The Panelist: How to Get on More Panels
We’ve helped more than 160 insurance defense law firms in 37 states with panel counsel marketing campaigns. If you are looking for ideas to expand your defense practice, read the article below and let's schedule a call to talk about a business development campaign.
Target New Panel Counsel Positions
with a Market Penetration Study
A market penetration study at the state level can help an insurance defense law firm answer the perennial question, “How Can I Get on More Insurance Panels?”.

By “market penetration” we are referring to an analysis that identifies which property and casualty (P&C) insurance companies have the leading market share positions within a state by line of coverage.

Understanding this data will help you to cross-sell new lines of coverage to existing insurance carrier clients. If you currently work on private passenger auto cases for a client and you notice that the carrier also handles product liability claims, for example, you might suggest that you expand to include automotive-related product liability matters.

The Department of Insurance in many states publishes an annual report that identifies the top insurance carriers in the property and casualty sector. P&C lines of coverage that are typically identified include automobile, fire, homeowners, liability, medical professional liability, and workers’ compensation.

The National Association of Insurance Commissioners (NAIC) is another source for identifying the top carriers within your state. The NAIC publishes a market share report on the top 10 carriers by lines of coverage for every state. Market share data is provided by state for 30 lines of P&C insurance coverage.

In addition to your own knowledge of the local market, you can build a market penetration study for your state based on this data from state and national sources.

Click on the link to read the full article, Panel Counsel Growth with a Market Penetration Study.

If you would like more information, or if your firm could benefit from the focus and discipline of a structured marketing process, contact Margaret Grisdela at 866-417-7025 or via email to discuss a campaign.  
Insurance Considerations in
Employment Practices Liability Panels
Imagine not being able to defend your own client in a litigated matter. This is the situation many employment defense law firms find themselves in when one of their corporate clients, insured by an employment practices liability insurance (EPLI) policy, is named as a defendant in employment litigation.

There are several steps an employment defense firm can take to protect their right to represent their employer client in an EPLI matter. Click on the link to read the full article titled " Insurance Considerations in Employment Practices Liability Defense," as it appeared in the February 2019 issue of Verdict Magazine, published by the Association of Southern California Defense Counsel.
Recent Articles of Interest
Campaigns to Grow Your Practice
Panel Counsel Campaigns
We create panel counsel marketing campaigns focused on your practice areas, including auto, premises, workers' comp, construction, and employment.  Read more .
Expand by Industry
Grow your firm by expanding contacts in a new industry. We can help you identify and target retailers, restaurants, hotel chains, and trucking firms.  Read more.
Refresh Marketing Materials
We help you create and maintain flexible marketing materials that support your business development efforts. Give your attorneys the tools they need to attract more clients. See samples .
Your Marketing Director
Too busy to market? Let us take the lead on your business development efforts with a structured approach to both client retention and acquisition. Read more.
Margaret Grisdela

We’ve helped 160 insurance defense law firms in 37 states launch business development campaigns. We make it our business to identify who you need to contact at insurance companies, corporations, and municipalities to be considered as outside defense counsel. Contact us to discuss a new marketing campaign.