Not long ago, most clients didn’t think twice about who underwrote their workers’ compensation coverage. As long as premiums were reasonable and claims got paid, that was good enough. But those days are over.
Employers today are paying closer attention to the entire insurance experience, not just the bottom line. They’re asking tougher questions, expecting more consultative service, and weighing the value of their carrier partners beyond the policy itself. For agents, that means the bar has been raised. Matching a client to the right workers’ compensation carrier isn’t just good service. It’s essential to build loyalty, improve outcomes, and protect your book.
Here’s how to find a carrier and evaluate your options with today’s client in mind:
1. Loss Control & Risk Services
What It Is:
Proactive services that help clients improve workplace safety and reduce the frequency and severity of claims.
Why It Matters:
Loss control isn’t one-size-fits-all. Clients with high mod factors or recent losses may welcome—or be required to accept—more hands-on involvement from the carrier. Others may have internal safety programs in place and want minimal disruption. A misalignment here can lead to dissatisfaction on both sides.
Agent Tip:
Ask your client how much support they want shaping their safety culture. Then match them with a carrier whose approach fits.
2. Actionable Safety Data & Insights
What It Is:
Trend analysis, benchmarking reports, and real-time insights that help clients identify vulnerabilities before they turn into claims.
Why It Matters:
Clients expect more than generic data dumps. They want intelligence they can use, preferably from a carrier that understands their business and communicates in plain language.
Agent Tip:
Favor carriers who not only provide safety data but translate it into clear, practical recommendations your client can implement.
3. Claims Management Philosophy
What It Is:
The style and structure of how a carrier handles open claims, return-to-work efforts, and injured worker support.
Why It Matters:
Some clients want the carrier to take the lead, especially when emotions run high. Others want to stay in the driver’s seat. Either way, a mismatch between expectations and execution creates tension.
Agent Tip:
Get clarity on how involved your client wants to be in the claims process, and choose a carrier whose claims philosophy aligns.
4. Communication & Partnership Style
What It Is:
The carrier’s level of transparency, responsiveness, and collaboration with agents and insureds.
Why It Matters:
A carrier who disappears when things go wrong frustrates your client and makes your job harder. The best carrier relationships are true partnerships: open, responsive, and solutions-oriented.
Agent Tip:
Ask around. Reputation matters here. Look for carriers known for proactive communication and agent-friendly service.
5. Stability and Consistency
What It Is:
A carrier’s long-term presence, financial health, and commitment to workers’ comp as a line of business.
Why It Matters:
A carrier that pulls out of a state or changes appetite mid-policy year can leave your client—and your credibility—in the lurch.
Agent Tip:
Don’t just evaluate pricing. Evaluate staying power. Choose carriers with a consistent underwriting strategy and a long-term view.
Fit First. Price Second.
Yes, pricing still matters. However, a lower premium from a poor-fitting carrier can ultimately cost your client more in the long run through delayed claims, inadequate customer service, or mismatched expectations. The best way to protect your clients (and your reputation) is to prioritize fit from the start.
Jencap works with agents every day to match clients with the right workers’ compensation carrier—not just any carrier. With broad market access, deep carrier relationships, and a sharp understanding of what makes each one unique, we’ll find the right match for every client, every time. Reach out today to see how.
