For Todd Jones, a great moment comes when a former client from his days at Willis Towers Watson calls and wants to do business with him.

Executive Summary

As a broker executive looking at QBE NA from the outside, Todd Jones saw a company on an upward growth and profit trajectory and an opportunity to command a lot of shelf broker space. But he also saw a carrier without a clearly defined appetite, something that has since changed, paving the way for QBE NA to maximize its growth opportunity—a possibility that energizes the new leader as he leaves his broker days behind.

Now, as chief executive officer of QBE North America, Jones often has to say no to such requests. “A lot of these organizations aren’t in appetite. And it’s a good conversation to be able to articulate to somebody, ‘Hey, I’d love to work with you, but let me tell you why you can’t,” he said.

The point Jones was making was not that he is happy to turn away business but rather that QBE NA has spelled out a formal appetite that is consistent across the country, something that had been lacking in the past.

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