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Haake companies repositions itself as client's risk management adviser: 'Best Practices' agency also bolsters capabilities with Assurex partnership.

Article Excerpt
FOR THE HAAKE COMPANIES, the path toward being named the "National Underwriter Commercial Insurance Agency Of The Year" for 2005 began with a decision at the start of this decade that it could do more to serve clients than merely peddle policies.

Since its founding in 1926, Haake has been a respected independent agency based in Overland Park, near Kansas City, Kan. However, as it entered the 21st century, Haake decided it was time for the firm to grow into more than just an insurance agency, and has since focused on developing its risk management capabilities.

"We take a more holistic approach," said Steve Schill, chief operating officer for the Haake Companies. He said that in addition to selling insurance, Haake also looks at the exposures its clients are facing, assessing the need for safety programs and assuring compliance with Occupational Safety and Health Administration regulations.

"We want to become their risk managers," said Mr. Schill, adding that by doing so, Haake has set itself apart from other, more commodity-driven agencies in the area.

Although it can still provide its clients with standard insurance coverage, Mr. Schill said Haake has worked to grow beyond the role of a typical insurance agency--into a full-fledged risk management consulting service. "We're not just selling insurance"--which means tapping alternative markets when necessary, he emphasized.

On its Web site (www.haakeins.com), the agency notes that "sometimes the traditional tools of risk transfer are not the best tools for businesses that have the ability to retain more risk." Haake goes on to offer a host of alternative risk-transfer solutions, including self-funding, large deductible programs, retrospective rating plans, offshore captives, rent-a-captives, multiline pools and risk retention groups.

Haake also makes use of the consultative approach in helping commercial clients meet employees' personal insurance needs, having specialists available to advise clients on human resources and benefits management.

When confronted...