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How XL Catlin Built a $2B Customer-Focused Construction Business From the Ground Up
XL Catlin’s North America Construction insurance business recently hit a major milestone, surpassing the $2 billion gross written premium mark.
Executive Summary
How did XL Catlin build a $2 billion business in North America Construction? A project-centric leadership, planning and execution model and a dedicated team of efforts focused on one customer segment—North America's top construction contractors—helped it become a $1 billion business in just four years and a $2 billion business just 18 months later.
Here, Gary Kaplan, president of the division, describes the project-centric process used to prioritize efforts on what matters the most, the compilation of a talent database that fuels continued growth, and the use of metrics to keep things on track.Executive SummaryHow did XL Catlin build a $2 billion business in North America Construction? A project-centric leadership, planning and execution model and a dedicated team of efforts focused on one customer segment—North America’s top construction contractors—helped it become a $1 billion business in just four years and a $2 billion business just 18 months later.Here, Gary Kaplan, president of the division, describes the project-centric process used to prioritize efforts on what matters the most, the compilation of a talent database that fuels continued growth, and the use of metrics to keep things on track.
In other words, in its six-and-a-half years of existence, this dedicated team underwrote $2 billion of multiline insurance coverages exclusively to the construction industry. The most interesting thing about this feat is that, having hit the $1 billion premium milestone in 2015, we doubled it in just a little over 18 months. This says a lot about the vitality of our current construction market, but it also says quite a bit about how a team that is dedicated to serving its customers can achieve such unbelievable success.
