dustrdquo


























I suppose the fun


of making positive




American Dreamrdquo






FEATURE

























FEATURE
















TAX CORNER











Coffee















SPOTLIGHT ON


ASSOCIATION NEWS











ASSOCIATION NEWS












ASSOCIATION NEWS








































ASSOCIATION NEWS

ASSOCIATION NEWS















COMMITTEE SPOTLIGHT







ASSOCIATION NEWS















Midwest Chapter
















ASSOCIATION NEWS


PRESENTS








EDGE SPONSORS



PRESENTS








EDGE SPONSORS











EXECUTIVE CORNER



















FEATURE

















W W W I A S A O R G



SAV E T H E DAT E














SESSION REVIEW






SESSION REVIEW










do differently









and solve itrdquo

















SESSION REVIEW



be creativerdquo














SESSION REVIEW































SESSION REVIEW






































































WORD ON THE STREET
























w














Change and improve














WHILE SEVERAL NFL


THE NEWS FOR RULE-





























the dustrdquo


























I suppose the fun


of making positive




American Dreamrdquo






FEATURE

























FEATURE
















TAX CORNER











Coffee















SPOTLIGHT ON


ASSOCIATION NEWS











ASSOCIATION NEWS












ASSOCIATION NEWS








































ASSOCIATION NEWS

ASSOCIATION NEWS















COMMITTEE SPOTLIGHT







ASSOCIATION NEWS















Midwest Chapter
















ASSOCIATION NEWS


PRESENTS








EDGE SPONSORS



PRESENTS








EDGE SPONSORS












FEATURE

















W W W I A S A O R G



SAV E T H E DAT E














SESSION REVIEW






SESSION REVIEW










do differently









and solve itrdquo

















SESSION REVIEW



be creativerdquo














SESSION REVIEW































SESSION REVIEW






































































WORD ON THE STREET
























w














Change and improve














WHILE SEVERAL NFL


THE NEWS FOR RULE-





























the dustrdquo


























I suppose the fun


of making positive




American Dreamrdquo






FEATURE

























FEATURE
















TAX CORNER











Coffee















SPOTLIGHT ON


ASSOCIATION NEWS











ASSOCIATION NEWS












ASSOCIATION NEWS








































ASSOCIATION NEWS

ASSOCIATION NEWS















COMMITTEE SPOTLIGHT







ASSOCIATION NEWS















Midwest Chapter
















ASSOCIATION NEWS


PRESENTS








EDGE SPONSORS



PRESENTS








EDGE SPONSORS











W W W I A S A O R G



SAV E T H E DAT E














SESSION REVIEW






SESSION REVIEW










do differently









and solve itrdquo

















SESSION REVIEW



be creativerdquo














SESSION REVIEW































SESSION REVIEW






































































WORD ON THE STREET
























w














Change and improve














WHILE SEVERAL NFL


THE NEWS FOR RULE-





























the dustrdquo


























I suppose the fun


of making positive




American Dreamrdquo






FEATURE

























FEATURE
















TAX CORNER











Coffee















SPOTLIGHT ON


ASSOCIATION NEWS











ASSOCIATION NEWS












ASSOCIATION NEWS








































ASSOCIATION NEWS

ASSOCIATION NEWS















COMMITTEE SPOTLIGHT







ASSOCIATION NEWS















Midwest Chapter
















ASSOCIATION NEWS


PRESENTS








EDGE SPONSORS



PRESENTS








EDGE SPONSORS























SESSION REVIEW






SESSION REVIEW










do differently









and solve itrdquo

















SESSION REVIEW



be creativerdquo














SESSION REVIEW































SESSION REVIEW






































































WORD ON THE STREET
























w














Change and improve














WHILE SEVERAL NFL


THE NEWS FOR RULE-





























the dustrdquo


























I suppose the fun


of making positive




American Dreamrdquo






FEATURE

























FEATURE
















TAX CORNER











Coffee















SPOTLIGHT ON


ASSOCIATION NEWS











ASSOCIATION NEWS












ASSOCIATION NEWS








































ASSOCIATION NEWS

ASSOCIATION NEWS















COMMITTEE SPOTLIGHT







ASSOCIATION NEWS















Midwest Chapter
















ASSOCIATION NEWS


PRESENTS








EDGE SPONSORS



PRESENTS








EDGE SPONSORS













SESSION REVIEW










do differently









and solve itrdquo

















SESSION REVIEW



be creativerdquo














SESSION REVIEW































SESSION REVIEW






































































WORD ON THE STREET
























w














Change and improve














WHILE SEVERAL NFL


THE NEWS FOR RULE-





























the dustrdquo


























I suppose the fun


of making positive




American Dreamrdquo






FEATURE

























FEATURE
















TAX CORNER











Coffee















SPOTLIGHT ON


ASSOCIATION NEWS











ASSOCIATION NEWS












ASSOCIATION NEWS








































ASSOCIATION NEWS

ASSOCIATION NEWS















COMMITTEE SPOTLIGHT







ASSOCIATION NEWS















Midwest Chapter
















ASSOCIATION NEWS


PRESENTS








EDGE SPONSORS



PRESENTS








EDGE SPONSORS


























SESSION REVIEW



be creativerdquo














SESSION REVIEW































SESSION REVIEW






































































WORD ON THE STREET
























w














Change and improve














WHILE SEVERAL NFL


THE NEWS FOR RULE-





























the dustrdquo


























I suppose the fun


of making positive




American Dreamrdquo






FEATURE

























FEATURE
















TAX CORNER











Coffee















SPOTLIGHT ON


ASSOCIATION NEWS











ASSOCIATION NEWS












ASSOCIATION NEWS








































ASSOCIATION NEWS

ASSOCIATION NEWS















COMMITTEE SPOTLIGHT







ASSOCIATION NEWS















Midwest Chapter
















ASSOCIATION NEWS


PRESENTS








EDGE SPONSORS



PRESENTS








EDGE SPONSORS























SESSION REVIEW































SESSION REVIEW






































































WORD ON THE STREET
























w














Change and improve














WHILE SEVERAL NFL


THE NEWS FOR RULE-





























the dustrdquo


























I suppose the fun


of making positive




American Dreamrdquo






FEATURE

























FEATURE
















TAX CORNER











Coffee















SPOTLIGHT ON


ASSOCIATION NEWS











ASSOCIATION NEWS












ASSOCIATION NEWS








































ASSOCIATION NEWS

ASSOCIATION NEWS















COMMITTEE SPOTLIGHT







ASSOCIATION NEWS















Midwest Chapter
















ASSOCIATION NEWS


PRESENTS








EDGE SPONSORS



PRESENTS








EDGE SPONSORS























SESSION REVIEW






































































WORD ON THE STREET
























w














Change and improve














WHILE SEVERAL NFL


THE NEWS FOR RULE-





























the dustrdquo


























I suppose the fun


of making positive




American Dreamrdquo






FEATURE

























FEATURE
















TAX CORNER











Coffee















SPOTLIGHT ON


ASSOCIATION NEWS











ASSOCIATION NEWS












ASSOCIATION NEWS








































ASSOCIATION NEWS

ASSOCIATION NEWS















COMMITTEE SPOTLIGHT







ASSOCIATION NEWS















Midwest Chapter
















ASSOCIATION NEWS


PRESENTS








EDGE SPONSORS



PRESENTS








EDGE SPONSORS










































































WORD ON THE STREET
























w














Change and improve














WHILE SEVERAL NFL


THE NEWS FOR RULE-





























the dustrdquo


























I suppose the fun


of making positive




American Dreamrdquo






FEATURE

























FEATURE
















TAX CORNER











Coffee















SPOTLIGHT ON


ASSOCIATION NEWS











ASSOCIATION NEWS












ASSOCIATION NEWS








































ASSOCIATION NEWS

ASSOCIATION NEWS















COMMITTEE SPOTLIGHT







ASSOCIATION NEWS















Midwest Chapter
















ASSOCIATION NEWS


PRESENTS








EDGE SPONSORS



PRESENTS








EDGE SPONSORS
























Change and improve














WHILE SEVERAL NFL


THE NEWS FOR RULE-





























the dustrdquo


























I suppose the fun


of making positive




American Dreamrdquo






FEATURE

























FEATURE
















TAX CORNER











Coffee















SPOTLIGHT ON


ASSOCIATION NEWS











ASSOCIATION NEWS












ASSOCIATION NEWS








































ASSOCIATION NEWS

ASSOCIATION NEWS















COMMITTEE SPOTLIGHT







ASSOCIATION NEWS















Midwest Chapter
















ASSOCIATION NEWS


PRESENTS








EDGE SPONSORS



PRESENTS








EDGE SPONSORS














WHILE SEVERAL NFL


THE NEWS FOR RULE-





























the dustrdquo


























I suppose the fun


of making positive




American Dreamrdquo






FEATURE

























FEATURE
















TAX CORNER











Coffee















SPOTLIGHT ON


ASSOCIATION NEWS











ASSOCIATION NEWS












ASSOCIATION NEWS








































ASSOCIATION NEWS

ASSOCIATION NEWS















COMMITTEE SPOTLIGHT







ASSOCIATION NEWS















Midwest Chapter
















ASSOCIATION NEWS


PRESENTS








EDGE SPONSORS



PRESENTS








EDGE SPONSORS





















the dustrdquo


























I suppose the fun


of making positive




American Dreamrdquo






FEATURE

























FEATURE
















TAX CORNER











Coffee















SPOTLIGHT ON


ASSOCIATION NEWS











ASSOCIATION NEWS












ASSOCIATION NEWS








































ASSOCIATION NEWS

ASSOCIATION NEWS















COMMITTEE SPOTLIGHT







ASSOCIATION NEWS















Midwest Chapter
















ASSOCIATION NEWS


PRESENTS








EDGE SPONSORS



PRESENTS








EDGE SPONSORS




































I suppose the fun


of making positive




American Dreamrdquo






FEATURE

























FEATURE
















TAX CORNER











Coffee















SPOTLIGHT ON


ASSOCIATION NEWS











ASSOCIATION NEWS












ASSOCIATION NEWS








































ASSOCIATION NEWS

ASSOCIATION NEWS















COMMITTEE SPOTLIGHT







ASSOCIATION NEWS















Midwest Chapter
















ASSOCIATION NEWS


PRESENTS








EDGE SPONSORS



PRESENTS








EDGE SPONSORS
















FEATURE

























FEATURE
















TAX CORNER











Coffee















SPOTLIGHT ON


ASSOCIATION NEWS











ASSOCIATION NEWS












ASSOCIATION NEWS








































ASSOCIATION NEWS

ASSOCIATION NEWS















COMMITTEE SPOTLIGHT







ASSOCIATION NEWS















Midwest Chapter
















ASSOCIATION NEWS


PRESENTS








EDGE SPONSORS



PRESENTS








EDGE SPONSORS












FEATURE
















TAX CORNER











Coffee















SPOTLIGHT ON


ASSOCIATION NEWS











ASSOCIATION NEWS












ASSOCIATION NEWS








































ASSOCIATION NEWS

ASSOCIATION NEWS















COMMITTEE SPOTLIGHT







ASSOCIATION NEWS















Midwest Chapter
















ASSOCIATION NEWS


PRESENTS








EDGE SPONSORS



PRESENTS








EDGE SPONSORS



















Coffee















SPOTLIGHT ON


ASSOCIATION NEWS











ASSOCIATION NEWS












ASSOCIATION NEWS








































ASSOCIATION NEWS

ASSOCIATION NEWS















COMMITTEE SPOTLIGHT







ASSOCIATION NEWS















Midwest Chapter
















ASSOCIATION NEWS


PRESENTS








EDGE SPONSORS



PRESENTS








EDGE SPONSORS





















ASSOCIATION NEWS












ASSOCIATION NEWS








































ASSOCIATION NEWS

ASSOCIATION NEWS















COMMITTEE SPOTLIGHT







ASSOCIATION NEWS















Midwest Chapter
















ASSOCIATION NEWS


PRESENTS








EDGE SPONSORS



PRESENTS








EDGE SPONSORS












ASSOCIATION NEWS








































ASSOCIATION NEWS

ASSOCIATION NEWS















COMMITTEE SPOTLIGHT







ASSOCIATION NEWS















Midwest Chapter
















ASSOCIATION NEWS


PRESENTS








EDGE SPONSORS



PRESENTS








EDGE SPONSORS
































ASSOCIATION NEWS

ASSOCIATION NEWS















COMMITTEE SPOTLIGHT







ASSOCIATION NEWS















Midwest Chapter
















ASSOCIATION NEWS


PRESENTS








EDGE SPONSORS



PRESENTS








EDGE SPONSORS











ASSOCIATION NEWS















COMMITTEE SPOTLIGHT







ASSOCIATION NEWS















Midwest Chapter
















ASSOCIATION NEWS


PRESENTS








EDGE SPONSORS



PRESENTS








EDGE SPONSORS












ASSOCIATION NEWS















Midwest Chapter
















ASSOCIATION NEWS


PRESENTS








EDGE SPONSORS



PRESENTS








EDGE SPONSORS


























ASSOCIATION NEWS


PRESENTS








EDGE SPONSORS



PRESENTS








EDGE SPONSORS











PRESENTS








EDGE SPONSORS











theint - iasa final.… · manning playbook • condoleezza rice: a recap. 4 summer 2015...

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