March 2017


2017 Mid-Year Meeting


May 15-17  •  Arlington, VA

Position yourself to grow and improve your business by attending the 2017 Mid-Year Meeting, providing access to 60+ program carriers, vendor services, the London Markets, reinsurance support, program development and distribution resources and networking opportunities with more than 700 program professionals.


Keynote Speaker
Malcolm Gladwell

Sponsored by
York Programs & Wilson Elser





Print and Digital Marketing Opportunity

Rough Notes is once again dedicating a special section within their September issue exclusively to Target Markets members. Your participation in the 2017 Target Markets Supplement includes:

  • Two full pages – a professionally written feature article and full page 4 color ad or a two-page ad spread
  • National exposure to the industry in both the print and digital versions of the industry’s largest and most read magazine, Rough Notes, print and online – all for $5,000

This email address is being protected from spambots. You need JavaScript enabled to view it. to reserve your space today.



Member News

Long-Term Care for the Long Run - GHP Remodels Senior Living Program

Argo’s Carr to Head U.S. Cyber Insurance Unit for Brit Global Specialty

New Jersey-Based York Risk Services Group Hires Galiano

Innovative Coverage Concepts and Chubb Insurance Launch New Insurance Program for Fine Dining and Upscale Casual Restaurants

SageSure Insurance Managers Opens New Office – Hires 15

Avant Acquires Kansas-Based Supermarket Insurance Group

Orchid Underwriters Rolls Out Admitted Homeowners Products in Alabama

All Risks Acquires American Management Advisors in Pennsylvania

Martin & Company - Bureau Monitoring ADVISOR Enhancements and New Design

Philadelphia Insurance Companies in Pennsylvania Promotes 5 Employees

Norman-Spencer Agency, Inc. Announces New Transportation Team

GMI Insurance Strengthens Commercial Auto Programs with Falls Lake Insurance Companies

U.S. Risk Underwriters Names Berkley Program’s Carter as President

SIU Expands Active Shooter Insurance Program to Include New Classes, Risks

Read more stories and submit your news today!



Profiles in Programs

Heidi Strommen, President – ProHost USA

Member since 2002

“I have enjoyed 15 years of building strategic partnerships which have played an integral role in our company’s program administration success. Helping program specialists build those key partnerships and make those connections is a core value of the Association.”

Learn more about the people that make up Target Markets.



Mid-Year Workshop Highlight

 Leveraging Linked In for Business Development

presented by Brynne Tillman, PeopleLinx

Tuesday, May 16  •  10:30am

The buyer's journey has changed. Buyers are now researchers, explorers, self-educators and collaborative decision makers–and it's significantly impacting the traditional sales process. The Know, Like and Trust mantra is now Attract, Teach and Engage. If you are not breaking through the noise, gaining access to stakeholders and positioning yourself as a thought leader and subject matter expert, your competition will. In this session you will learn to:
  • Develop a profile that attracts, teaches and engages your targeted audience
  • Engage with those that views your profile
  • Find targeted prospects and candidates
  • Leverage your network for warm introductions
  • Connect with purpose
  • Schedule calls with new and existing connections
  • Share content that piques candidates and buyers curiosity
Sponsored by  

View more workshop descriptions.



 Monument Run


Registered Mid-Year attendees can join Retired Navy SEAL Commander Coleman Ruiz on Monday, May 15 at 7:30am for the TMPAA Monument Run.

Mr. Ruiz will take participants on a (light and slow) run that will stop at the Jefferson, FDR, MLK, Lincoln, WWII and Washington Monuments. Expect a leadership highlight at each monument, unique to each person and its context in history. 

This email address is being protected from spambots. You need JavaScript enabled to view it. if you plan on attending so we can estimate group size and don't miss Coleman's workshop later in the day, Leading Multigenerational Teams in Organizations.  

Click here for more information and directions to the start.



New Members


Program Administrators

Commercial Insurance Group, LLC
Martin Burlingame
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Stone Falls Agency, LLC
Frank Noyes
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ValueMomentum, Inc.


ValueMomentum provides MGAs and program administrators with cloud-based software, enabling them to:

  • Digitally engage with agents, customers and employees through BizDynamics Digital Experience Solution
  • Rapidly launch and manage ISO, NCCI and proprietary products with rate-quote-bind capabilities through iFoundry Rating
  • Streamline and increase the flow of ACORD form submissions by extracting data and prefilling systems through App2Data

Click here to learn how you can regain control of your rate plans and quickly extend rate-quote-bind to agents and employees, digitally, on any device.

Contact:  Bob Ridinger
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We will spotlight your company on request. Please contact Monica at This email address is being protected from spambots. You need JavaScript enabled to view it..

Captive Open House

Tuesday, May 16  •  3:30pm

Following the popular presentation at our fall meeting, we are creating a different opportunity to learn more about captives and the possibilities they offer for your program business. Representatives from the Association will be available to answer your questions, including:

  • Program Administrators who have developed captives for their business
  • Carriers who offer a variety of captive alternatives
  • Companies who offer captive management and consulting services

The open house is designed to accommodate both the attendee looking for some first time information as well as those who already have captive experience.

View the experts attending the Captive Development Open House.




Resource Reminder: Carrier Search Portal

The Carrier Search Portal (CSP) allows you to search for markets using specific program characteristics and quickly identify your most likely program partners. A market profile is available for every carrier member of Target Markets. Access the CSP here.

Additional market-finding resources:

Online Meeting Request with Carrier Partner [form to set up meetings at the Mid-Year]

Program Carrier Checklist [items to consider when choosing a market]

Program Executive Summary [baseline information required to start the market-finding discussion]

Reinsurance Support [assistance with challenging program placements and alternative risk transfer]

London Markets [access to Lloyd’s focusing on startups, new business ideas, and unique opportunities]



A column by Target University Dean – Greg Thompson, Markel Specialty 

Best Practice #22: Surveys

There are many types of surveys but in this article I would like to address Employee Surveys. It is useful, especially as your organization grows, to gauge the pulse of your staff. While all staff are nervous about speaking their minds, the rank and file are particularly risk adverse.

At the outset, it is therefore essential that the survey be anonymous and that the staff know you are dead serious about enforcing that. Sometimes the source of a certain comment is obvious but if you act on that knowledge, management's credibility will be destroyed.

There are many survey companies that can design and administer a survey for you, usually for a modest cost. I favor the surveys that focus on identifying the level of employee engagement versus measuring how much the staff likes or dislikes your Company. For example, holding people accountable does not always make people happy, but overall it is likely to focus the majority of your staff on contributing to the success of the organization.

You could write a book on the useful information you can learn from these surveys. The biggest benefit will come from sharing the overall results with your entire staff and letting them know what positive steps you are taking to address their legitimate issues.

Click here for more best practices.

Interested in the Target Market Best Practice Designation? Click here to learn more.



Target Programs Marketing Opportunity

If you work with retail agents, an Outlet Center on provides an additional online space to brand your agency and highlight the programs you offer. Starting at $2,500/year, we can help you grow your business.

For those members solely interested in reaching a national or regional audience with custom e-ads, we offer several competitively priced packages to help expand your base of agents. Contact This email address is being protected from spambots. You need JavaScript enabled to view it. to get started today!