A natural and health conflict exists between underwriting and sales. It’s easier to manage when the underwriting and sales (producers) are separate entities. However, many stop-loss carriers/MGUs (carriers) compensate their sales (marketing) staff in a similar manner to producers (i.e., brokers, consultants, TPAs, etc.). Such incentives can cause conflict within the organization primarily due to opposing departmental objectives – risk selection versus production.
This article will primarily focus on the relationship with the respective functions working for different entities.
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