If you ask Frank Harrison, chief executive officer of New York-based reinsurance intermediary Holborn Corp., whether he worries about competitors coming up behind his firm, you’ll hear an unusual response.

Executive Summary

Maintaining long-term relationships with clients, focusing on a small list of core clients and literally taking to the streets to advertise are among the competitive approaches that set these reinsurance brokerages apart, Carrier Management learned at last month's PCI conference.

“I wish there were more,” says Harrison, who estimates that Holborn is in fifth place on reinsurance broker rankings. “It would actually bring more balance to the marketplace right now.

“Yes, the companies behind us…could step up. [But] we seldom find ourselves competing head‑to‑head against any one of those. We always compete head‑to‑head against the top three above us,” he says.

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