Harleysville Insurance has always been a stalwart company for small account business. However, in 2004, when Tom Clark took over duties as SVP of field operations for the Pennsylvania-based company, he wanted to inject a new spirit of entrepreneurship that would enable the company to strengthen its presence in the middle market arena, as well. In assembling his regional leadership team, he reached into the brokerage ranks to find an entrepreneurial leader for the company's new Midwest operation -- and selected Bill Granato as Harleysville's regional president in late 2005. Bill had been with Arthur J. Gallagher prior to joining Harleysville, running the broker's Chicago office. Bill says he and his team first focused on building true partnerships with Midwest independent agents. Bill concludes: While they continue to develop a strong book of small account business, they also are growing with agencies that are focused on the middle market -- which has been a cultural shift for them.
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