M A K I N G O U R C L I E N T S
VOLUME 10 | ISSUE 2 | SEPTEMBER 2015
IN T HI S I SSU E
EXPERTS SET THE COURSE FOR EMPLOYEE
BENEFITS EXCELLENCE p.2
20% PREMIUM REDUCTION HELPS
LAND MASSPORT p.3
MIDNIGHT MEETINGS, MODERN MACHINES,
AND A MYRIAD OF MESSAGES p.4
RECORD-SETTING $1.24 BILLION IN REVENUE p.7
SPENCER EDUCATIONAL FOUNDATION
OFFERS SCHOLARSHIPS AND EXPERIENCE p.8
CHICAGO OFFICE wins CLIENT THE Lockton Advantage
By Skyler Huff
A Lockton Producer turned a tedious cold call with
a risk manager into a friendship and ultimately into
a win for Lockton. He did it by offering innovative
solutions that completely revamped the clients risk
management program, successfully replacing a
12-plus-year incumbent broker.
Griffith Laboratories was established in 1919 with a focus
of bringing science to the food industry. Today, Griffith
is one of the largest companies of its kind. It partners
with global food companies to develop innovations in
flavor, healthfulness, performance, and cost efficiency.
Griffith leverages proprietary food science expertise with
creativity and differentiating ingredient systems to produce
customized food products for consumers worldwide.
Tom Pluss and the Lockton Chicago
team recently secured Griffith
Laboratories global property and
casualty and financial services
programs. Following a 2012
introductory meeting, a relationship
Tom Pluss
was built by keeping in touch on
Our strong relationship, along with the application
of The Lockton Advantage and our data-driven
approach, was a clear differentiator from our
competition, said Pluss. It truly gave us the edge. to support reaching and surpassing these goals.
B U S I N E S S E S
relevant industry and company issues. Following a unique,
relationship-driven written RFP by the Griffith risk
management team, Pluss and the Lockton Chicago team,
led by TJ Knaus, Charlie Gora, Tim Higgins, Frank Strenk,
Jennifer Morrill, and Chris Casper, had the opportunity to
present Locktons capabilities.
After more than a decade with their broker, Griffith
was intent on reaching the next level of strategic risk
management, said Pluss. Their goal was to find the right
partner to guide them through the next 10 years.
The Lockton team thoroughly researched Griffiths
business and meticulously evaluated its risk management
program. Following this analysis, a strategic data-driven plan
was developed using the Lockton Advantage approach.
Based on our relationship, Griffith was willing to share a
vast amount of information regarding their past experience,
as well as their current and future business plans, explained
Knaus. This enabled us to offer a unique and in-depth
strategy to help Griffith reach and surpass their goals.
Locktons solution was centered on a collaborative
multilayered relationship between key stakeholders at
Griffith and the Lockton team. The Lockton team highlighted
its deep understanding of Griffiths strategic goals for the next
three to five years, and presented a risk management strategy
B E T T E R
LOCKTON, INC.
way
Based on our relationship, Griffith
was willing to share a vast amount
of information regarding their past
experience, as well as their current and
future business plans, explained Knaus. TJ Knaus
The team also performed financial analysis, presented the
Lockton Advantage volatility model, and embarked on an
enterprise risk management process with completion of
claims analytics.
Lockton won Griffith Laboratories business following
a final presentation to Griffiths CFO, Treasurer, VP of
Business Development, and Risk Manager. Subsequently,
both the CFO and Risk Manager noted that Locktons
strategic approach and level of expertise far exceeded the
competition.
Our strong relationship, along with the application of The
Lockton Advantage and our data-driven approach, was a
clear differentiator from our competition, said Pluss. It
truly gave us the edge.
 experts team up to

SET THE COUR SE

SETTING
the COUR SE

FOR EMPL OYEE BENE FITS EXCE LLEN CE

By Kara Cowie

More than 200 Lockton Associates

and Producers joined hundreds of Lockton Benefits
MAKI N G A DI FFER EN C E carrier-partners at the 2015 Lockton Benefits Conference,
Setting the Course, May 1720 in Ponte Vedra Beach, Florida.

One of the recurring themes of our culture is that Lockton is
different. We treat our clients differently. We get to know their
businesses better. We care more.
We treat our Associates differently. You have the resources to deliver better
solutions. You have the freedom to do whats right for your clients.
In addition to learning the latest in employee benefits trends, attendees
networked during meeting sessions and during the evening entertainment.
A Monday Marketplace event gave Lockton attendees 1:1 time with
sponsors to learn more about their businesses. Nearly 250 attendees also
took part in Locktons 5th Annual 5K Walk/Run to kick off the first day
of the conference.

We engage with our communities differently. We are active volunteers and

givers to the causes we care about.
Watching our Associates, Producers,
In this issue of Closer Look, you can see how teams in Chicago and the
carriers, and other partners all team
Northeast US took a different approach to win major clients. And on page 6 you
up to share their expertise, experience,
will see just a few of the outstanding Associate performances recognized at this
and insight was absolutely incredible.
years State of the Companies meetings.
Bob Reiff
We had a lot of brilliant minds

Our different approach to our clients, our Associates, and our communities working together, learning together
makes all the difference. and networking together. It was an
excellent conference.
Our clients can tell that we care about their success. I hope it is obvious to
you that your leaders and colleagues care about your success and professional Sessions at the conference included employee
growth. And I know that our communities appreciate how much benefits topics ranging from private exchanges,
you do to help make life better where you live.
health reform, and human resources technology
Our difference makes all the difference for clients, Associates, to InfoLock data analytics, wellness, compliance,
and our communities. communications, and actuarial services.

Thanks for making Lockton a great place to do business and Plans for the 2016 Benefits Conference
are already underway. Mark your
build a career.
calendars for May 2225 at the Arizona
Biltmore in Phoenix.

David Lockton, Executive Chairman

CLIENT
Brady Corporation Chicago Benefits EMR USA Holdings Inc. Southeast P&C

Bright Ruby Resources Pty Ltd Australia P&C Energy Transfer Partners Washington, DC P&C

Brinkman Construction, Inc. Mountain West P&C Epic Health Services, Inc. Pacific P&C

WINS
Cape PLC London P&C Epiq Systems, Inc. Kansas City Benefits

Capricorn Society Limited Australia P&C Fairmont Supply Company Kansas City P&C

Centura Health Mountain West Benefits FC Compassus LLC Southeast P&C

Century Communities, Inc. Mountain West P&C FCP Hospitality Pacific P&C

Chamberlain Manufacturing Chicago Benefits First Busey Corporation St. Louis Benefits
Affinity Gaming Pacific P&C
Chubb de Mexico, Compania de GCA Services Group, Inc. St. Louis Benefits
Mexico P&C
Allen and Overy, LLP London P&C Seguros
City & County of Denver Mountain West Benefits Global Environment Fund Washington, DC Benefits
American Food and Vending St. Louis Benefits
Climatec, LLC St. Louis P&C Harvest Hill Beverage Company St. Louis P&C
Americare Systems, Inc. St. Louis Benefits
Colorado Community College HEICO Companies, LLC Chicago Benefits
Arnold & Porter, LLP Washington, DC Benefits Mountain West Benefits
System
HMS Construction, Inc. Pacific P&C
Aruba Topco, LP Pacific P&C CPC Logistics, Inc. Kansas City Benefits
Horizon Mud Co., Inc. Dallas P&C
Aspirus, Inc. Kansas City P&C Crane Worldwide Logistics, LLC Southeast P&C
Hyundai Brazil P&C
Athlaction TopCo, LLC Pacific P&C Delano 432 Pacific P&C
Johns Hopkins Health System
BCBG Max Azria Group, LLC Pacific P&C Washington, DC Benefits
Deloitte Consulting Singapore P&C Corporation

Bearcat Energy, LLC Mountain West P&C Dentsu Aegis Network Singapore P&C Johns Manville Corporation Mountain West P&C
Johnson Development
Benihana, Inc. Dunning Benefits Dixie Electric Southeast Benefits, P&C Mountain West P&C
Associates
Berkshire Seaport Mountain West P&C Dynamic Materials Corporation Mountain West Benefits JR Technology Group, LLC Kansas City P&C

Bilfinger Washington, DC Benefits Elan Kennedy Flats LLC Mountain West P&C kCura Chicago Benefits

2
 VOLUME 10 | ISSUE 2 | SEPTEMBER 2015

20
Helps Land Massport
% PREMIUM
REDUCTION

Boston and New York Team Up for Transportation Win

When Chip Manozzi, President of Locktons Boston operation in Lockton
Northeast, had a lead on Massachusetts Port Authority (Massport), he called
Property Practice Leader Ray Beegle, based in New York.
He told me he had one of the biggest deals in Boston coming to market, said
Beegle. When he said it was Massport, I was definitely ready to jump on board.
It allowed us to showcase a strong relationship with the broker, and we were
able to base negotiations on need rather than want, said Manozzi. It was an
opportunity for us to sit with the client and build out a mutual program that
could be a win for all.

And so began the three-month quest for Massport, said Manozzi. It was a true partnership among all parties. There were plenty
of opportunities for individual stakeholders to take advantage

Manozzi pulled together a team in Boston that included Account Executive Eva of one another. A high level of trust was needed between

Durkin and Account Manager Paloma Cabrera-Lustig, who both had worked Ray Beegle broker, carrier, and client. The results speak for themselves.

with Massport in the past on several placements, giving the Northeast team a
Final proposals were made three weeks later, and the client made its decision
built-in level of trust and credibility.
Lockton had won Massport and, along with it, Logan Airport.

The outcome delivered by the team provided Massport with a premium

The initial process was to vet the opportunity. Other brokers

reduction of more than 20 percent and included $250 million in limits for flood,
had tried and failed to dislodge the incumbent. We had to which was a key item for Massport. In the end, the incumbents program was
make sure they were really willing to move the business. not nearly as competitive as the one our Northeast team delivered, said Beegle.

Chip Manozzi
During the next several weeks, aggressive data compilation and program
marketing were undertaken with multiple deal structures put in play by Beegle
and Punit Sanganee, a Property Broker in Locktons New York office.
The end-game was simple, said Beegle. We needed to establish the broadest
coverage at the lowest price based on the clients ultimate needs.
Reflecting on the process, Beegle credits the efforts of the entire Boston team
and Sanganee. He also credits the relationship between Lockton and the client.
That historical relationship was paramount, said Beegle.
As for Sanganees efforts, Beegle stated, Establishing an alternative program
to challenge the incumbent was not for the faint of heart or a novice broker.
He did a phenomenal job coming up with multiple backup programs in case
someone missed the mark. You dont just snap your fingers and get that done.

From the outset, the hurdles were very real, said Beegle. There was market
fatigue from the incumbents lackluster marketing efforts, and of course, going
up against a formidable broker with an established relationship is never easy.
Despite the challenges, a cohesive trust developed. Lockton got access to data,
The most telling moment was a short but powerful one. A spur-of-the
moment, 15-minute round table meeting at RIMS between Beegle, Manozzi,
and a representative from a carrier proved to be the tipping point. Within
two weeks of that meeting, arrangements were made for a sit-down
between Lockton, the carrier, and Massport. According to Manozzi, this

lines of communication opened, and relationships developed. meeting sold the solid broker/carrier relationship to Massport.

Kellstrom Aerospace, Inc. Southeast P&C Parker Drilling Company Houston P&C Secura Home Health Pacific Benefits, P&C

LifeHouse Holdings, LLC Pacific P&C Patriot Environmental Pacific Benefits Skyview Capital, LLC Pacific Benefits

Loving Care Agency Dunning Benefits PCH Communications, LLC Kansas City Benefits Solenis LLC Washington, DC Benefits

LSG Sky Chefs Kansas City P&C PeroxyChem Holdings LP Pacific P&C SVP Worldwide Southeast Benefits

Massport Northeast P&C Petroleum Marketing Group Pacific Benefits, P&C The Motley Fool, LLC Washington, DC Benefits

Masters Golf Tournament London P&C Petroleum Marketing Group, The Washington Post Washington, DC P&C
Washington, DC Benefits
Inc.
Merchant Metals LLC St. Louis P&C Philip Morris International London P&C Transplace LLC Dunning Benefits

Mesquite Power, LLC Houston P&C Pioneer Natural Resources Mountain West P&C Tricor Pacific Chicago Benefits

Motive Energy, Inc. Pacific Benefits Plott Health Care Pacific P&C TTI (Techtronics) China P&C

Naphcare, Inc. Mountain West Benefits Palisades Pacific P&C TTX Chicago Benefits

National Technical Systems Pacific Benefits Upstream Petroleum University of Connecticut St. Louis Benefits
Mountain West P&C
Management, Inc.
Natural Food Holdings Kansas City P&C Vantage Oleochemicals, Inc. Kansas City Benefits
Psaros Pty Ltd Australia P&C
Norms Restaurants, LLC Pacific Benefits, P&C Wartsila Brazil P&C
Quail Run Energy Partners, LP Kansas City P&C
North American Health Care, Whirlpool Brazil P&C
Pacific P&C
Inc. Rheem Manufacturing Company Southeast Benefits, P&C
NTS Chicago Benefits Winegardner & Hammons, Inc. St. Louis Benefits
River Landing Southeast P&C
Nuverra Environmental
Houston P&C Robertshaw Holdings Southeast P&C
Solutions, Inc.
Nuverra Environmental RSL WA Retirement & Aged
Dunning Benefits Australia P&C
Solutions, Inc. Care Association
Oklahoma State University St. Louis Benefits Rural Metro Corporation Pacific P&C
On the Border Mexican Grill & SafeWorks, LLC Pacific P&C
Dunning Benefits
Cantina
Pacific Steel Group Pacific P&C SEAKR Engineering, Inc. Mountain West Benefits

3
 LE VE RAGE YOUR TIME
As senior Associates will tell you, time management comes through experience. The
more global interaction you have, the better you become at deciding what has to be
taken care of immediately and what can wait.
MIDN IGHT ME ETIN G S, MOD E RN MACH I N E S,
However, with the continual advancement of technology, the pressure of
everything being labeled urgent or immediate can be overwhelming. This is
AN D A MYR IA D OF MESSAG E S especially true when working across continents. You dont want clients or team
members feeling ignored.

By Skyler Huff
You have to take stock and prioritize, explained Lombardi. Immediate responses
arent always doable, but we want to make sure our clients and fellow Associates
know were taking care of them.

To alleviate this pressure and keep a healthy work/life balance,

try out these solutions offered by Associates:

Acknowledge Others: Even if you dont have the answer at hand or the
Recently, Andy DiOrio, Communications Manager in Kansas City, needed to time to respond thoroughly, acknowledge that you are aware of the request and
communicate with Nora Senn, Assistant Vice President in Hong Kong, on a time- that you will reply accordingly once you do.
sensitive project. Senn, in the midst of other deadlines 9,402 miles away, could
Be Available: In virtual situations, it is easy to feel isolated or absent. Reach
only meet between 9 a.m. and 4 p.m. or 8 p.m. and 3 a.m. Central Standard Time. To
out regularly to team members and let them know you are accessible. This
make the conference call, DiOrio rushed home after work to eat dinner, complete
includes establishing regular meetings, whether in person or online.
family activities, and put his daughter to bed. Meanwhile, Senn was in the midst of
squaring away daily tasks, answering emails, and attempting to finish other business
Take Turns: Communication often has a short window when teams and
items on schedule.
clients are spread throughout the world. Regularly alternate times for meetings
to ensure that one member isnt always getting up early, staying up late, or
It is likely that many of you have faced similar collaboration challenges as Associates
missing out on time at home.
of our global company. While time zones, language barriers, and cultural differences
sometimes create frustrations, Lockton Associates are sharing ideas on how to work
Invest in Socializing: Building relationships between team members and
through them.
clients is important to sustain lasting business. Not all interactions between
one another can be related to work; have a balance between personal and
Even though communication can be perceived as an issue when youre a global
professional.
company, it is not an issue here, said Michael Lombardi, Senior Vice President and
International Practice Leader in New York. We have outstanding Associates that
Create a Consistent Schedule: While its impossible to always follow
know how to communicate and deliver solutions for clients no matter where they are.
a perfect schedule, try to plan as far in advance as you can. This includes
knowing yourself and what you can readily accomplish in a day.
Glauco Ormond, Marketing Coordinator in Brazil, held several senior marketing
positions prior to joining Lockton. He adds that Locktons way of communicating
globally is an example for others to follow.
USE TECHNOLOGY WISELY
Although face-to-face interactions are preferred, our global realities mean that you
may work with someone for years without ever meeting them in person. Electronic
etiquette mirrors the Lockton philosophies: follow the Golden
There is no comparison to the way Lockton integrates and communicates
Rule, treat others as you would like to be treated.
between offices. Even if Associates havent met face-to-face, its like we work Of course, an email or voice mail is much
side-by-side every day. Glauco Ormond, Marketing Coordinator in Brazil different than a sit-down meeting.

Ash Curtis, Brand and Communications Associate in Perth, attributes this to

Locktons collaborative global culture.

In every location, we act as one company and work as one team, she said.

Due in part to this collaborative global culture, Lockton is the worlds largest,
privately held independent insurance broker in the world with 66 locations in 17
countries. The company expects to add as many as 10,000 new Associates in the
next decade, increasing its global footprint and the need for global skills.

This growth would not be possible without our Associates worldwide continuing to
perform at a high level while working together across thousands of miles (such as
those between Kansas City and Hong Kong) and varying time zones to accomplish
projects that help make our clients businesses better.

To continue this performance, its vital for Associates to master time,

telecommunications, and cultural differences.

44
 VOLUME 10 | ISSUE 2 | SEPTEMBER 2015

Electronic interpretation is an area where people need to be careful, advised
Lombardi. Emotional subtleties are hard to communicate, and a persons own
mood can cause a message to be interpreted differently than intended. Its important
for Associates to be aware of this whenever they are in contact with others via
telecommunications, and to interact accordingly.
Dos and Donts of Telecommunication
UNDE RSTA ND CULTUR AL D IFFER EN CES
Perhaps the most perplexing area for a global business like Lockton is
cultural differences.
Culture is the biggest challenge, said Lombardi. Global professionals must be
aware of communication practices in countries besides their own and realize how
differences in culture influence the way people communicate with each other.

Do return calls Dont substitute telecommunication for face-to-

face interactions if you have the ability to meet This includes understanding cultural nuances and different meanings
promptly. in person. across languages.

Dont respond to missed calls without a
Do get to the point corresponding voice mail message; it is likely the
quickly. person attempting to contact you will reach out
in a different way or at another time.
For most Associates in the US, it is customary to get right to business during a
meeting. All matters subject to the task at hand are discussed first, and if theres time
following, family and fun topics might make the agenda.

Do know what youre
going to say before the
beep.
Do send email rather
than call if the message
is not time sensitive.
However, not all countries follow this routine. For example, it is customary in Spain
Dont arrive late to conference calls unless noted to discuss personal life first and follow up with business matters.
beforehand.
For the UK, excess is a term that means the same as deductible. In the US,
Dont have an assistant place calls; this may excess refers to excess insurance or umbrella insurance.
project that you do not value your contact
enough to reach out directly.

Chris Tagg, Risk Practices in London, is currently building a Risk Practices group in
the UK based on guidance and insight he gathered last year while working in the US.
He is in continuous contact via phone and email with US colleagues seeking advice
and brainstorming ideas for the new group. To remain up-to-date and avoid any
written miscommunication, Tagg suggests scheduling monthly conference calls
in advance.
Global collaboration between offices and maintaining regular contact on projects
is extremely valuable, said Tagg. Setting a specific time for communication is
You have to be open-minded when working globally. Do your
research and have a plan of action prior to communicating.
Chris Tagg
Chris Tagg
Recognizing what some call the Framework of Understanding
in business can help improve global interactions. The framework
consists of:
Cultural Themes: All societies have themes or characteristics that impact how a

respectful of Associate schedules and allows for production of the greatest results
when those involved are on the same page.
Wai-Hong Chan, Marketing and Communications Executive in Hong Kong, finds
recorded video seminars helpful to Associates who cannot join meetings due to
scheduling or time zone conflicts.
culture does business.
In Chinese cultures, the Confucian value of endurance may have an impact on
the business process. For example, a low offer may be made to create a bidding
environment as an endurance test of their counterpart. It is important for the
counterpart to continue negotiation to earn the companys respect.

This technology allows absent Associates to receive the same information as Communication: Grasp the subtle nuances of communication and be aware of

attendees, ensuring that no one misses out or receives different material, said Chan. changes in translation from nonnative speakers.

Curtis also finds video conferencing useful.
While phone conferences are an invaluable
communication tool, they can sometimes
be hard to navigate without
Its often beneficial to initially conduct a phone call so you can better read tones of
emails. Some people are enthusiastic with exclamation points and emoticons, whereas
others are shorter and more direct.
Group Dynamics: Understand how individuals from certain cultures interact in

visualspeople tend to
accidentally talk over
each other. Video
conferencing can
help solve this.
groups. People in the US tend to prefer individual tasks, whereas Mexico is a more
unified culture that enjoys working in a close group dynamic.
Globalization: Global branding, messaging, corporate values, and marketing all
need to be localized to a specific areaevery communication should be translated in
a way that is both linguistically and culturally fluent.

Time Orientation: Understand how a society values, executes, and utilizes time. In
Western cultures, time is a commodity. In the other two-thirds of the world, time is
flexible and elastic.

Although there are occasional challenges, the helpfulness that Lockton Associates
provide in all locations is truly impressive, said Ormond. Whatever you need,
someone is going to help you obtain it.

5 5
 RECOGNIZING ASSOCIATES

MOUNTAIN WEST WR AP-UP UN IT R ELIES ON

UN D THE WORL
ARO D

ST RONG PARTN ER SHIPS FOR ONG OING SUCCESS

Fiscal Year 2015 was a very successful year for the Mountain West Series Wrap-up
LONDON KANSAS CITY Business Unit, with nonrecurring revenue up 160 percent from 2014.

Our success was due to the relational partnership between our Producers,
our Construction and Real Estate Business Unit partners, and the efforts
of the Construction Wrap-up team.

Stacy Pocrass

Associate of the Year: Big Jack Award: Heather Chabino, The Wrap-up team pledged to be the center of excellence for construction project-
Alexander Keville Angela Wright, Kristin Rose specific placements of new and rehab projects eight years ago. Today, the business
unit has 16 Associates, including eight full-time CIP Administrators. While the
business unit is a part of the Construction Department, the primary client focus has
been owner-oriented development and construction client projects and programs
more specifically, residential apartment construction.

This past fiscal year, we have written a high volume of podium, mid-rise, and high-
rise projects across the country, said Pocrass. Currently, the team has over 165
New Associate of the Year: Leader By Choice:
Adam Pursey Leslie Hillman active projects, written with more than 40 clients and totaling more than $6.5billion
in total construction values of project work. Our success has been driven by the
units risk management approach. We have become trusted advisers to our clients,
working side-by-side with clients to analyze their project exposures and build
confidence with the experience Lockton brings to their project team.

This approach, according to Pocrass, motivates clients to take more control over their
project coverage and associated loss control and claims. The value brought by the
Team of the Year: WE LIVE SERVICE! : Wrap-up team becomes evident while at the same time providing opportunities to
M&A Transaction Team Sarah Osborne
write business.

NORTHEAST It is through this approach that we believe our growth pattern is not only sustainable
but will further expand, said Pocrass.

There are, however, challenges ahead. The biggest of which is how to continue
building value in the eyes of our clients and their construction partnerstheir
Community Award: Sarah Nash,
general contractors and subcontractors are not always in favor of an owner-
Elaine Nolan, Nicola Quinsee sponsored program. The Wrap-up team believes that through strong lines of
communication and creating solid client strategies, clients will seek out their advice.
2015 Northeast Service Award:
Crystal Flores The measurement of success has been the increase in dialog
and communication.

The greatest success comes when our clients reach out to engage our team as
their risk management advisor/partner. When a client calls us to review a contract
Outstanding Academic Achievement: or advise them on coverage and exposure limits needed to control their project
Henry Dyson
exposuresit is then that a client partnership leads to a continued and successful
relationship. One which drives future growth said Pocrass.
WASHINGTON, DC
This past year, the consistent question for this group has been, To what do we
Locktons Washington, DC, office presented its annual Jack Lockton Extraordinary
attribute our success, and is the success we have experienced just a real
Service Award on June 15 to Mike OConnor, the Practice Leader for our Real
Estate group. There are several ways in which Mike actively supports the Lockton estate bubble?
DC culture. He excels in the peer leadership role which, quite often, is the most
difficult of leadership roles. He is a member of our Rewards & Recognition Its hard to see any limitation in terms of opportunities as there currently is not a
Committee and leads our Lockton Advantage effort. After a few fits and starts, he scarcity of projects in the pipelines of our clients, nor in the financial perspective of
has persevered and his efforts have changed the way we approach prospective growth in the United States, said Pocrass. This, coupled with the fact that Lockton
engagements in Property & Casualty. It has led to prospects seeing Lockton brings a different level of service and a client-centric approach, has us anticipating
Mike OConnor
differently from its competitors and has resulted in us winning several large new
continued opportunities in the future.
clients in FY15. Mike has been working with a professional coach to become
more self-aware, which led to a self-improvement plan supported by personal
6
and professional goals.
 VOLUME 10 | ISSUE 2 | SEPTEMBER 2015

Y FO R
BROA D ST RE N G TH G LO BA LL

2 15
IO N IN RE VE NU E
RE CO RD -SE TT IN G $1 .24 BI LL
L O C K TO N IN
By Skyler Huff

Lockton set another revenue record and posted double-digit growth, marking the In addition to US growth, the organic growth of all other markets has surpassed market
companys 49th consecutive year of growth in fiscal 2015. Lockton Companies posted averages significantly, said Mike Hammond, Chief Executive Officer in London. Even
2015 total global revenue of $1.24 billion. This number reflects a 10.3 percent increase in in a market as mature as the UK, weve achieved 11 percent growth. High performance
global organic revenue from 2014. is delivered by people who work with integrity, commitment, and the relentless pursuit
of excellence, our Associates.
This company is in a great position, and we will work hard to continue this growth in
the future, said Glenn Spencer, Chief Operating Officer. The dedicated service of Associates worldwide has benefited multiple charitable
organizations in Locktons communities throughout 2015, including $1 million for the
Along with revenue growth, Lockton saw a rise in additional sectors essential to Multiple Sclerosis Society across the US offices, $885,000 for the United Way from the
the business. KC operations, $29,000 for Hustle Up the Hancock by the Chicago office, and almost
$174,000 raised for the Great Ormond Street Hospital by Associates in the UK.
Region Revenue Associates
United States $954,100,000 3,198 Locktons performance in each of these areas is a great indicator of our success, said
UK $228,700,000 919 Spencer. Year after year, we have consistently outgrown competitors and capitalized
Asia $49,300,000 561 on our strengthssales talent, culture, customized client solutions, accountability at all
Latin/South America $38,500,000 534 levels, and private ownership.

Dubai $6,500,000 44

Global Total Revenue: $1.24 billion Our financials are impressive, but we also made a mark in the other areas
that matter to us: our clients, our Associates, and our communities.

John Lumelleau

4 8,000+ 96%

+
5,600
CLIENT
CLIENTS WORLDWIDE LOYALTY

ASSOCIATES LO 85%

IN
US C K T O N A

GE
D
WORLD WID E T RY AVER

Global Benefits Forum

EDUCATES ASSOCIATES AND CLIENTS
By Kara Cowie

in Barcelona
23
Human resource professionals from around the globe joined Lockton
COUNTRIES

Global Benefits for the 2015 Global Benefits Forum May 46 in

Barcelona, Spain.

The two-and-a-half-day conferenceThe Future of Global HR

& Employee Benefitswas designed to help HR pros enhance

115
their understanding of current international employee benefit trends
35

and developments. The forum also provided attendees with unique

networking opportunities, including an authentic Spanish dinner featuring

attendees flamenco dancers at Casa Llotja de Mar, built in the late 1300s and now
clients
employers/

the official Chamber of Commerce, representing the economy and

culture of Barcelona.
Lockton Global

Partners
30
Everything from the educational sessions to the networking
opportunities came together beautifully to make the Global Benefits
Attendees fro
Forum a meaningful and memorable event, said Pam Enright, Director m 23 countri

19
Global Bene es mixed an
fits Forum we d mingled at
the Lockton
LOCKTON of Lockton Global Benefits. We had attendees from more than 20 Barcelona, Sp
ain.
lcome recept
ion in beautif
ul Hotel Arts
in
ASSOCIATES countries all working together to learn, share best practices, and network.

6
This was a wonderful learning and collaboration opportunity for HR
professionals, benefits consultants, and leading global insurers. The
SPONSORING feedback has been excellent, and were already planning for Lockton
VENDORS Global Forum 2016.

7
 SPE N C E R E D U CAT I O N AL F OU N D AT I ON OF F E R S S C H OLA R S H I P S

A N D E X PER IENCE S F OR N E XT G E N E RAT I ON OF

R ISK MA N A G E ME N T LE AD E RS
By Amy Ritterskamp

The Spencer Educational Foundations risk manager-in-residence program pairs an

experienced risk manager with a college or university program. He or she provides
guest lectures and meets with students, offering practical advice and insight into the
field. OBrien appreciated the perspective his risk manager-in-residence offered on the
varying career opportunities within risk management.

The risk manager talked about different positions and how if youre a people person,
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Br o o ke t r i c kO Ja m ie S you can find a client-facing role that will allow you to interact with people all day,
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OBrien explained. Or if youre a numbers person, you can go into actuary. There
If you had asked Brooke Knight what she wanted to be when she was six years old, really are diverse opportunities to fit all personality types.
the expected answer would have been a veterinarian or a teacher. Chances were slim
she would have said a risk manager or broker. But during her senior year of high Tim Meacham, Chief Operating Officer of Kansas City Benefits, currently serves on
school, Brooke saw a scholarship opportunity (in the guidance counselors office) the Board of Directors for the Spencer Educational Foundation, succeeding Brian
for students planning to major in risk management. The promising job placement Kawamoto, who served from 2004 until 2012.
statistics sparked her interest. She made the choice to major in insurance and risk
Meacham sees great value in the mission of the Foundation, not only in awarding
management at Indiana State, and was soon a recipient of a Spencer Educational
scholarships and opportunities for students, but in the work they do to shape the
Foundation Scholarship.
future of risk management education.
The Spencer Educational Foundation awards scholarships and grants in risk
The Foundation has awarded grants to schools that dont have risk management
management and insurance. The Foundation also facilitates internship opportunities,
programs so they can develop one, Meacham said. Were also awarding grants for
as well as provides a risk manager-in-residence program to universities. Since its
the development of targeted curriculum, such as loss control. Programs like this are
founding in 1979, more than 740 scholarships totaling $5.3 million and $2.2 million in
going to increase the skills and caliber of graduates that we are able to hire here at
grants have been awarded to universities and professional institutions for educational
Lockton.
programs and conferences.

Learn more about the Spencer Educational Foundation at www.spencered.org.

The willingness of the people in this industry to help students is unbelievable,
said Knight. When my peers were having a hard time finding internships and job
opportunities in their fields, the possibilities in insurance seemed endless. While most
of my friends were changing their major by spring semester freshman year, I never
once found myself regretting my decision. Each year, a gala dinner recognizes leaders in
the field of risk management with the proceeds
Locktons founder, Jack Lockton, was a firm believer in continuing education and
benefitting the Foundation. In 2011, the event
encouraging students to pursue risk management careers. Founded in his memory, the
honored John Lumelleau, Locktons President
first John T. (Jack) Lockton Memorial Scholarships were awarded in 2006. Since then,
and Chief Executive Officer, raising more than
84 scholarships have been awarded in his name by the Foundation.
$600,000.

Over time, Lockton has hosted as interns or employed 13 Spencer Scholars. There are
three past Scholars currently working at Lockton. Brooke Knight and Patrick OBrien
are Associate Account Managers in Kansas City. Jamie Shaw is a Senior Claims
Consultant in Dallas/Fort Worth.

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