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From IRMI's Risk Financing Perspectives Vol. 23, No. 4 - October 2006

"Reducing Collateral Uncertainty: A Primer for Negotiations"

In this article, SIGMA consulting actuary Michelle Bradley and director of strategic consulting Lloyd Kelley lend their combined expertise to a discussion of insurance-related collateral and its negotiation for self-funded insurance programs. While Bradley and Kelley acknowledge that collateral negotiations may take a back seat to other concerns of self-insurance, they also assert that investing a little upfront time and effort in the process will ultimately pay off in more than one way. The authors provide insight into:

The two reasons collateral is usually required, and what key elements the insured should negotiate with the insurer or excess insurer

Two important items that are often overlooked in negotiations, and how these items can lead to a stronger partnership between insured and insurer

Specific steps for negotiating an adjustment to the original collateral amount

Five quantitative analyses and how they are important to negotiation

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