The Challenge
Marsh & McLennan Agency (MMA), a subsidiary of Marsh, is the 9th largest insurance broker in the country, employing over 5,500 people and generating over $1.2B in annual revenues by partnering closely with middle market organizations and offering highly consultative risk management and insurance brokerage services. Having experienced tremendous growth over the last decade, both organically and by way of extensive M&A activity, the senior leadership team at MMA felt it necessary to hire a seasoned employee health and benefits executive to oversee the EH&B practice area for the company’s highest performing region across the country. Substantial consolidation resulted in disparate localized go-to-market and operational strategies across the 10-state region, requiring the incumbent to quickly establish trust with market leadership teams, drive followership through exceptional influencer skill, and develop a regionally aligned strategy for the successful growth of the holistic practice area.
Our Approach
Knowing that the insurance brokerage industry is extremely close-knit, our team recognized the importance of thinking outside the box in our research strategy to avoid recycled talent and to surface prospects with fresh perspective and innovative ideas to offer MMA’s progressive culture. After several hours onsite with the local President, Regional CEO, RVP of HR, and remainder of local leadership team, we spent 5 days sourcing a targeted chart of prospects in the Twin Cities, starting within direct competitors, and shifting outside the insurance industry and into peripheral health, wellness, and benefit solution provider organizations. We also utilized the final half-day of research to refine a compelling messaging approach by mapping out an inspiring articulation of MMA’s history, extraordinary culture, leadership team, and the growth trajectory of the organization.
The Results
Through an extensive outreach and assessment process, we formally presented 10 impactful candidates to the MMA interview team, resulting in opportunities for the interview team to compare and contrast many unique skills and culture fit considerations. MMA’s team narrowed the pool to 2 finalists, and an extended offer was accepted with excitement by their top pick.
