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					Training the London Market since 1994




                         COURSE DIRECTORY

                                        2010



    Insurance Training for the London and International Markets

                            with London Market Experts
           INSURANCE MARKET CONFERENCES LTD

16 St Clare Street
London EC3N 1LQ

Tel                   020 7481 9070
Email                 tony.gregory@imc-seminars.com
Websites              www.imc-seminars.com and www.imcna-seminars.com


Our History
Insurance Market Conferences (IMC) was founded in 1994 by Tony Gregory with the
purpose of arranging Professional Indemnity and Liability conferences. It became a
Limited Company in 2000 and expanded its services by providing a wide variety of
technical, managerial and personal skills training courses and services for the London
and Lloyd’s insurance market.

In January 2006 we moved into our own training rooms in St Clare Street just off
Minories in London to continue to provide professional training environment for all our
open courses and breakfast seminars. These can also be hired by our clients for their
own needs.

Our Aims and Objectives are:
   •   To be the leading provider of training in technical insurance and reinsurance
       business to the London Market.

   •   To use only the best industry speakers

   •   To make our training stimulating, participative and relevant

   •   To help organisations meet the FSA’s requirements on training and competency

   •   To respond to the changing worldwide regulatory environment

Open Courses
We have over 200 courses scheduled throughout the year, from 90 minute breakfast
seminars and workshops to 2 day intermediate programmes. Our trainers are all well
respected experts in their field, and come from the world of academia, the legal
profession, broking and underwriting. They use appropriate exercises and case studies
to reinforce the lectures and presentations. Assessments may also be provided where
appropriate. Our aim is to provide the opportunity for insurance practitioners to learn
the technical aspects of various classes of business from introductory to advanced levels.

Our delegates are presented with a bound set of comprehensive course notes on the day.
These include slides, course notes and relevant case studies; all in our standard IMC
format.
In-House Courses
Our in-house course service is an important area of our business. We have access to a
large bank of experienced trainers, who can work with our clients to develop bespoke
training solutions to suit all budgets. Our prices include all consultation and
development work, so there are no hidden charges.

In-house course clients benefit from all of the services that we provide at our open
courses, including bound course materials in the IMC format, a delegate support service
and post course questionnaires.

Insurance Faculties

IMC has established the Professional Liability Faculty and General Liability Faculty to
provide a wide range of services to members. These include access to the websites
which provide many relevant papers, details of important case law, and the daily
electronic Insurance Echo.

Delegates to any relevant courses will automatically receive associate membership.

The websites are: www.plf-group.com and www.glf-group.com


The Personnel in the Company are:

Tony Gregory
Tony is the founder and Managing Director of IMC. After many years experience in the
London Market underwriting Liability and Professional Indemnity business, he moved
into conference organisation and training. He led the Insurance Institute of London’s
Research Study Groups on Liability Insurance and Accident Compensation and
Professional Indemnity Insurance.
Contact: 020 7481 9070 / 07712 482 212. tony.gregory@imc-seminars.com


Daphne Cave
Daphne is responsible for accounts and credit control. Daphne has extensive experience
working as Senior PA to Directors of International Reinsurance Brokers, a major
Advertising Agency and a Senior Member of Parliament.
Contact: 01273 842 432. daphne.cave@imc-seminars.com
INFORMATION

Reservations
To reserve a place on any of our courses email Tony Gregory tony.gregory@imc-
seminars.com or telephone 020 7481 9070

Open Courses
All of our courses are held in IMC Training Rooms in the City of London. We will send
out course information and joining instructions with a map attached well in advance of
the course date.

In-house Courses
Most of the courses in this brochure can be arranged “in-house”. Telephone Tony
Gregory for a quotation.

Cancellation of Courses
We endeavor to run all of our courses as scheduled, however, on rare occasions we may
need to postpone an event due to unforeseen circumstances. Normally we will run
courses with a minimum of 3 delegates.

Delegate Cancellations
The following cancellation scale applies:

15 - 6 working days before the event                      50% of course fee +VAT
5 working days or less before the event                   100% of course fee +VAT

Substitute delegates are permitted without charge and n some cases we will allow
transfer to later course without charge.

Continued Professional Development
All of our courses qualify as structured training towards the CII and Law Society’s CPD
schemes, where appropriate to individual needs, and in relation to the FSA’s guidance
on Training and Competency.

New Courses
The following courses are confirmed at the time of going to press. Additional courses
will be arranged and details can be viewed on our websites. We welcome suggestions
for courses and will respond positively.

Email Distribution
If you do not already receive details by email and would like to do so, please email
tony.gregory@imc-seminars.com
                           IMC COURSES INDEX 2010

Introductory Courses
Introduction to Insurance: Markets and Processes                                    1
Introduction to Insurance: Principles and Practices                                 3
Introduction to Insurance: Commercial Insurance Products                            5
Introduction to Insurance for HR and Learning and Development Professionals         7
Introduction to Insurance Law                                                       8
Introduction to the Law of Tort                                                    10

London Market Suite
Introduction to the Market Reform Contract and the London Market Placing Process   12
Broking in the London Market                                                       14
Introduction to the London Insurance Market                                        15
The Lloyd’s and London Market Introductory Test (LLMIT) Revision Course            17

Delegated Authorities
Binding Authorities: Regulation and Contract Documentation                         18
Binding Authority Management                                                       20
Effective Coverholder Auditing                                                     22
Lineslips: Regulation and Contract Documentation                                   24

Market Reform
Binding Authorities: Regulation and Contract Documentation                         18
Introduction to the Market Reform Contract and the London Market Placing Process   12
Liability Insurance: Market Reform Contract and Contract Documentation             25
Lineslips: Regulation and Contract Documentation                                   24
Marine Insurance: Market Reform Contract and Contract Documentation                27
Professional Indemnity Insurance: Market Reform Contract and Contract Wordings     29
Property Damage and Business Interruption Insurance: Market Reform Contract and    31
Contract Wordings

Marine, Energy and Aviation
Introduction to Marine Insurance                                                   33
Introduction to Marine Insurance Law                                               35
Introduction to Marine Cargo Insurance                                             36
Intermediate Marine Cargo Insurance                                                37
Introduction to Marine Hull Insurance                                              38
Introduction to Protection and Indemnity Insurance                                 39
Institute Time Clauses (Hulls) 1.11.95 and Other Important Clauses                 40
Introduction to Aviation Insurance                                                 41
Introduction to Energy Insurance                                                   42
Introduction to Terrorism and War on Land Insurance Cover                          43
Property and Casualty
Introduction to UK Commercial Property Insurance                                  44
Introduction to UK Business Interruption Insurance                                45
Understanding the Risk: Fire Insurance                                            46
Introduction to Engineering Insurance                                             47
Introduction to Fine Arts Jewellers and Specie Insurance                          48
Introduction to Personal Accident and Sickness Insurance                          50
Introduction to UK Contractors Insurance                                          51
Introduction to Liability Insurance                                               53
Intermediate Liability Insurance                                                  55
Liability Insurance: Market Reform Contract and Contract Documentation            25
Liability Insurance: Emerging Issues and How to Deal With Them                    57
Employers Liability - Marine Trades                                               59
Introduction to Environmental Impairment Liability Insurance                      61
Introduction to Professional Indemnity Insurance                                  63
Intermediate Professional Indemnity Insurance                                     65
Solicitors Professional Indemnity                                                 67
Professional Indemnity Insurance: Market Reform Contract and Contract Wordings    29
Introduction to Directors’ and Officers’ Liability Insurance                      69
Intermediate Directors’ and Officers’ Liability Insurance                         70
Introduction to Intellectual Property Insurance                                   71
Introduction to Employment Practices Liability Insurance                          72
Financial Institutions Insurance                                                  74
Introduction to Contingency Insurance                                             76
Introduction to Political Risks Insurance                                         78
Introduction to Contingent Business Interruption Insurance                        79
Introduction to Bloodstock                                                        80
Reinsurance
Introduction to Reinsurance                                                       82
Introduction to Marine Reinsurance                                                83
Introduction to Aviation Reinsurance                                              84
Property Risk Excess of Loss Reinsurance                                          85
Property Catastrophe Excess of Loss Reinsurance                                   86
Casualty Excess of Loss Reinsurance                                               87
A Year in the Life of a Reinsurance Contract                                      88
Cost Effective and Efficient Reinsurance Programme Design                         90
Non-Proportional Reinsurance Contract Documentation: Rationale, Application and   91
Interpretation
Proportional Reinsurance Contract Documentation: Rationale, Application and       93
Interpretation
Practical Application of Technical Reinsurance Accounts (Non-Proportional)        95
Practical Application of Technical Reinsurance Accounts (Proportional)            96
Reinsurance Law: A Practical Viewpoint                                            97
Claims Management
Introduction to Claims Handling                                         99
Introduction to Liability and Professional Indemnity Claims Handling   100
Aspects of Liability Claims Handling                                   101
Aspects of Professional Indemnity Claims Handling                      103
Introduction to Marine Hull Claims                                     105

Risk Management
Introduction to Alternative Risk Transfer (ART)                        106
Introduction to Captive Insurance Companies                            107
Introduction to Global Risk Management                                 108

Compliance
Preparing for an FSA Arrow Visit                                       109
Introduction to Corporate Governance                                   110

Finance and Financial Markets
Introduction to Financial Institutions                                 111
Assessing Client Companies                                             112
Understanding Insurance Accounts                                       113
Understanding Company Accounting                                       115
Budgetary Planning and Management                                      116
Finance for Non-Financial Managers                                     117

Personal Business and Management Skills
Appraisal Skills for Professionals                                     118
Assertiveness and Communication Skills                                 119
HR and Manager Stress Awareness                                        120
Managing Change Successfully                                           121
Developing Team Performance                                            123
HR for Non-HR Management                                               124
Managing Training and Development                                      125
Agendas, Meetings and Minutes                                          127
Memory Techniques                                                      128
Negotiation Skills for Insurance Professionals                         129
Performance Management Including High Performers                       131
Personal Organisation and Workload Management (Time Management)        133
Presentation Skills for Professionals                                  134
Report Writing for Business                                            135
Speed Reading and Memory Skills                                        136
Interviewing Including Recruitment and Selection                       137
            IMC NORTH AMERICA COURSES INDEX 2010

Introduction to the US Insurance Market            142
Introduction to US Commercial Property Insurance   144
Introduction to US Casualty Insurance              145
Introduction to US Business Income Insurance       146
Introduction to US Medical Malpractice Insurance   147
US Professional Liability Insurance                149
US Directors’ and Officers’ Liability Insurance    150
US Excess and Surplus Lines Insurance              151
Emerging Issues in US Insurance                    153
                                  IMC TRAINERS

Jonathan Besso-Cowan       BSc MBA PhD FCII
Dr Jonathan Besso-Cowan is a business trainer, academic and entrepreneur in insurance. He has
specialised in non-marine insurance, reinsurance and accounting training and has published
material on regulation at Lloyd’s and risk management. Educated in music (Guildhall),
chemistry (Manchester) and business (London Business School and New York University), he
entered the insurance broking sector in the City in 1980 receiving his FCII in 1982. He was for
many years a Registered Insurance Broker and became Chief Executive of a Lloyd’s Broking
firm. Recently he obtained the Investment Management Certificate of the UK Society of
Investment Professionals and is registered by the FSA for Discretionary Fund Management. His
PhD, on dilemma resolution in intercultural management teams, was awarded in 2003 by
Cranfield University.

Stephen Brookson     BSc ACA
Stephen Brookson specialises in the provision of tailored finance training programmes. A
psychology graduate, he qualified as a chartered accountant in 1980 with KPMG and, after a
period at Grandmet plc, joined a leading organisation in the provision of training for chartered
accountants in practice. During this time he gained extensive experience of writing, developing
and presenting programmes on accountancy and finance. He then joined Ernst and Young for a
number of years as a consultant, before establishing his own management and training
consultancy business. He has developed, written and presented numerous seminars and training
events in both the public and private sectors, in the UK and overseas.

Peter Cave    BA (Hons) FCII
Peter Cave has worked in the reinsurance and reinsurance industry for over 40 years, and has
extensive International experience at the highest levels. Before setting up his own training
consultancy over 7 years ago he was Director of a highly respected reinsurance broker. He has
been a Senior Tutor for the CII for many years, and a Lecturer at City University on their MSc
Banking and Finance Programme. He is a co-author and editor of Informa’s Reinsurance
Practice and the Law course, Chaired an Advanced Study Group on Proportional Treaty
Reinsurance and has presented a paper on the London Market for Tulane University.

Andrew Chilton
Andrew Chilton is a member of the Chartered Insurance Institute and a Registered Insurance
Broker. He provides reinsurance consultancy and technical training services for various
companies and organisations within the UK reinsurance industry and overseas. Before the
establishment of A.C.E.T. Consulting, he was an Executive Director with the Willis Group,
where over a period of 30 years he gained considerable experience in various divisions of that
Group. This involved the processing and managing the servicing of worldwide Marine, Non-
Marine and Aviation reinsurance business on both a proportional and non-proportional basis in
the London and International reinsurance markets. He specialised in non-marine North
American business for a number of years, before assuming responsibility for technical training at
Willis, designing and delivering presentations in the UK and overseas and advising on technical
reinsurance issues.

Philip Cooper    ACII CIP
Phil Cooper has worked in the insurance industry since 1977, and has been conducting
inspection/due diligence reviews for the past 15 years. He began his career with the Eagle Star
Group in London and served in various roles within the Group’s London Market, Reinsurance
and International Divisions. He has worked in the London Company Market and Lloyd’s, and
worked for Syndicate Underwriting Management (SUM), a specialist Lloyd’s Managing Agent
owned by the Corporation of Lloyd’s to deal with Syndicates in Run-off. SUM became one of
the building Blocks for Equitas. Phil served on several Equitas Working Groups in relation to
Lloyd’s Reconstruction and Renewal with an emphasis on Claims Management, Reinsurance
and the integration of Syndicates into common systems. He is a Director of Cranmore Adjusters
Ltd and of Hurstcourt Ltd, which specialises in Peer Underwriting Review and Binding
Authority Review. He has delivered Training and Lectures to organisations and educational
establishments throughout the World.

Chris Dix
Chris Dix is a consultant and a highly professional, experienced trainer who can deliver a wide
range of personal development courses to a broad audience of delegates, from administrative
support staff, call centre personal to middle managers. He makes delegates feel relaxed and uses
a facilitation style to draw out even the most nervous and uncertain delegates in his training
workshops. He is very skilled at encouraging delegates to practice their new skills in the safety
of the training room and be confident and motivated to use them back in the workplace. Sales
training is a speciality of his and he is regularly invited to North America to share his enthusiasm
and knowledge in the field of consultative selling.

Sarah Godfrey
Sarah Godfrey has worked within the insurance industry for more than 21 years. She has
experience of all major classes of business with particular knowledge of liability classes where
she has previously managed liability claims staff for a major insurer. She has been a trainer for
the past four years, training within the general insurance market, delivering courses on claims,
household, motor and liability amongst others. She also delivers business skills training to both
insurance and non insurance based companies. Prior to entering the training world, she worked
for 19 years for a multi-national insurance company, where she was one of their claims
managers. She holds a qualification in Further Adult Education Teaching.

Deborah Hall
Deborah Hall read the local and national news on BBC-1, was a presenter on Newsroom South
East and Business Breakfast and a news anchor on BBC World. She presents The Law Channel
and The Accountants’ Channel for the Einstein Network and has chaired many conferences for
the insurance market and the launch of the New Deal and NHS Plan for the government.
Deborah conducts presentation and media training courses for many clients including the
European Union, World Health Organisation, Insurance Market Conferences, Towers Perrin
Claytons, Miller, Kiln, Beazley, Barlow Lyde & Gilbert and Clifford Chance. She is the media
consultant for Bill Gates’ worldwide programme to vaccinate the poor.

David Hole    ACII
David Hole is an accomplished training and development professional, working across many
sectors of the UK economy. He has been involved in training others throughout his career and is
experienced in designing and delivering training to staff of all levels of seniority and ability.
David has a practical and ‘down to earth’ style when training staff and he is always keen to
ensure that delegates learn by seeing the real application of training rather than just learning
theories and background.

Nik Joshi    BSc Econ Hons MA MCMI
Nik Joshi is a management consultant and trainer in the fields of strategic management and
planning and corporate finance. An ‘economist’ by training he has extensive international
experience in various sectors of industry including petrochemical and financial services
industries, and now spends a proportion of his time in the new member countries of the EU. He
is a trainer in management and finance for institutions such as the Chartered Insurance Institute
in London. He has also worked in countries such as Japan, Turkey, Bahrain, Indonesia,
Mauritius and Zimbabwe. He is a consultant for the Asian Development Bank. He is also a
visiting lecturer at the London Guildhall University and on the MBA programme at the Open
University Business School.
David Key
David Key is a Certified and Licensed Trainer of NLP, hypnosis and a variety of other
disciplines. He has 26 years sales experience, 12 of which were spent as a Sales Director. He
was also divisional Managing Director of a company which he took from a turnover of nothing
to £7 million in 24 months. By using this experience, Auspicium have created clear blue water
between their own offering and those coaches and companies without this business expertise.
Rather than position Auspicium as generalists in the market, they are positioned as behavioural
experts with specific business offerings in areas such as; Selling, Motivation, Leadership,
Management, H.R and Customer Service. David is recognised as one of the UK’s Leading
Behavioural Strategists.

Stephen Mason      FCII FCIPD FBIBA
Stephen Mason has over 30 years experience in the London Market, and has been involved in
technical insurance training and as a tutor for insurance examinations for 20 of these. His career
started with Willis, in International claims, before moving into training. He has also worked in
learning and development roles within the Chartered Insurance Institute, the British Insurance
Brokers Association and Marsh. Stephen is currently a freelance training consultant, and is a
Fellow of both the Chartered Insurance Institute and the Chartered Institute of Personnel and
Development.

John Moore
John Moore is Claims Director of Wren Managers Limited. He is joint editor of the Insurance
Institutes of London’s Research Study Group on Professional Indemnity Insurance, and is leader
of their RSG on Handling Professional and Liability Claims. He was the author of the
Professional Insurance chapter of The Construction Law Handbook. He has spoken at a number
of conferences and seminars on claims handling and departmental procedures, further he has
written a number of articles and papers on insurance, legal and practical handling issues.

Bernadette Ramsay      BA MSc FCIPD
Bernadette Ramsay is an experienced training and development specialist, whose particular
strengths are in developing personal skills to make delegates more effective in a personal
capacity and as part of a team. She is an experienced group facilitator and trainer with a track
record of successful design, deliver and evaluation of a range of business and management
development. She has 20 years experience working with people, including senior managers, in
training, advising and coaching to develop their skills.

Neil Park MA MBA FCII
Neil Park is a business trainer and consultant working inside and outside of the insurance and
risk management industry. He spent seventeen years managing major client relationships and
leading broking teams in the London and North American insurance markets. Whilst in North
America he coordinated the Professional Indemnity programmes of a Big 4 accountancy firm. In
the UK he advised large UK multinationals on their risk financing and risk management
requirements specialising particularly in the engineering, retail, telecommunications and
construction industries. He advised on all major non-marine classes of insurance including
Property Damage/Business Interruption and Liabilities (including Directors and Officers and
Professional Indemnity). He also assumed a project leadership role managing various projects
including company conferences, the establishment of a captive consultancy service line and led
the project which embedded project management disciplines throughout the broking operation.

Donna Shoesmith      MInstLM & CiTP Accredited
Donna Shoesmith is an accomplished training and business consultant, with a passion for
developing people and businesses.        Professional and highly motivated with excellent
communication and interpersonal skills, she ensures effective and professional relationships are
built with all levels of staff. She is committed to providing highly effective training and
development supported by personal, and dedicated, delegate support. She is accredited by the
Institute of Leadership and Management to deliver training for and assess candidates of
nationally accredited management qualifications.

Norman Tyler FCII
Norman Tyler is a Fellow of the Chartered Insurance Institute and holder of the Diploma in
Management Studies. He has a background as a Surveyor and Chief Risk Surveyor and has held
senior positions at the Sun Alliance and the Zurich. He now runs his own business offering risk
survey and training facilities to Insurers and Insurance Brokers.

Len Wilkins FCII
Len Wilkins has worked in marine and aviation insurance in both underwriting and broking. He
has been involved in training for many years. He runs his own training consultancy and is
employed by many organisations in the London insurance market. He has acted for Government
Agencies, Banks and insurance companies and is an honorary visiting Lecturer University of
Manchester Institute of Science and Technology. He is also a contributor to a number of Sweet
and Maxwell publications on insurance and CII text books.
         Introduction to Insurance: Markets and Processes

Course Description
This course is one of the three parts of the Introduction to Insurance Programme providing a
comprehensive introduction to insurance. This course will detail the UK insurance market, with
particular reference to the London Market, and provide an introduction to the processes involved
in placing business and settling claims, again, with particular reference to London Market
systems.


Target Audience
The course is ideally suited to people who are new to or have been working for less than 12
months in commercial insurance.


Course Objectives
On completion of the course delegates will:
 • Have a knowledge of the roles of the various participants in the insurance market
 • Understand how the market is regulated
 • Have knowledge of the processes and systems by which business is placed and claims
     settled.

Course Content
The Insurance Market
 • Buyers, sellers and intermediaries
 • Insurance Companies – mutuals, proprietary, direct, Lloyd’s and Captives
 • The responsibilities of an agent
 • The role of a broker

Representation and Regulation
 • The membership and main functions of organisations associated with the UK insurance
    market
 • The intention of the Financial Services and Markets Act 2000
 • Regulation by the FSA
 • FSA Principles for Business
 • ICOB Rules

Placing Business in the London Market
  • The Process of Placing Business
  • The Market Reform Contract
  • Endorsements
  • GUA
  • Electronic Placing

Claims
 • The process of settling claims including the responsibilities of the insured and the
     insurer including reference to FSA ICOB rules
 • Particular aspects of dealing with claims in the London Market
 • Electronic Claims Files




                                              -1-
Trainer        Chris Dix

Duration       1 day

Dates          23rd March 2010
               18th May 2010
               21st September 2010
               23rd November 2010

Time           9.30 am - 5.00 pm

Fee            £225 +VAT (including refreshments and buffet lunch)
               Reduced to £195 + VAT for delegates attending the 3 Introduction to
               Insurance courses

In-House Fee   £1,250 +VAT for up to 12 delegates




                                     -2-
        Introduction to Insurance: Principles and Practices

Course Description
This course is one of the three parts of the Introduction to Insurance Programme providing a
comprehensive introduction to insurance. This course will explain the legal principles of
insurance, provide an introduction to risk identification and rating, and illustrate the practical
application of insurance principles in the broking, underwriting and claims processes.

Target Audience
The course is ideally suited to people who are new to or have been working for less than 12
months in commercial insurance.


Course Format
This course is highly interactive with presentations, discussions, exercises and case studies.


Course Objectives
On completion of the course delegates will:
 • Understand the legal principles of insurance, including insurable interest, utmost good
     faith, proximate course, indemnity, subrogation and contribution
 • Have a knowledge of the documentation used in insurance,


Course Content
The Insurance Contract
 •   The requirements of a valid contract applied to insurance contracts
 •   Applying the principle of Insurable Interest
 •   The importance of the disclosure of material facts
 •   The difference between perils and physical and moral and hazards
 •   The action taken in the event of non-disclosure of material facts
 •   Endorsements and warranties
 •   Exclusions
 •   The operation of policy conditions

Indemnity
  • Benefit and indemnity policies
  • The extensions of new for old, reinstatement and agreed value policies

Risk Identification and Rating
 • The different methods of risk identification including proposal form surveys, slips, IT
     systems
 • Calculating burning cost rates and applying them to calculate premiums
 • The internal and external factors that influence a premium rate
 • Insurance Cycles

Claims Settlement
 • The Operation of Proximate Cause in Settling Claims
 •   Excesses, Deductibles, Co-insurance Clauses
 •   Average
 •   Subrogation and Contribution
 •   Methods of Settlement



                                                -3-
Trainer        Chris Dix

Duration       1 day

Dates          30th March 2010
               25th May 2010
               28th September 2010
               30th November 2010

Time           9.30 am - 5.00 pm

Fee            £225 +VAT (including refreshments and buffet lunch)
               Reduced to £195 + VAT for delegates attending the 3 Introduction to
               Insurance courses

In-House Fee   £1,250 +VAT for up to 12 delegates




                                     -4-
  Introduction to Insurance: Commercial Insurance Products

Course Description
This is the third course in the Introduction to Insurance Programme covering the basics in
different commercial insurance products such as BI, Engineering, Property, Material Damage,
Liability, Personal Accident and Motor.

Target Audience
The course is ideally suited to people who are new to or have been working for less than 12
months in commercial insurance

Course Objectives
On completion of the course delegates will understand the concepts of Material Damage,
including Engineering, Business Interruption, Liability and Motor Insurance applicable to
commercial clients

Course Format
The course will involve the use of a Case Study to analyse the risks relating to a business
involved in the hotel, guest house and restaurant sector to enable delegates to apply their
knowledge in an investigative, exploratory manner.


Course Content
Session 1
 • The meaning of ‘Property’ in the context of material damage insurance
 • The risks of loss or damage that commercial property is exposed to
 • The intention of the different policies or policy sections including:
      Material Damage - Fire and perils or ‘All Risks; Theft; Money; Glass; Goods in Transit;
      Fidelity Guarantee

Session 2
 • The intention of a Business Interruption policy
 • The purpose of the Indemnity period
 • The operation of the policy including the intention of the material damage proviso
 • The purpose of the optional extensions including suppliers; customers; notifiable diseases
      etc and utilities
 • The purpose of a Book Debts policy
 • The need for engineering inspection
 • The cover provided by engineering policies including boiler and pressure plant, lifting,
      electrical and mechanical, refrigeration breakdown and engineering Business Interruption

Session 3
 • The requirements of legislation for EL insurance
 • The difference between the operation of Employer’s, Public and Products liability policies
 • The purpose of Errors and Omissions and Directors and Officers policies
 • The purpose of travel and personal accident insurance

Session 4
 • The different categories of commercial vehicles and particular risk factors
 • He requirements of the RTA and EU directives in respect of motor insurance
 • The cover provided by commercial vehicle insurance including the most common
      extensions of loss of use, indemnity to principal



                                              -5-
Trainer        Chris Dix

Duration       1 day

Dates          8th April 2010
               9th June 2010
               4th October 2010
               3rd December 2010

Time           9.30 am - 5.00 pm

Fee            £225 +VAT (including refreshments and buffet lunch)
               Reduced to £195 + VAT for delegates attending the 3 Introduction to
               Insurance courses

In-House Fee   £1,250 +VAT for up to 12 delegates




                                   -6-
        Introduction to Insurance for HR and Learning and
                    Development Professionals
                "Everything you wanted to know but were afraid to ask!”

Course Description
This session is designed for busy HR and training professionals, who work within the insurance
sector, yet have background experience gained within other areas. The intention is to provide a
broad introduction to insurance, the market and major players in order to support you in your
work with colleagues.

Course Content
 •    The risk business
 •    What is insurance and reinsurance?
 •    How/why did insurance develop?
 •    How premiums are calculated
 •    The major classes in the London Market

The London Market
 • The UK insurance market

Regulation
 • Financial Services Authority
 • Lloyd’s

How the Market Operates
 • Placing and the Market Reform Contract
 • Claims and ECF’s
 • Delegated Authorities

Market Cycles and the Impact on Your Organisation



Course Format
The course will be presented by presentation and discussion.



Trainer                 Chris Dix

Duration                1 day

Dates                   15th April 2010
                        10th December 2010

Time                    9.30 am - 5.00 pm

Fee                     £125 +VAT (including refreshments and buffet lunch)

In-House Fee            £995 +VAT for up to 12 delegates




                                               -7-
                        Introduction to Insurance Law

Course Description
This Course will provide delegates with a detailed introduction to some of the most important
aspects of insurance law.

Target Audience
The course will be of value to anyone involved in insurance underwriting, claims handling, or
contract and contract wording preparation or checking. Those new to the legal profession will
also find it valuable. It will also be useful as an introduction to those taking CII Examinations.

Course Objectives
On completion of the course delegates will:
 • have an understanding of the legal issues relevant to the formation of insurance contracts
 • understand the principles of law in relation to the handling of claims

Course Format
An interactive presentation including discussion and exercises based on examples and case law.


Course Content
Making the Insurance Contract
 • General principles of contract law and their application to insurance
 • How is the contract made and when does cover begin?
 • The principle of utmost good faith: misrepresentation and the duty of disclosure in
    insurance
 • What information must be given to insurers?
 • Completing proposal forms
 • Renewing insurance
 • Breach of good faith by the insured or the insurer – what is the result?
 • Good faith and the claims process
 • The effect of insurance industry codes of conduct and proposals for law reform

The Operation of Insurance Policies
 • Warranties, conditions and other terms in insurance contracts
 • Special rules governing compulsory insurances
 • Void and illegal insurances
 • The effect of mistake in insurance
 • Illegality, criminality and public policy in insurance

Joint and Composite Insurance
  • Coinsurance – joint and composite insurance
  • Distinguishing joint and composite policies
  • Rights under joint and composite policies

Principles Governing Insurance Claims
 • Who can claim on an insurance policy and who can benefit from it?
 • Rights of the insured and of third parties under insurance contracts
 • Legal rules governing notice and proof of loss
 • Time limits for notification of insurance claims
 • The burden of proof in insurance claims
 • Fortuitous and non-fortuitous losses
 • The effect of ‘reasonable precautions’ and similar clauses

                                               -8-
Construction (Interpretation) of Insurance Contracts
 • Statutory and common law rules of construction
 • The importance of context
 • Ambiguities and inconsistencies in insurance wordings

Causation
 • The doctrine of proximate cause
 • Insured, excluded and uninsured perils
 • Identifying the proximate cause of a loss
 • Single causes, ‘chains of events’ and concurrent causes
 • Measures to mitigate loss and loss prevention costs
 • Modification of the doctrine of proximate cause

Loss Recovery
 • Subrogation in insurance
 • Waiver of subrogation rights
 • Market agreements affecting subrogation rights

The Wider Context
 • International variations in insurance law
 • Proposals for reform of insurance law


Trainer                Tony Gregory

Duration               1 day

Date                   25th March 2010
                       1st October 2010

Time                   9.30 am - 5.00 pm

Fee                    £245 +VAT (including refreshments and buffet lunch)

In-House Fee           £1,250 +VAT for up to 12 delegates




                                               -9-
                        Introduction to the Law of Tort
Course Description
This programme introduces the basic principles of law relating to tort - civil wrongs. It examines
sources of liability and the various legal tests in order to establish liability. Tort forms the
foundation for Employer’s Liability, Public (TP) Liability, Products Liability and Professional
Indemnity Insurances.

Target Audience
This programme is a useful foundation for anybody embarking on CII studies, or wishing to gain
an understanding of this part of English civil law.

Course Objectives
At the end of the course, delegates will have knowledge and a broad understanding of the law
relating to Tort and its relevance in insurance:
  • The nature and scope of Tort
  • Key sources of Tort
  • Major Torts and the classification thereof
  • Concept of duty and standard of care
  • What happens when it all goes wrong – legal remedies
  • How claims arise and the role of insurance

Course Format
Tutor input, group exercises and cases.


Course Content
 •   Key sources of liability
 •   The scope of Tort
 •   Statutory duties
 •   Strict liability
 •   Vicarious liability
 •   Bringing an action in Tort
 •   Definition and classification of major Torts
 •   Trespass
 •   Negligence
 •   Nuisance
 •   Duty of care – neighbour principle
 •   Standard of care
 •   Employer’s liability
 •   Contractual liability
 •   Defamation of character
 •   Products Liability
 •   Professional Indemnity
 •   The operation of proximate cause
 •   Causation
 •   Legal remedies in Tort
 •   Insurance contracts




                                              -10-
Trainer        Tony Gregory

Duration       1 day

Date           To be advised

Time           9.30 am - 5.00 pm

Fee            £245 +VAT (including refreshments and buffet lunch)

In-House Fee   £1,250 +VAT for up to 12 delegates




                                   -11-
Introduction to the Market Reform Contract and the London
                   Market Placing Process

Course Description
This course will detail the current status of the placing process resulting from the reforms of the
past few years. The course will examine in detail how insurance and reinsurance contracts
should be prepared using the Market Reform Contract. It will examine the Contract Certainty
Code of Practice Principles and Guidance (June 2007) and the roles of brokers and underwriters.
The course is generic in nature and will apply to all classes of business.

Target Audience
The course is appropriate for those who have just joined the industry or are new to the placing
process, and are involved in supporting the broking and underwriting functions or in
documentation preparation and checking.

Course Objectives
The purpose of the course is:
 • To provide an understanding of the current processes in placing business;
 • To ensure contracts are prepared and used with a knowledge of the purposes behind the
     various elements in the Market Reform Contract by all the parties involved;
 • To understand the steps which are taken to maintain quality of contract preparation and
     use;
 • To understand the reasons behind the Contract Certainty Code of Practice;
 • To understand why there is a need to maintain a high quality of contract documentation,
     and the steps that can be taken to avoid some common errors.

Course Format
The Course will be provided by presentation, discussion and exercises.

Course Content
The Background to Market Reform
 • Regulatory Issues
 • Legal Issues
 • Lloyd’s Franchise Board, IUA, LMA and LMBC
 • Market Reform Office

The Contract Certainty Code of Practice (June2007)
 • Details of the Code
 • The implications for market practice
 • Principles and Guidance
 • Guidance on Subjectivities
 • Checklist Content
 • Signing Provisions

Analysis of the Market Reform Contract
– the purpose behind each core filed in the placement document
  • Risk Details
  • Information
  • Security Details
  • Subscription Agreement
  • Fiscal and Regulatory Information
  • Broker Remuneration and Deductions
                                               -12-
Some Very Specific Issues
 • Binding authorities and Line Slips – what are they / how do they operate
 • Subjectivities
 • Signing and disproportionate signing
 • Order and Lines percentage of….


The GUA – General Underwriting Agreement
 • Leading Underwriters Agreements – their function and status
 • The purpose and benefits of the GUA
 • Class of Business Schedules

Achieving Contract Quality


Trainer                Peter Cave

Duration               1 day

Date                   21st September 2010

Time                   9.30 am – 5.00 pm

Fee                    £245.00 +VAT (including refreshments and buffet lunch)

In-House Fee           £1,250 +VAT for up to 12 delegates




                                             -13-
                        Broking in the London Market

Course Description
This course examines the role of the Lloyd’s and London Market broker and explains the basic
skills required for day-to-day work within the market. The programme focuses on the practical
broking skills required to achieve this and improve the effectiveness of preparing and presenting
an effective case to the underwriter.

Target Audience
This course will be of interest to those who are new to broking, although some experience of
insurance would be helpful.

Course Objectives
On completion of the course delegates will:
 • Understand how the market works and the role of its participants
 • Understand the role of the broker and work-flow path
 • Understand the elements of a successful broking presentation (MR Contract)
 • Understand the importance of the doctrine of utmost good faith
 • Be aware of the importance of London Market Principles and Market Reform
 • Understand behavioural styles in relation to building effective relationships and conflict
     handling
 • Appreciate the benefits of appropriate assertive behaviours
 • Understand problem solving techniques for use within a practical setting

Course Content
 •    Introduction to the Market
 •    All in a days work, the role of the broker… work flow
 •    What does the underwriter do?
 •    The truth… the whole truth… the importance of disclosure and material facts
 •    Underpinning principles
 •    Preparing a presentation to Underwriters
 •    The MR Contract and contract certainty
 •    Broking bad news – the claim!
 •    Picking up lines – oversubscribing
 •    Signing down
 •    Broking and Negotiating – personal impact
 •    The factors that influence the quote
 •    The human factor (behavioural styles)
 •    Handling conflict and building long-term relationships
 •    Brokers and value added services


Trainer                 Peter Cave

Duration                1 day

Dates                   4th October 2010

Time                    9.30 am -5.00 pm

Fee                     £245 +VAT (including refreshments and buffet lunch)

In-House Fee            £1,250 +VAT for up to 12 delegates


                                              -14-
            Introduction to the London Insurance Market

Course Description
The Course will provide an insight into the London Market, including an explanation of its
institutions, the market place, the role of the participants, and an update on the evolving market
processes and procedures.

Target Audience
The course will be of value to anyone who has just joined the industry, or who wishes to broaden
their knowledge of how the market operates. It will also be very useful to anyone from outside
the London Market, but who has business involvement in London.

Course Objectives
On completion of the course delegates will:
 • Understand the importance of the London Market
 • Have an understanding of the processes and procedures of the London Market
 • Understand the role of the London market participants, institutions and associations

Course Format
The course will be presented by a lecture, discussion, exercises and case studies.


Course Content
History of the Market and its Impact on the Present

The Market Place
 • Lloyd’s
 • Companies

Brokers
 • Their role and responsibilities
 • Who to use to place the risk?
 • Security – what are the issues?

Underwriters
 • Their role and responsibilities

The Market Associations and Groups

The Placing Process and Supporting Documentation
 • The Contract – its purpose and status
 • Cover Notes and Contract Wordings
 • The impact of Market Reform
 • E - trading
 • Xchanging

The Claims Process
 • The role of CLASS
 • Electronic claims files




                                               -15-
Regulation of the Market – A Brief Introduction
 • Regulation of Lloyd’s, Companies and Brokers
 • The role and potential impact of the FSA
 • EU Directives

The Strengths of the London Market and its Future



Trainer              Neil Park

Duration             1 day

Dates                24th March 2010
                     29th April 2010
                     15th June 2010
                     10th August 2010
                     14th September 2010
                     13th October 2010

Time                 9.30 am – 5.00 pm

Fee                  £245 +VAT (including refreshments and buffet lunch)

In-House Fee         £1,250 +VAT for up to 12 delegates




                                           -16-
      Lloyd’s and London Market Introductory Test (LLMIT)
                        Revision Course

Course Description
The Course provides a detailed revision of all elements of the LLMIT syllabus in preparation for
the next Test. The Course will include a specimen test to be taken under test conditions.

Target Audience
The Course will be suitable for all those intending to take the Lloyd’s and London Market
Introductory Test. It is strongly recommended that anyone who is involved with business being
placed in the London Market should take this Test.

Delegates will be expected to have studied the Coursebook prior to the Course.

Course Objective
To prepare delegates for the Test by providing a knowledge and understanding of basic
insurance principles and practice, including how the profession conducts business within the
London Market and the various organisations that make up the market.


Course Content
 •    Knowledge and understanding of insurance principles
 •    Knowledge and understanding of the main classes of business transacted
 •    Knowledge and understanding of the legal principles affecting insurance
 •    Knowledge and understanding of the use of reinsurance
 •    Knowledge of the Regulatory requirements applicable to the London Market
 •    Knowledge and understanding of the structure of the London Market
 •    Knowledge and understanding of the Governance and operation of Lloyd’s
 •    Knowledge and understanding of intermediation in the London Market
 •    Knowledge and understanding of underwriting
 •    Knowledge and understanding of how business is transacted
 •    Knowledge and understanding of processes for the handling of premium and claims


Trainer                 Steve Mason

Duration                2 days

Dates                   18th – 19th May 2010
                        26th – 27th May 2010
                        18th – 19th August 2010
                        23rd – 24th August 2010
                        21st - 22nd October 2010
                        4th – 5th November 2010

Time                    9.30am – 5.00pm

Fee                     £325 +VAT (including refreshments and buffet lunch)

In-House Fee            £2,250 +VAT for up to 12 delegates




                                             -17-
Binding Authorities: Regulation and Contract Documentation
Course Description
This course will provide an understanding of the importance of the MR Contract for Binding
Authorities in relation to the regulatory regime for Binding Authorities. It will raise awareness
of the importance of a contract that provides contract clarity. It will outline some of the errors
commonly made in contract preparation, and provide a basis for improvement. The course is
generic in nature and will apply to all classes of binding authority business.

Target Audience
The course will be appropriate to anyone involved in managing binding authorities, in particular
contract production, broking or underwriting.

Course Objectives
The purpose of the course is to:
 • Provide a brief overview of the regulatory regime for Binding Authorities
 • Ensure that there is an understanding of the importance of the Market Reform Contract in
     relation to Binding Authorities
 • Ensure MR Contract Binding Authority contracts are prepared and used with of knowledge
     of the purposes behind the various fields by all the parties involved
 • Understand the steps which should be taken to maintain quality of contract preparation and
     use

Course Format
The Course will be delivered by presentation, discussion and exercises.

Course Content
The London Market – Binding Authorities and Market Reform Contract
 • Lloyd’s Franchise Board, IUA, LMA and LMBC
 • London Market Group

The “Regulatory” Regime
 • Delegated Underwriting Byelaw
 • Managing Agents’ Code of Practice for Delegated Underwriting
 • MR Contract and Model Binding Authority Agreements – 3018, 3019, 3020, 5058

An Analysis of Binding Authorities
 • Definition of different classes of Business
 • Compare and contrast different schedule agreement
 • Types of Binding Authority
 • Lineslips and other forms of Delegated Authority
 • Features of BAA’s

MR Contracts for Binding Authorities
 • The structure of the Contract
 • The importance of the UMR
 • Non-Schedule Agreements
 • Subscription Agreement
 • Claims Agreements
 • Stamp conditions
 • Binding Authority Administration
 • Fiscal and Regulatory Information

Quality Management in Contract Completion

                                              -18-
Trainer        Len Wilkins

Duration       Half day

Dates          20th May 2010
               13th August 2010

Time           9.30 am - 1.00 pm

Fee            £195 +VAT (including refreshments)

In-House Fee   £850 +VAT for up to 12 delegates




                                   -19-
                       Binding Authority Management

Course Description
The course provides a detailed analysis of the procedures and practices of delegated
underwriting and claims authorities together with the problems that may arise and potential
solutions.

Target Audience
Staff from underwriting, broking and claims disciplines who are involved with the operation and
management of binding authorities.

Course Objectives
On completion of the course delegates will understand:
 • How the basic legal principles of insurance contracts apply to Binding Authorities
 • The roles of the parties involved
 • The key clauses in Coverholder Agreements
 • How the market is regulated in relation to Binding Authorities
 • How claims are managed
 • Best practice issues

Course Format
The course will be presented by a lecture, discussion and exercises.


Course Content
Advantages of Binding Authorities
 • Types of Binding Authority
 • Coverholder selection considerations

Modifications to basic principles
 • Utmost good faith
 • Indemnity
 • Disclosure

Coverholder Agreements and Wordings
 • Key clauses and principles
 • Underwriting Authority
 • Administration and accounting
 • Arbitration disputes
 • Inspection

Claims Issues and Management
 • Claim funds
 • Loss adjusters and lawyers
 • Use and regulation of third party administrators

Role and responsibilities of
 • The Coverholder
 • The broker
 • The underwriter

Best Practice Procedures
 • Business Conduct Reviews
 • Third Party administration
                                              -20-
Trainer        Len Wilkins

Duration       1 day

Dates          1st April 2010
               1st July 2010
               5th August 2010
               10th November 2010

Time           9.30 am - 5.00 pm

Fee            £295 +VAT (including refreshments and buffet lunch)

In-House Fee   £1,450 +VAT for up to 12 delegates




                                    -21-
                        Effective Coverholder Auditing

Course Description
The course provides an overview of how to prepare for the carrying out of an inspection of a
coverholder or third party administrator, the conduct of the inspection whilst onsite, post-
inspection reporting, and the legal aspects of conducting a Business Conduct Review (BCR). As
well as covering the theoretical aspects of conducting an inspection there will be an extensive
work-study in the afternoon, with a de-briefing session for delegates. Practical examples will be
used to support the theoretical discussion. The course will also deal with “risk assessment”
techniques and considerations for the development and management of a structured audit
strategy for binding authority business.

Target Audience
Staff from underwriting, broking and claims disciplines who may be involved in the auditing of
Binding Authorities.

Course Objectives
On completion of the course delegates will understand:
 • How inspection is allowed
 • Why a BCR may be required
 • Confidentiality Agreements
 • Legal relationships between the parties
 • The importance of underwriting and claim file selections
 • The core areas that should be covered in a BCR
 • The expertise required
 • The importance of reporting and conveying audit findings to Coverholders and following
     up
 • The available courses of action if material issues are discovered
 • How to handle contentious BCR’s and conflict
 • Dispute resolution issues


Course Content
Preparation
 • Risk assessment, and the development of a structured inspection and audit strategy
 • Considerations for the use of internal or external resources (composition of the inspection
     team)
 • Review of Binding Authority Agreement
 • Review of Placing Information
 • Review of technical accounts, risk and claims bordereaux
 • File Selection Techniques
 • Production of “Audit Plans”
 • Features of Confidentiality Agreements

Onsite
 • Audit Protocols
 • Pro-Forma’s
 • Progress and Wrap-up Meetings
 • Requests for Information and Documentation
 • Key Areas to be Covered
 • What a Coverholder has an obligation to provide, and what they may not
 • The Importance of Flexibility



                                              -22-
Post Audit
 • Reporting
 • Follow-up
 • Handling Material Issues
 • Handling Non-material Findings
 • Third Party Administration



Trainer              Philip Cooper

Duration             1 day

Dates                To be advised

Time                 9.30 am - 5.00 pm

Fee                  £295 +VAT (including refreshments and buffet lunch)

In-House Fee         £1,450 +VAT for up to 12 delegates




                                         -23-
          Lineslips: Regulation and Contract Documentation

Course Description
This course will provide an understanding of the Market Reform Lineslip. It will raise
awareness of the importance of lineslips (and declarations under lineslips) that provide contract
certainty. It will outline some of the errors commonly made in contract preparation, and provide
a basis for improvement. The course is generic and will apply to all classes of business.

Target Audience
The course will be appropriate to anyone involved in managing, producing, broking or
underwriting lineslips.

Course Objectives
The purpose of the course is to:
 • Provide a brief overview of the regulatory regime relating to the Market Reform Lineslip
 • Ensure that there is an understanding of the importance of the Market Reform Lineslip
 • Ensure Market Reform Lineslips are prepared and used with of knowledge of the purposes
     behind the various fields by all the parties involved
 • Understand the steps which should be taken to maintain quality of contract preparation.

Course Format
The Course will be provided by presentation, discussion, and contract review.

Course Content
The London Market and Lineslips
 • Lloyd’s Franchise Board, IUA, LMA, LMBC, London Market Office
 • Definition of a Lineslip – Scope and Out of Scope
 • The Franchise Board Mandate
 • Lineslips and the Contract Certainty Code of Practice
 • Implementation arrangements

The Structure of the Market Reform Lineslip
 • Contract Details
 • Subscription Agreement
 • Information
 • Fiscal and Regulatory Information
 • Security Details

Declarations Under Lineslips


Trainer                 Len Wilkins
Duration                Half day

Dates                   3rd June 2010
                        6th August 2010
                        12th November 2010
Time                    9.30 am - 1.00 pm
Fee                     £195 +VAT (including refreshments)
In-House Fee            £850 +VAT for up to 12 delegates


                                              -24-
                       Liability Insurance:
          Market Reform Contract and Contract Wordings

Course Description
This course will provide an understanding of a number of problems that may arise in the
preparation of Liability policy wordings and Market Reform contracts and provide guidance in
overcoming these. The course will be based on non-Marine Liability wordings, excluding USA,
but will be of relevance to other forms of Liability Policies

Target Audience
The course will be appropriate to anyone involved in contract or policy drafting, broking or
underwriting of Liability business.

Course Objectives
On completion of the course delegates will:
 • Understand the contractual significance of contract and policy wordings
 • Be aware of the legal interpretations of various clauses used in Liability policies
 • Be aware of ambiguities that may arise in Policy wordings
 • Appreciate the need to ensure that contracts are prepared and used with knowledge of the
     purposes behind the various contract fields by all the parties involved
 • Understand the steps to be taken to maintain the quality of policy and contract preparation.

Course Format
The course will be presented by a lecture, discussion, exercises and case studies.


Course Content
Policy Wordings – exercising choice without ambiguity
 • Rules of Interpretation
 • Features of the Operative Clause
 • “The Insured”
 • Defining “injury” and “damage”
 • “Financial Loss”
 • “losses occurring”, “caused during”, “claims made”
 • Exclusions
 • Extensions
 • Limit of Indemnity – “occurrence”, “claim”, “event”, “cause”
 • Excess or Deductible and their interpretation
 • Issues relating to Excess Liability Policies

Analysis of the Market Reform Contract
 • Risk Details
 • Information
 • Security Details
 • Subscription Agreement
 • Fiscal and Regulatory Information
 • Broker Remuneration and Deductions

 Contract Quality Checklist




                                               -25-
The GUA – General Underwriting Agreement
 • Leading Underwriters Agreements – their function and status
 • The purpose and benefits of the GUA
 • The Non-Marine Class of Business Schedule in relation to Liability Business


Trainer                Neil Park

Duration               1 day

Dates                  16th September 2010

Time                   9.30 am – 5.00 pm

Fee                    £245 +VAT (including refreshments and buffet lunch)

In-House Fee           £1,450 +VAT for up to 12 delegates




                                             -26-
                       Marine Insurance:
          Market Reform Contract and Contract Wordings

Course Description
This course will provide an understanding of a number of problems that may arise in the
preparation of Marine Insurance policy wordings and Market Reform contracts and provide
guidance in overcoming these and achieving contact certainty.

Target Audience
The course will be appropriate to anyone involved in contract or policy drafting, broking or
underwriting of Marine Insurance business.

Course Objectives
On completion of the course delegates will:
 • Understand the contractual significance of contract and policy wordings
 • Be aware of the legal interpretations of various clauses used in marine policies
 • Be aware of ambiguities that may arise in Policy wordings and how to achieve Contract
     Certainty
 • Appreciate the need to ensure that Market Reform contracts are prepared and used with
     knowledge of the purposes behind the various contract fields by all the parties involved
 • Understand the steps to be taken to maintain the quality of policy and contract preparation

Course Format
The course will be presented by a lecture, discussion, exercises and case studies.

Course Content
Policy Wordings – Exercising Choice without Ambiguity
 • Rules of Interpretation – Policy, Clause, Endorsement
 • Features of the Operative Clause
 • “The Insured”
 • Use of Institute Hull Clauses
 • Use of Institute Cargo Clauses
 • Broker/market wordings
 • Extensions
 • Limit of Indemnity
 • Excess or Deductible and their interpretation

Analysis of the Market Reform Contract
 • Risk Details
 • Information
 • Security Details
 • Subscription Agreement
 • Fiscal and Regulatory Information
 • Broker Remuneration and Deductions

Contract Quality Checklist

The GUA – General Underwriting Agreement
 • Leading Underwriters Agreements – their function and status
 • The purpose and benefits of the GUA
 • The Marine Class of Business Schedules



                                               -27-
Trainer        Len Wilkins

Duration       1 day

Dates          16th September 2010

Time           9.30 am – 5.00 pm

Fee            £295 +VAT (including refreshments and buffet lunch)

In-House Fee   £1,450 +VAT for up to 12 delegates




                                     -28-
                Professional Indemnity Insurance:
          Market Reform Contract and Contract Wordings

Course Description
This course will provide an understanding of a number of problems that may arise in the
preparation of Professional Indemnity policy wordings and Market Reform contracts and
provide guidance in overcoming these.

Target Audience
The course will be appropriate to anyone involved in contract or policy drafting, broking or
underwriting of Professional Indemnity business.

Course Objectives
On completion of the course delegates will:
 • Understand the contractual significance of contract and policy wordings
 • Be aware of the legal interpretations of various clauses used in PI policies
 • Be aware of ambiguities that may arise in Policy wordings
 • Appreciate the need to ensure that contracts are prepared and used with knowledge of the
     purposes behind the various contract fields by all the parties involved
 • Understand the steps to be taken to maintain the quality of policy and contract preparation.

Course Format
The course will be presented by a lecture, discussion, exercises and case studies.


Course Content
Policy Wordings – exercising choice without ambiguity
    • Rules of Interpretation
    • Features of the Operative Clause
    • “The Insured”
    • “Breach of Professional Duty”, “Civil Liability” or both
    • “Neglect Error or Omission”
    • Defining “claims made”
    • Circumstances
    • Retroactive Date
    • Extensions
    • Limit of Indemnity – claim, event, cause
    • Excess or Deductible and their interpretation

Analysis of the Market Reform Contract
 • Risk Details
 • Information
 • Security Details
 • Subscription Agreement
 • Fiscal and Regulatory Information
 • Broker Remuneration and Deductions

Contract Quality Checklist




                                               -29-
The GUA – General Underwriting Agreement
   • Leading Underwriters Agreements – their function and status
   • The purpose and benefits of the GUA
   • The Non-Marine Class of Business Schedule in relation to PI Business


Trainer               Neil Park

Duration              1 day

Dates                 20th May 2010

Time                  9.30 am – 5.00 pm

Fee                   £245 +VAT (including refreshments and buffet lunch)

In-House Fee          £1,250 +VAT for up to 12 delegates




                                          -30-
     Property Damage and Business Interruption Insurance:
        Market Reform Contract and Contract Wordings

Course Description
This course will provide an understanding of a number of problems that may arise in the
preparation of Property and Business Interruption policy wordings and Market Reform contracts,
and provide guidance in overcoming these.

Target Audience
The course will be appropriate to anyone involved in contract or policy drafting, broking or
underwriting of Property business.

Course Objectives
On completion of the course delegates will:
 • Understand the contractual significance of contract and policy wordings
 • Be aware of the legal interpretations of various clauses used in Property policies
 • Be aware of ambiguities that may arise in Policy wordings
 • Appreciate the need to ensure that contracts are prepared and used with knowledge of the
     purposes behind the various contract fields by all the parties involved
 • Understand the steps to be taken to maintain the quality of policy and contract preparation

Course Format
The course will be presented by a lecture, discussion, exercises and case studies.


Course Content
Policy Wordings – Exercising Choice Without Ambiguity
 • Rules of Interpretation
 • Features of the Operative Clause
 • “The Insured”
 • “Non-disclosure”, “Material Facts”
 • “Breach of Warranty”
 • Defining “any one loss / event / claim”
 • Condition Precedent
 • Fire and Perils v All Risks of Physical Loss or Damage
 • Extensions of Cover
 • Hand-over from Construction Policies
 • Claims and Layered Policies
 • Excess or Deductible and their Interpretation

Analysis of the Market Reform Contract
 • Risk Details
 • Information
 • Security Details
 • Subscription Agreement
 • Fiscal and Regulatory Information
 • Broker Remuneration and Deductions

Contract Quality Checklist




                                               -31-
The GUA – General Underwriting Agreement
 • Leading Underwriter’s Agreements – their function and status
 • The purpose and benefits of the GUA
 • The Non-Marine Class of Business Schedule in relation to Property Business



Trainer               Neil Park

Duration              1 day

Dates                 To be advised

Time                  9.30 am – 5.00 pm

Fee                   £245 +VAT (including refreshments and buffet lunch)

In-House Fee          £1,250 +VAT for up to 12 delegates




                                           -32-
                     Introduction to Marine Insurance

Course Description
This course provides an introduction to marine insurance. It provides a broad knowledge of
marine insurance, an outline of the cover available in the market, and how they are placed. It
also considers the impotence of marine insurance legislation.

Target Audience
The course is suitable for anyone who needs a broad overview of marine insurance. Suitable for
both underwriting and broker staff, both placing and claims, the course assumes no prior
knowledge. The course will also be of use to anyone who works in underwriting or broker back
up who needs a broad knowledge of the subject.

Course Objectives
On completion of the course delegates will:
 • Understand how the London marine insurance market operates
 • Understand the principles of marine insurance
 • Be able to explain the types of marine losses
 • Have an outline of shipowners’ liability and protection and indemnity insurance
 • Understand in outline the main cover provided by hull insurers and cargo insurers.

The course will be run as an interactive presentation with discussion and relevant case studies
and exercises.


Course Content
The London Marine Insurance Market
 • The types of risks
 • The buyers, sellers and intermediaries who make up the market

The Principles of Marine Insurance
 • Insurable Interest
 • Wagering Contracts
 • Utmost Good Faith
 • Warranties
 • Valued and Unvalued Policies
 • Indemnity and Subrogation and Proximate Cause

The Types of Losses
 • Total, Partial, Constructive Total Loss
 • General Average
 • Sue and Labour


Shipowners’ Liability and Protection and Indemnity Insurance


An Outline of the Cover for Hull and Cargo Risks




                                             -33-
Trainer        Len Wilkins

Duration       1 day

Dates          24th March 2010
               11th August 2010
               23rd November 2010

Time           9.30 am - 5.00 pm

Fee            £245 +VAT (including refreshments and buffet lunch)

In-House Fee   £1,250 +VAT for up to 12 delegates




                                    -34-
                  Introduction to Marine Insurance Law

Course Description
This course provides a wide-ranging introduction to the principles and practice of marine
insurance law.

Target Audience
The course is suitable for anyone who needs a broad overview of marine hull law. Suitable for
both underwriting and broker staffs, both placing and claims. The course assumes no prior
knowledge. The course will also be of use to anyone who works in underwriting or broker back
up who needs a broad knowledge of the subject.

Course Objectives
On completion of the course delegates will:
 • To explain the principle of marine law provided by the Marine Insurance Act 1906
 • Understand the jurisdiction of the Admiralty Court
 • Understand the law of the sea convention
 • be able to explain the SOLAS convention
 • Understand maritime liens
 • Understand the liability for collisions and the law for the limitation of shipowners and
     others and the Conventions on Limitation of Liability
 • Understand the limitation of liability to passengers under the Athens Convention
 • Understand the law on salvage

Course Format
The course will be run as an interactive presentation with discussion and relevant case studies
and exercises.


Course Content
 •    Marine Insurance Act 1906 – a review of the main aspects
 •    The Admiralty Courts – jurisdiction and form of actions
 •    The Law on the Sea Conventions
 •    International Safety Codes
 •    Maritime Liens
 •    Limitation of liability for shipowners and others
 •    Collision and passenger Liabilities
 •    The law on salvage


Trainer                 Len Wilkins

Duration                1 day

Dates                   30th March 2010

Time                    9.30 am - 5.00 pm

Fee                     £245 +VAT (including refreshments and buffet lunch)

In-House Fee            £1,250 +VAT for up to 12 delegates




                                             -35-
                 Introduction to Marine Cargo Insurance

Course Description
The Course gives an introduction to the main aspects of Cargo Insurance, providing a broad
knowledge of the London market, and the theory and practice of Cargo Insurance.

Target Audience
The Course will be of value to anyone who has recently become involved in Marine Cargo
insurance.

Course Objectives
On completion of the Course delegates will:
 • Have a practical understanding of how Marine Cargo business is placed in the London
     market
 • Have an understanding of the main requirements when arranging a Cargo Open cover
 • Have a working knowledge of Basic Institute Clauses

Course Format
The course will be presented by a lecture, discussion, exercises and case studies.


Course Content
A general overview of Cargo Insurance including:
 • The Cargo Insurance Market
 • Effecting cover in the London Market
 • Open Covers
         - Basic Terms
         - Freight Forwarders
         - Rating Systems
         - Certificates and Classification Clause
 • Duration of Cover
 • Basic Perils and Exclusions (A B and C Clauses)
 • War and Strikes


Trainer                  Len Wilkins

Duration                 1 day

Dates                    17th March 2010
                         25th August 2010

Time                     9.30 am - 5.00 pm

Fee                      £245 +VAT (including refreshments and buffet lunch)

In-House Fee             £1,250 +VAT for up to 12 delegates




                                               -36-
                   Intermediate Marine Cargo Insurance

Course Description
The Course will provide detail of legislation, contract conditions, and conventions relating to
Marine Cargo, as well as detailed analysis of Clauses and the practical issues involved.

Target Audience
The Course will be suitable for those having a working knowledge of Cargo Insurance, but who
wish to obtain a greater understanding of the technical issues involved and how these are applied
in practice.

Course Objectives
On completion of the Course delegates will:
 • Have an understanding of the legislation, conventions and contract conditions relating to
     Marine Cargo
 • Have a detailed working knowledge of relevant Clauses and Exclusions
 • Have an understanding of the risks involved

The course will be presented by a lecture, discussion, and exercises.


Course Content
 •    Certificate of Insurance
 •    Institute Classification Clause
 •    Deductibles
 •    Sale of Goods Act
 •    Seller’s Interest
 •    General Cargoes and Susceptibilities
 •    Carriage Contracts
 •    Special Transit Provisions
 •    “A” Clause Perils
 •    “A” Clause Exclusions
 •    ISM Code
 •    Warranties
 •    FCA Trade Clauses
 •    Non-FCA Trade Clauses


Trainer                 Len Wilkins

Duration                1 day

Dates                   7th May 2010
                        13th October 2010

Time                    9.30 am – 5.00 pm

Fee                     £295 +VAT (including refreshments and buffet lunch)

In-House Fee `          £1,450 +VAT for up to 12 delegate




                                              -37-
                  Introduction to Marine Hull Insurance

Course Description
This course will serve to explain the fundamentals of insurances placed on Marine Hulls (ships).
The course is designed as an introduction only to this large and otherwise complex subject.

Target Audience
This course will appeal to all brokers, underwriters (Lloyd’s and Companies), underwriting
agencies, technicians, broker support, claims staff, P and I clubs, ship managers, marine lawyers,
surveyors, and property and casualty staff who need to gain an understanding of transport /
marine insurances.

Course Objectives
On completion of the Course delegates will:
 • Be aware of the range of vessels involved
 • Understand underwriting fundamentals
 • Be aware of risk management techniques
 • Gain a good understanding of marine insurance as applied to hulls
 • Identify various risk profiles
 • Begin to understand what information an underwriter is searching for
 • Have a much fuller appreciation of what is involved in Hull insurance

Course Format
The course will be presented by a lecture and case studies


Course Content
 •    An introduction to main aspects of Hull insurance
 •    Broad knowledge of the London market
 •    Theory and practical aspects of Hull insurance, underwriting and risk management


Trainer                 Len Wilkins

Duration                1 day

Dates                   17th June 2010
                        8th September 2010

Time                    9.30 am – 5.00 pm

Fee                     £245 +VAT (including refreshments and buffet lunch)

In-House Fee            £1,250 +VAT for up to 12 delegates




                                              -38-
        Introduction to Protection and Indemnity Insurance

Course Description
The Course gives an introduction to the main aspects of the operation of Protection and
Indemnity Clubs. It details the structure of Clubs, the liabilities that are covered, and some
practical aspects of the risks involved.

Target Audience
This course will be of interest to anyone who needs an understanding of Protection and
Indemnity Clubs operation and the cover they provide. It is suitable for P and I Club members,
insurance brokers, underwriters, broker support staff, claims staff, ship managers, marine
lawyers, and surveyors.

Course Objectives
On completion of the course, delegates will:
 • Understand how Protection and Indemnity Clubs evolved and how they operate
 • Understand the liabilities to which Shipowners are exposed and which the Clubs protect
 • Be aware of the range of benefits to which members of Clubs
 • Be aware of the risk factors involved

Course Format
A presentation, with discussion of the issues involved.


Course Content
 •    Protection and Indemnity Clubs and Mutuals: their structure and operation
 •    Protection and Indemnity Clubs: origin and history
 •    The February 20 renewal date explained
 •    Shipowners’ liabilities
 •    Shipowners’ benefits of membership
 •    Containers: advantages and disadvantages
 •    The cost of human errors
 •    Personal safety shipboard


Trainer                 Len Wilkins

Duration                1 day

Dates                   30th June 2010
                        22nd September 2010

Time                    9.30 am - 5.00 pm

Fee                     £245 +VAT (including refreshments and buffet lunch)

In-House Fee            £1,250 +VAT for up to 12 delegates




                                              -39-
                Institute Time Clauses (Hulls) 1.11.95 and
                      Other Important Hull Clauses

Course Description
The Course will provide a detailed analysis of the major Hull Clauses. It is ideal for delegates
with less than 5 years market experience who struggle to fully understand these clauses and will
also provide an excellent opportunity for those studying for the CII exams.

Target Audience
This course will appeal to all brokers, underwriters (Lloyd’s and Companies), underwriting
agencies, technicians, broker support, claims staff, P and I clubs, ship managers, marine lawyers,
surveyors, and property and casualty staff who need to gain an understanding of transport /
marine insurances.

Course Objectives
On completion of the Course delegates will be able to understand and explain the main aspects
of the major Hull Clauses.

Course Format
Presentation with discussion.


Course Content
 •    Institute Time Clauses (ITC) - Hulls 1.11.95 compared with the International Hull Clauses
      1.11.03
 •    Institute Additional Perils Clauses - Hulls 1.11.95
 •    Institute Machinery Damage Additional Deductible Clause 1.11.95
 •    Institute Time Clauses (ITC) - Hulls - Restricted Perils 1.11.95
 •    Institute Time Clauses (ITC) - Hulls T.L.O. 1.11.95
 •    Institute War and Strikes Clauses - Hulls - Time 1.11.95
 •    Institute Time Clauses (ITC) - Hulls - Port Risks 20.7.87
 •    Institute Time Clauses (ITC) - Hulls - Port Risks including Limited Navigation 20.7.87
 •    Institute Clauses for Builders' Risks 1.6.88
 •    Institute Warranties 1.7.76


Trainer                 Len Wilkins

Duration                1 day

Dates                   29th September 2010

Time                    9.30 am - 5.00 pm

Fee                     £295 +VAT (including refreshments and buffet lunch)

In-House Fee            £1,450 +VAT for up to 12 delegates




                                              -40-
                     Introduction to Aviation Insurance

Course Description
This course provides an excellent introduction to the principles and practices involved in
Aviation Insurance. It will provide an explanation of aviation law, in particular the conventions
that affect Aviation Insurance, the cover that is provided, and a brief analysis of how risks are
assessed.

Target Audience
The course is suitable for anyone who needs a broad overview of aviation insurance. Suitable
for both underwriting and broker staff, both placing and claims. The course assumes no prior
knowledge. The course will also be of use to anyone who works in underwriting or broker back
up who needs a broad knowledge of the subject.

Course Objectives
On completion of the Course delegates will:
 • Understand the London aviation insurance market operates and who are the buyers, sellers
     and intermediaries who make up the market
 • Understand the principles of aviation insurance
 • Be able to identify the types of risks written in the market and understand an outline of
     what cover is provided
 • Understand how risk are placed and underwritten
 • Understand the main conventions and regulations that affect the aviation insurance market.

Course Format
Presentation with discussion and relevant case studies.


Course Content
 •    The London Aviation Insurance Market – the buyers, sellers and intermediaries
 •    The principles of aviation insurance
 •    The types of risks written and an outline of the cover provided
 •    How risks are placed and underwritten
 •    An outline of the main aviation conventions and regulations


Trainer                 Len Wilkins

Duration                1 day

Dates                   1st September 2010

Time                    9.30 am – 5.00 pm

Fee                     £245 +VAT (including refreshments and buffet lunch)

In-House Fee            £1,250 +VAT for up to 12 delegates




                                              -41-
                      Introduction to Energy Insurance

Course Description
This course provides an introduction to energy insurance with a broad knowledge of offshore
energy insurance, the types of risks insured, the cover available in the market, and how and
where they are placed.

Target Audience
The course is suitable for both underwriting and broker staff, whether placing or claims. The
course assumes no prior knowledge. The course will also be of use to individuals who works in
underwriting or broker back up, and who require a broad knowledge of the subject.

Course Objectives
On completion of the course the delegates will:
 • Understand energy insurance risks and the terms used
 • Understand an outline of the cover provided by the insurance market and mutuals
 • Be able to identify the types of risks written in the market
 • Understand how risk are placed and underwritten
 • Understand the legal aspects of energy business

Course Format
The course will be presented by a lecture, discussion, exercises and case studies.


Course Content
 •    The London Energy Insurance Market – the buyers, sellers and intermediaries
 •    The types of offshore and construction energy risks written
 •    The legal aspects to energy insurance
 •    How risks are placed and written
 •    An outline of the cover provided by the market and mutuals


Trainer                 Len Wilkins

Duration                1 day

Dates                   26th March 2010
                        15th September 2010

Time                    9.30 am - 5.00 pm

Fee                     £295 +VAT (including refreshments and buffet lunch)

In-House Fee            £1,450 +VAT for up to 12 delegates




                                              -42-
Introduction to Terrorism and War on Land Insurance Cover

Course Description
This course provides an introduction to the cover provided by marine war, strikes and terrorism
clauses and wordings in the London Market. It provides a broad knowledge and understanding
of war and terrorist wordings

Target Audience
The course is suitable for anyone who wants to extend their knowledge of war, strikes and
terrorism risks in the current market. Suitable for both underwriting and broker staffs, both
placing and claims. The course assumes no prior knowledge. The course will also be of use to
anyone who works in underwriting or broker back up who needs a broad knowledge of the
subject.

Course Objectives
On completion of the course delegates will:
 • Understand how war and terrorism cover has evolved
 • Understand the problems of defining cover and obtaining information
 • Understand the exclusions on marine hull policies and how these can be covered in the
     marine market
 • Understand the exclusion on aviation hull policies
 • Understand the cover available for war on land

Course Format
The course will be run as an interactive presentation with discussion and relevant case studies
and exercises.

Course Content
 •     Review of War and Terrorism Insurance
 •     Defining the cover and obtaining information
 •     Exclusions under ITC Marine Hull 1.11.95
 •     Cover provided by Institute War Clauses – Hulls
 •     Exclusions under AV48B
 •     Cover provided by LSW555D
 •     Cover provided by T3 and LSW3030 Wordings
 •     Cover provided by T3 Business Interruption Wording
 •     Cover provided by LPO437 Clause
 •     Cover provided by LSW667 War on Land Wording


Trainer                 Len Wilkins

Duration                1 day

Date                    10th March 2010
                        6th October 2010

Time                    9.30 am to 5.00 pm

Fee                     £295 +VAT (including refreshments and buffet lunch)

In-House Fee            £1,450 +VAT for up to 12 delegates



                                             -43-
        Introduction to UK Commercial Property Insurance

Course Description
This course will provide a comprehensive introduction to commercial property insurance; a
detailed analysis of the cover provided; and an examination of a number of the specific risk
factors involved.

Target Audience
The course is suitable for both underwriting and broker staff, whether placing or claims. The
course assumes no prior knowledge of property business.

Course Objectives
On completion of the course delegates will be able to:
 • have a broad understanding of Commercial property insurance
 • appreciate underwriting considerations & risk presentations
 • examine key policy wordings by focusing on exclusions with appropriate use of claims
     scenarios
 • understand different premium calculations

Course Format
The course will be very interactive and encourage delegates to learn by application of principles
and discussions of case studies.

Course Content
 •    ABI Standard Fire & Special Perils
 •    ABI Standard ‘All Risks’ – including the defined perils, exclusions, conditions and ‘buy
      backs’.
 •    Extension of cover to include:
        - Reinstatement Memorandum and Day One Clause
        - Capital Additions
        - Seasonal increases and Stock Declarations
 •    Theft Insurance
 •    Money insurance
 •    Goods in Transit
 •    Glass Insurance
 •    Fidelity Guarantee
 •    Risk Management
 •    Underwriting & Rating – Including EML


Trainer                 Steve Mason

Duration                1 day

Dates                   29th March 2010

Time                    9.30 am - 5.00 pm

Fee                     £225 +VAT (including refreshments and buffet lunch)

In-House Fee            £1,250 +VAT for up to 12 delegates




                                              -44-
        Introduction to UK Business Interruption Insurance

Course Description
The Course will provide a comprehensive introduction to Business Interruption Insurance; a
detailed analysis of the cover provided; and an examination of a number of the specific risk
factors involved.

Target Audience
The course is suitable for both underwriting and broker staff, whether placing or claims. The
course assumes no prior knowledge of property business.

Course Objectives
On completion of the course delegates will be able to:
 • explain the importance of Business Interruption cover
 • identify threats to a clients business
 • understand underwriting considerations
 • understand the scope of a BI policy

Course Format
The course will be very interactive and encourage delegates to learn by application of principles
and discussions of case studies.

Course Content
 •    The sum to be insured
 •    BI terminology:
                 Gross profit
                 Maximum Indemnity Period
                 Indemnity Period
                 Increased Cost of Working
 •    Sum Insured basis of cover v. declaration-linked basis of cover
 •    Selecting the perils
 •    Extensions of cover:
                 Suppliers and Customers
                 Public utilities
                 Prevention of access
                 Loss of attraction
 •    Special types of cover
 •    Claims settlement calculations


Trainer                 Steve Mason

Duration                1 day

Dates                   9th April 2010

Time                    9.30 am - 5.00 pm

Fee                     £225 +VAT (including refreshments and buffet lunch)

In-House Fee            £1,250 +VAT for up to 12 delegates




                                              -45-
                  Understanding the Risk: Fire Insurance

Course Description
This course will deal with assessing and ranking the risk of fire in an insurance context.

Target Audience
Individuals wishing to add to their knowledge of this important subject. This will apply to
underwriters, brokers, and technicians in particular.

Course Objectives
On completion of the course delegates will have a practical insight into assessing fire risk.
This will be an interactive course with lectures, case studies and exercises


Course Content
 •    Why it is vital to analyse fire risk
 •    Strategies for dealing with risk in both a hard and a soft market
 •    The major classifications of hazard for the purpose of different analytical treatment
 •    The major causes of fire
 •    How fire spreads
 •    Estimating the potential size of a fire
 •    Reducing the spread of fire
 •    An understanding of statistical analysis sufficiently to understand the fire hazard of smaller
      premises
 •    An understanding of ranking larger risks so that they can be dealt with appropriately



Trainer                  Norman Tyler

Duration                 1 day

Dates                    To be advised

Time                     9.30 am – 5.00 pm

Fee                      £245 +VAT (including refreshments and buffet lunch)

In-House Fee             £1,250 +VAT for up to 12 delegates




                                               -46-
                   Introduction to Engineering Insurance
Course Description
This course provides an excellent introduction to the principles and practices involved in
Engineering insurance. The course is based on UK legislation and practice.

Target Audience
Brokers, technicians, underwriters and other staff requiring an introduction to the subject.

Course Objectives
On completion of the course delegates will:

    •   Have an awareness of the quality issues associated with statutory "Thorough
        Examination"
    •   Be familiar with the requirements of the "Top Six" regulations within the UK
    •   Have gained an insight to plant identification /findings of the "competent person"
    •   Understand the need to dovetail property and engineering insurance policies
    •   Be aware of the main cover provisions of pressure plant lifting and handling and
        electrical mechanical policies

Course Format
The course will include opportunities for discussion and practical exercises.


Course Content
    •   What is “Engineering Insurance” and who requires it?
    •   The quality issues associated with “Statutory Inspection
    •   Findings noted on the thorough examination
    •   Examples of Plant Identification
    •   Requirements of the main Legislation
    •   Examples of plant failures
    •   Understanding the need to dovetail the property and engineering insurance covers.

Trainer                  To be advised

Duration                 1 day

Dates                    To be advised

Time                     9.30 am – 5.00 pm

Fee                      £245 +VAT (including refreshments and buffet lunch)

In-House Fee             £1,250 +VAT for up to 12 delegates




                                               -47-
    Introduction to Fine Art, Jewellers and Specie Insurance

Course Description
This course is designed to give delegates a practical understanding of the insurance of Fine Arts,
Jewellers and Specie.

Target Audience
Brokers, technicians, underwriters and other staff requiring an introduction to the subject.

Course Objectives
At the end of the course the delegate will:
 • Understand the main categories of risk in each of the three business sectors
 • Understand and be able to deploy various relevant policies to insure the risks
 • Appreciate underwriting considerations
 • Be familiar with some of the significant policy forms


Course Content
The business, the risks, the insurance cover, underwriting considerations, policies and claims
relating to:

Jewellers
  • Diamonds and precious gems
  • Cutting risks
  • Processing risks
  • Transits
  • Exhibitions
  • Sightholders and dealers
  • Manufacturers
  • Retail jewellers
  • Private Jewellery collections

Fine Arts
  • Auction houses
  • Dealers
  • Packers and Shippers
  • Exhibitions
  • Galleries
  • Museums
  • Private and Corporate Collections
  • Stately Homes
  • University Library Collections
  • Fine Wines
  • Valuable Sporting Guns
  • Vintage Cars




                                               -48-
Specie
 • Cheque Cashers
 • Foreign Exchange operations
 • ATM’s
 • Money processing
 • Securities
 • Traveller’s cheques
 • Cash in Transit
 • Precious and non precious metals in store
 • Valuables in transit
 • Armoured car companies
 • Courier companies



Trainer               Jonathan Besso-Cowan

Duration              1 day

Dates                 8th June 2010
                      31st August 2010

Time                  9.30 am – 5.00 pm

Fee                   £245 +VAT (including refreshments and buffet lunch)

In-House Fee          £1,250 +VAT for up to 12 delegates




                                           -49-
   Introduction to Personal Accident and Sickness Insurance

Course Description
This course provides a technical foundation in the principles and practices of Personal Accident
and Sickness. This will include an explanation of the cover provided, an analysis of
underwriting factors, and a brief explanation of the claims process. This course will be of
interest to anyone who has recently become involved in Personal Accident Insurance.

Target Audience
Brokers, technicians, underwriters and other staff requiring an introduction to the subject.

Course Content
The Market for Personal Accident and Sickness Cover

The Types of Cover Available
 • Individual or group covers
 • Personal Accident and Sickness

Policy Cover
 • The scope of a typical policy
 • Features and benefits
 • Extensions, definitions, conditions and exclusions

Risk Assessment and Underwriting Factors

Practical Claims Handling
 • Liaison with GP’s and specialists
 • Access to Medical Reports Act 1998
 • Fraud indicators and the use of external investigators
 • Calculating benefits and settlements
 • Case law and case studies


Trainer                  Jonathan Besso-Cowan

Duration                 1 day

Dates                    27th April 2010
                         1st September 2010

Time                     9.30 am – 5.00 pm

Fee                      £245 +VAT (including refreshments and buffet lunch)

In-House Fee             £1,250 +VAT for up to 12 delegates




                                               -50-
               Introduction to UK Contractors Insurance

Course Description
This course provides an excellent introduction to the principles and practices involved in
Contractors insurance. It will provide an explanation of the covers specific to the construction
industry, the standard forms of contract entered into by contractors, and an analysis of how risks
are assessed. The course is based on UK practice and contract forms.

Whilst there is some consideration of the contractual implications within JCT for Liability risks,
the prime focus of the course is on contractors’ all risks, and property insurance.

Target Audience
It will be applicable to brokers, insurers and construction professionals who have a basic
grounding in insurance principles and practice, but who wish to develop a more technical
knowledge of the law and practice relating to construction risks.

Course Objectives
On completion of the course the delegates will:
 • Understand why the cover is needed and how it is provided
 • Have an understanding of the content of the risk and insurance clauses in the JCT standard
     and design and build contract and the implications for contractors, insurers and property
     owners
 • Be familiar with the cover, exclusions and restrictions usually found in a Contract Works
     policy
 • Be aware of the factors insurers consider in the assessment and pricing of risk

Course Format
This will take the form of an interactive workshop with a mixture of tuition and case studies.


Course Content
Risks Specific to Contractors
 • Contract Works
 • Plant – own and hired in
 • Existing Property
 • Liability risks
 • Design and Build risks
 • A summary of miscellaneous risks

An Introduction to Contract Conditions
 • JCT standard form of contract including design and build version
 • Liabilities and responsibilities
 • Insurance clauses

Policy Cover – An Analysis of:
 • Contractors All Risks
 • Employers Liability
 • Public Liability
 • Non-negligence liability – adjoining property
 • Design and Build

The Principles of Risk Assessment and Pricing

                                              -51-
Trainer        John Wright

Duration       1 day

Dates          To be advised

Time           9.30 am - 5.00 pm

Fee            £245 +VAT (including refreshments and buffet lunch)

In-House Fee   £1,250 +VAT for up to 12 delegates




                                   -52-
                     Introduction to Liability Insurance

Course Description
The Course will provide a comprehensive introduction to the legal liabilities which give rise to
claims under Employers Liability, Public Liability and Products Liability policies; a detailed
analysis of the cover provided; and an examination of a number of the specific risk factors
involved in these classes.

Target Audience
The course is suitable for both underwriting and broker staff, whether placing or claims. The
course assumes no prior knowledge of Liability business.

Course Objectives
On completion of the course delegates will be able to:
 • Provide a clear explanation of how legal liability arises
 • Understand the extent of cover provided under Employers Liability and Public and
     Products Liability policies
 • Understand some of the issues which are involved in assessing liability risks
 • Understand the basic issues involved in risk management

Course Format
The course will be run as an interactive presentation with discussion and a case study.

Course Content
The Legal Framework and How Legal Liabilities Arise
 • The Courts of England and Wales
 • Tort
 • Contract
 • Statute

An Outline of Policy Cover
 • Employers Liability
 • Public Liability
 • Products Liability
 • The relationship with other forms of liability covers

A More Detailed Review of Coverage
 • Conditions and Exclusions
 • Policy Limits and Excesses
 • Bodily Injury and Disease
 • Event, accident, occurrence
 • Losses caused, losses occurring, and claims made

Underwriting Issues
 • The Proposal Form and Information required
 • Impact of the “tail”
 • Environmental Liabilities
 • I.B.N.R and I.B.N.E.R

Risk Management Issues

A Case Study emphasizing a number of issues raised during the course



                                              -53-
Trainer        Neil Park

Duration       1 day

Dates          25th August 2010
               5th October 2010

Time           9.30 am - 5.00 pm

Fee            £245 +VAT (including refreshments and buffet lunch)

In-House Fee   £1,250 +VAT for up to 12 delegates




                                   -54-
                       Intermediate Liability Insurance

Course Description
This course will supplement and refresh delegates’ existing liability knowledge to an
intermediate level through a series of exercises and case studies over the two days.

Target Audience
This course will be of interest to anyone with a working knowledge of Liability business and
who wishes to enhance that knowledge.

Course Objectives
On completion of the course delegates will:
 • Understand how recent changes in UK litigation and law reform may impact business
     liability risks
 • Have an understanding of the most common causes of injury and disease and what types of
     industry are susceptible to what types of injury or disease
 • Understand the key elements of UK health and safety legislation
 • Have an understanding of the principal elements of a health and safety risk management
     strategy and risk controls
 • Understand the principal extensions and exclusions under UK Employers Public and
     Product Liability policies
 • Understand the coverage provided by Professional Indemnity, Directors and Officers
     Liability Products Guarantee, Product Recall and Product Tamper policies
 • Understand the key underwriting and broking considerations for liability insurance
 • Be familiar with the liability claims handling process and the relevant aspects of the civil
     procedure rules

Course Format
The course will be in the form of an interactive workshop with presentations and case studies.


Course Content
How Liability Arises
 • Legal Developments
 • Health and Safety legislation
 • Sale of Goods
 • Unfair Contract Terms
 • How damages are calculated
 • Levels of claims inflation

Employers Liability, Public Liability and Products Liability
 • The disease debate
 • Policy coverage
 • Principal exclusions and extensions
 • Financial loss cover

A Brief Summary of Specialist Liability Covers
 • Professional indemnity
 • Directors and Officers
 • Environmental Impairment
 • Product Guarantee/Recall
 • Product Tamper



                                              -55-
Underwriting
 • Effective management of claims reserves
 • Burning cost pricing
 • The Employers Liability Crisis

Claims
 • The Civil Procedures Rules
 • ADR – is it saving costs?
 • The Courts Act
 • Rehabilitation

Current Issues
 • Government initiatives
 • Current case law
 • Relevant changes in European and UK law
 • Market update


Trainer              Neil Park

Duration             2 days

Dates                7th - 8th April 2010
                     20th – 21st October 2010

Time                 9.30 am – 5.00 pm

Fee                  £450 +VAT (including refreshments and buffet lunch)

In-House Fee         £2,250 +VAT for up to 12 delegates




                                         -56-
                         Liability Insurance:
             Emerging Issues and How to Deal With Them

Course Description
This course will provide a detailed analysis of the emerging issues currently facing the liability
market. This will include legal developments, courts’ decisions on policy coverage, and an
examination of some of the risks now facing insurers.

Target Audience
This course will be of interest to anyone involved in Liability business and who wishes to
enhance that knowledge.

Course Objectives
On completion of the course delegates will:
 • Understand the rationale behind recent court decisions relating to personal injury claims
     and their implications
 • Understand how court decisions have challenged assumptions about policy coverage
 • Be aware of some of the risks brought about by scientific developments and the
 • Problems they cause for the insurance market.

Course Format
The course will be in the form of an interactive workshop with presentations and case studies.



Course Content
Legal Developments
 • Asbestosis and Mesothelioma
 • Fairchild, Barker and the Compensation Act
 • Chester v Afshar
 • Psychiatric Injury Claims
 • Group Actions
 • NHS Clawbacks
 • Pleural Plaques

Policy Interpretation
 • KR and Others v Royal Sun Alliance
 • Bolton Metropolitan Council v Municipal Mutual and Commercial Union
 • Environmental Damage and Clean-up Costs
 • Employers Liability Trigger Litigation

Policy Development
 • Extensions of Cover
 • Financial Loss Claims
 • Cover for Other Forms of Liability
 • PL, EL and the Liability Mix




                                              -57-
New and Re-emerging Risks and How to Insure Them
 • Genetic Modification
 • Electromagnetic Fields
 • Alcohol and Obesity
 • Chemical Additives
 • Endocrine Disrupters
 • Nanotechnology
 • Toxic Shock
 • Welding Rods
 • Synthetic Biology
 • Climate Change



Trainer             Neil Park

Duration            Half day

Dates               12th October 2010

Time                9.30 am – 1.00 pm

Fee                 £195 +VAT (including refreshments)

In-House Fee        £950 +VAT for up to 12 delegates




                                        -58-
                   Employers Liability – Marine Trades

Course Description
This course has been jointly designed by IMC Ltd and Talbot Underwriting and Underwriting
Risk Services Ltd to provide an understanding of the key issues that must be addressed in the
underwriting of Crew Employers Liability and Employers Liability in Marine Trades.

Target Audience
The course will be appropriate to anyone involved in the underwriting or broking of Marine
Employers Liability business.

Course Objectives
On completion of the course delegates will:
 • Outline the most common causes of injury and disease
 • Describe the major hazards of injury or disease are most prevalent in marine trades
 • Explain how Employers’ liability arises in tort, statute and contract
 • Outline how international labour law and international tort liability impact exposure
 • Describe how General & Special Damages are calculated on personal injury claims in the
     United Kingdom
 • Describe the main requirements of the UK Employers Liability legislation
 • Explain the purpose and impact of UK health & safety legislation
 • Explain the purpose of risk assessments within the context of health and safety legislation
     and their value in underwriting and claims
 • Compare and contrast a UK Employers Liability policy with a Yacht Owner Liability to
     Employed Crew cover
 • Describe legal and physical aspects of risk evaluation in Employers Liability
 • Insurance
 • Outline the main underwriting considerations for Employers Liability and Yacht Owner
     Liability to Employed Crew cover
 • Calculate the burning cost on a simple Employers Liability claims experience
 • Explain how the latency problems impacts Employers Liability underwriting and how
     claims triangulations are used in assessing Employers Liability premiums
 • Outline the key elements of Employers Liability claims handling

Course Format
The course will be presented by a lecture, discussion, exercises and case studies.


Course Content
 •   Yachts, marinas, ports and boat builders
 •   Injury and Disease statistics
 •   Emerging diseases
 •   The law of negligence
 •   Employer statutory duties
 •   Employment contracts
 •   General and Special Damages
 •   UK Employers Liability (Compulsory Insurance) Regulations 1998
 •   Workers Compensation v Employers Liability
 •   The Jones Act
 •   Impact of flag, nationality of crew and employment contracts
 •   ISM Codes
 •   Health and safety legislation
 •   P&I club cover

                                               -59-
 •    Risk management
 •    Policy coverage
 •    Underwriting considerations
 •    Burning Cost and Triangulations
 •    Rehabilitation
 •    Update on case law and litigation


Trainer                 Neil Park

Duration                1 day

Dates                   11th March 2010

Time                    9.30 am – 5.00 pm

Fee                     £245 +VAT (including refreshments and buffet lunch)

In-House Fee            £1,250 +VAT for up to 12 delegates




                                            -60-
           Environmental Impairment Liability Insurance

Course Description
On 1st March 2009 the Environmental Damage (Prevention and Remediation) Regulations
implementing the EU Environmental Liability Directive came into force. In this short course we
will provide an overview of environmental liabilities in the UK, explain the limitations of
conventional insurance products in providing protection against such liabilities, and give an
overview of the environmental insurance market and the specific environmental insurance
products available.

Target Audience
The course is suitable for both underwriting and broker staff, whether placing or claims. The
course assumes some knowledge of Liability business.

Course Objectives
On completion of the course delegates will be able to:
 • Provide a clear explanation of how environmental liabilities arise in the United Kingdom
     and how the new regulations are likely to impact exposure
 • Understand the extent and limitations of the environmental liability cover provided under
     Property Damage and Business Interruption, Public and Products Liability policies
 • Describe the environmental liability products available in the UK market and how the
     coverage offered provides protection to property owners and other organisations against
     their potential liabilities
 • Understand the underwriting process and key underwriting considerations for
     environmental liability risks

Course Format
The course will be run as an interactive presentation with discussion and a case studies.

Course Content
The Legal Framework and How Environmental Liabilities Arise
 • Tort
 • Statutes including;
      - The Environmental Damage (Prevention and Remediation) Regulations 2009
      - EU Environmental Liability - Directive 2004/35/EC
      - Environmental Protection Act 1990
      - Water Resources Act 1991
      - Wildlife and Countryside Act 1981
      - Control of Major Accident Hazards Regulations 1999

Environmental Liability Policy Cover Under Existing Policies
 • Property Damage/Business Interruption
 • Public Liability
 • Products Liability

The Environmental Liability Insurance Market
 • Target markets
 • Key players
 • Environmental Insurance Products
 • Environmental Insurance Underwriting Considerations




                                               -61-
Trainer        Neil Park

Duration       Half day

Dates          14th April 2010
               29th September 2010

Time           9.30 am – 1.00 pm

Fee            £195 +VAT (including refreshments)

In-House Fee   £950 +VAT for up to 12 delegates




                                     -62-
          Introduction to Professional Indemnity Insurance


Course Description
The course will provide delegates with an introductory explanation of the legal and technical
aspects of Professional Indemnity business. This will include an outline of how professionals
incur liability, the cover normally provided, an introduction to risks facing the professions, the
role of risk management, and a brief overview of how claims are dealt with.


Target Audience
This course will be of interest to anyone who is new to Professional Indemnity business or has a
little knowledge they would like to enhance.


Course Objectives
On completion of the course delegates will:
 • Be able to identify what types of organisation require Professional Indemnity cover
 • Understand the principal reasons why Professional Indemnity coverage is purchased
 • Have an understanding of how liabilities might arise against professionals
 • Understand the differences between “Civil Liability” and Negligent Act Error or
     Omission” professional indemnity wordings
 • Be familiar with the principal extensions and exclusions which are usually included in a
     Professional Indemnity policy
 • Have an understanding of how Professional Indemnity coverage dovetails with other
     liability coverages
 • Have an understanding of the main underwriting and broking considerations which apply
 • Understand the key elements involved in successfully handling a professional indemnity
     claim


Course Format
The course will be presented as an interactive workshop with a mixture of presentations and case
studies.


Course Content
 •   Duty of care owed by professionals
 •   Examples of professional negligence claims
 •   Industries where professional negligence claims can arise
 •   Professional Indemnity/Errors and Omissions Policy – key benefits
 •   Typical policy coverage
 •   Proposal and underwriting process
 •   Claims process including incident reporting
 •   Current Professional Indemnity insurance market – key players and recent developments




                                              -63-
Trainer        Neil Park

Duration       1 day

Date           16th March 2010
               12th May 2010
               18th August 2010
               28th September 2010
               3rd November 2010

Time           9.30 am – 5.00 pm

Fee            £245 +VAT (including refreshments and buffet lunch)

In-House Fee   £1,250 +VAT for up to 12 delegates




                                     -64-
            Intermediate Professional Indemnity Insurance

Course Description
The course will provide delegates with a detailed explanation of the legal and technical aspects
of Professional Indemnity business. This will include recent legal developments impacting on
the liability of professionals, an analysis of trends in policy coverage, the risks now facing the
professions, the role of risk management, and an overview of trends and techniques in claims
handling.

Target Audience
This course will be of interest to anyone with a working knowledge of Professional Indemnity
business and who wishes to enhance that knowledge.

Course Objectives
On completion of the course delegates will:
 • Have an understanding of trends and issues in the liability of professionals
 • Understand how the professional bodies have influenced the cover provided by the market
 • Be able to explain the similarities and differences between the major professionals with
     respect to exposure and coverage
 • Have a detailed understanding of the risk factors that must be taken into account in the
     broking and underwriting of business
 • Understand the role of risk management in the professions
 • Understand the processes and techniques involved in claims handling

Course Format
The course consists of a series of exercises and case studies that bring together several aspects of
the course. An optional assessment test will be available at the end of the course.

Course Content
Recent Legal Developments
 • Contract and Tort
 • Standard of Care
 • Damages

Policy Coverage
 • Recent trends in Policy Coverage
 • Legal decisions on Policy Interpretation
 • Minimum Wordings

Risk Factors, Liability and Policy Coverage – the Major Professions
 • Accountants
 • Architects and Engineers
 • Solicitors
 • Insurance Brokers
 • Surveyors
 • Independent Financial Advisors

Risk Factors, Liability and Policy Coverage – “Miscellaneous” and Developing Professions
 • Media
 • Information Technology
 • Auctioneers
 • Educational establishments
 • Actuaries
 • Travel Agents
                                               -65-
Risk Management
 • Risk Assessment
 • Risk management techniques
 • The roles of the various parties involved

Claims Handling
 • Procedures
 • Reserving
 • Negotiation and Mediation


Trainer                Neil Park

Duration               2 days

Dates                  16th – 17th June 2010
                       8th – 9th September 2010
                       17th – 18th November 2010

Time                   9.30 am – 5.00 pm

Fee                    £450 +VAT (including refreshments and buffet lunch)

In-House Fee           £2,250 +VAT for up to 12 delegates




                                               -66-
              Solicitors Professional Indemnity Insurance
Course Description

In this short course we will focus on solicitors’ professional Indemnity insurance in England and
Wales. We will examine the legal liabilities of solicitors including the impact of recent case
law, the Solicitors Regulation Authority professional indemnity insurance rules, key aspects of
policy coverage underwriting considerations and recent claims and market developments

Target Audience

The course is suitable for both underwriting and broker staff, whether placing or claims involved
in solicitors professional indemnity insurance business.

Course Objectives

On completion of the course delegates will be able to:
 • Describe the range of advice and services provided by solicitors
 • Explain the potential legal liabilities of solicitors and how this has been impacted by recent
     case law
 • Understand the type of professional indemnity claims to which solicitors are prone
 • Outline the key professional indemnity requirements of the Solicitors Regulation Authority
 • Explain the coverage provided under Solicitors Professional Indemnity insurance and how
     this can impact the defence of claims
 • Describe the principal underwriting considerations for Solicitors Professional indemnity
     Insurance
 • Explain the key aspect of a sound risk management process which will reduce the
     likelihood and severity of professional negligence claims against solicitors

Course Format

The course will be run as an interactive presentation with discussion and a case studies.

Course Content

How Solicitors’ Professional Liabilities Arise
 • Breadth of activities
 • Tortious Liabilities
 • Contractual Liabilities
 • Liability limitation
 • Impact of recent case law

Solicitors Regulation Authority Rules
 • Minimum requirements
 • Minimum wording
 • Operation of Assigned Risks Pool

Policy Coverage
 • Key aspects
 • Fraud and vitiation issues
 • Recent case law

Underwriting Considerations
 • High risk activities
 • Other considerations
 • Current and future potential sources of claim

                                               -67-
Risk Management
 • Benefits
 • Strategy
 • Controls


Trainer           Neil Park MA MBA FCII

Duration          Half day

Date              21st May 2010

Time              9.30 am – 1.00 pm

Fee               £195.00 +VAT (including refreshments)

In-House Fee      £950 +VAT for up to 12 delegates




                                      -68-
  Introduction to Directors’ and Officers’ Liability Insurance

Course Description
This introductory level course will provide a comprehensive exposition of directors’ and
officers’ UK legal liabilities and the structure and operation of the Directors’ and Officers’
Liability insurance (‘D and O’) that is available. The purpose is to forge a link between the many
risk exposures faced by a company’s management and the insurance protection that they require.

Target Audience
Delegates will be expected to have some knowledge of legal liabilities generally and an
awareness of the principles of Directors’ and Officers’ insurance. They may be underwriters,
brokers, policy technicians, claims-handlers or lawyers involved in the provision of Directors’
and Officers’ or in advising or representing companies and their management.

Course Objectives
On completion of the course, delegates will:
 • Understand the roles and responsibilities of directors and officers
 • Have an understanding of how recent and intended changes in UK legislation will impact
     the responsibilities of directors and officers
 • Be able to identify who is likely to sue directors and officers citing appropriate claims
     examples
 • Be able to explain the major benefits of a Directors’ and Officers’ Liability policy
 • Understand how Directors’ and Officers’ Liability insurance dovetails with other
     insurances including Employers Liability, Public Liability, Professional Indemnity, Legal
     Expenses and Employment Practices Liability
 • Have knowledge of the underwriting considerations for Directors’ and Officers’ Liability
     insurance
 • Understand current developments in the Directors’ and Officers’ insurance market
 • Have an understanding of how to handle a Directors’ and Officers’ Liability insurance
     claim

Course Format
This will take the form of an interactive workshop with a mixture of tuition and case studies.

Course Content
 •    Directors' liabilities in the UK - the legal overview
 •    Update on recent changes in legislation and claims examples
 •    A brief outline of overseas jurisdictions including USA
 •    An analysis of the UK Directors’ and Officers’ typical policy wording
 •    The UK market and Directors’ and Officers’ broking, underwriting and claims

Trainer                 Neil Park

Duration                1 day

Dates                   18th March 2010
                        15th September 2010
                        10th November 2010

Time                    9.30 am – 5.00 pm

Fee                     £245 +VAT (including refreshments and buffet lunch)

In-House Fee            £1,250 +VAT for up to 12 delegates

                                              -69-
     Intermediate Directors’ and Officers’ Liability Insurance

Course Description
The aim of the course is to provide an analysis of the legal and technical aspects of Directors’
and Officers’ liability insurance particularly the exposures faced by people holding these
positions in different business settings. This includes an overview of the role of risk
management and claims management.

Target Audience
Any staff who are likely to come across Directors’ and Officers’ coverage during their normal
duties, who may have to give advice to potential or existing clients or offer an informed view
about exposure or the need for such insurance.

Course Objectives
On completion of the course you will be able to:
 • Explain the legal position of Directors’ and Officers’ liabilities in the UK
 • Give a brief outline of overseas jurisdictions
 • Compare and contrast typical UK Directors’ and Officers’ policy wordings particularly
     coverage, extensions, exclusions terms and conditions
 • Apply UK Directors’ and Officers’ policy wordings to simple claims
 • Explain how changes in legislation are impacting the risks of directors and officers in the
     UK
 • Describe the legal basis of claims, how they are handled and loss prevention issues.
 • Explain how the Directors’ and Officers’ market is evolving in response to changes in the
     legal environment
 • Identify the principle factors that impact on the underwriting of Directors’ and Officers’
     cover

Course Format
An interactive workshop with a mixture of tuition and case studies based on sample clients and
policy wordings.

Course Content
 •    Directors' liabilities in the UK - the legal overview
 •    A brief outline of overseas jurisdictions
 •    An analysis of the UK Directors’ and Officers’ typical policy wording
 •    Case law and changes in UK legislation
 •    The impact of Sarbanes – Oxley on UK Companies
 •    The UK market and Directors’ and Officers’ broking, underwriting and claims
 •    General overview and question session


Trainer                 Neil Park
Duration                1 day
Dates                   15th April 2010
                        26th October 2010
Time                    9.30 am – 5.00 pm
Fee                     £245 +VAT (including refreshments and buffet lunch)
In-House Fee            £1,450 +VAT for up to 12 delegates


                                             -70-
            Introduction to Intellectual Property Insurance

Course Description
This course provides an excellent introduction to the risks relating to Intellectual Property. It
includes an analysis of the risks involved, the legal background, and the insurance products
available.

Target Audience
The course will be of interest to brokers, insurers and lawyers who wish to develop a more
technical knowledge of the law and insurance practice relating to Intellectual Property risks.

Course Objectives
On completion of the course the delegates will:
 • understand the legal background and various types of intellectual property risk;
 • understand the rights, risks and exposures relating to intellectual property;
 • be familiar with the types of cover available;
 • be aware of the factors insurers consider in the assessment and pricing of risk.


Course Content
 •    What is intellectual property
        - Patents
        - Trademarks
        - Copyright
 •    Types of intellectual property risk
 •    Defending rights and enforcing rights
 •    Coverage – defence costs, reimbursement and infringement abatement
 •    Proposals and underwriting considerations
 •    Policy Forms


Trainer                 Jonathan Besso-Cowan

Duration                Half day

Date                    10th March 2010
                        12th October 2010

Time                    9.30 am – 1.00 pm

Fee                     £195 +VAT (including refreshments)

In-House Fee            £950 +VAT for up to 12 delegates




                                              -71-
     Introduction to Employment Practices Liability Insurance

Course Description
This introductory course will provide an insight into the risks covered by the different types of
employment practices liability insurance (‘EPL’) policies current in the UK market and the
structure and operation of such policies. The purpose is to explain how an employer may
arrange insurance protection against the growing risk of liability arising from employment-
related disputes.

Target Audience
Delegates will be expected to have a basic knowledge of liability insurance principles and
practice; knowledge of employment law is not required. They may be underwriters, brokers,
policy technicians, claims-handlers or lawyers involved in the provision of insurance or advice
to commercial clients.

Course Objectives
On completion of the course delegates will:
 • Understand the types of employment disputes between employees and their employers
 • Have knowledge of how changes in legislation are increasing the exposure of firms to
     employment practices liability claims
 • Have an understanding of the types of claims made under employment practices liability
     policies in the UK and USA
 • Understand the factors that are likely to result in increasing litigation against employers
 • Know how cases are brought to employment tribunal in England and Wales
 • Understand the coverage provided by an Employment Practices Liability insurance policy
 • Understand the differences between an Employment Practices Liability policy and Legal
     Expenses insurance
 • Have an understanding of the principal underwriting considerations that apply when
     underwriting Employment Practices Liability insurance
 • Understand what risk management measures firm will use to reduce the likelihood of
     employment practices litigation

Course Format
This course will be presented as an interactive workshop with a mixture of tuition and case
studies.

Course Content
 •    The employment minefield – why employers need protection
 •    Recent cases and changes in employment legislation
 •    Employment practices – good, bad and indifferent
 •    When legal expenses insurance is not sufficient
 •    The structure of the Employment Practice Liability
 •    Controlling the claim and limiting the loss
 •    Advisory and training services




                                              -72-
Trainer        Neil Park

Duration       1 day

Dates          14th May 2010
               22nd September 2010

Time           9.30 am – 5.00 pm

Fee            £245 +VAT (including refreshments and buffet lunch)

In-House Fee   £1,250 +VAT for up to 12 delegates




                                   -73-
                        Financial Institutions Insurance

Course Description
This course is designed to give delegates a practical understanding of the insurance of different
types of Financial Institutions including; Bankers Blanket Bond, Computer Risks, Directors’ and
Officers’ and Professional Indemnity insurance as they relates to Financial Institutions.

Target Audience
Underwriters, brokers, technicians and claims staff who are fairly new to the class or have up to
3 years experience of FI and require a greater knowledge of the different aspects of Financial
Institutions insurance.

Course Objectives
At the end of the course the delegate will be able to demonstrate a greater understanding of:
 • The risks which apply to different Financial Institutions
 • The insurance products to cover these risks
 • The main triggers for claims

Course Content
 Review of the key activities and risks in:
 • Banks: retail, global, investment, merchant and Building Societies
 • Corporate Financiers, Venture Capitalists and Private Equity Houses
 • Investment Trusts, Fund Managers including hedge funds, pension funds and asset
    managers
 • Stockbrokers
 • Independent Financial Advisors

 Analyse the types of insurance required:
 • Bankers Blanket Bond
 • Premises Risk
 • Safe Deposit Boxes
 • Damages to Office and Contents
 • Transit of Cash and Valuables
 • Fidelity
 • Unauthorised Trading
 • Counterfeit Currency
 • Computer Risks
 • Kidnap and Ransom
 • Directors’ and Officers’ cover for Financial Institutions
 • Professional Indemnity cover for Financial Institutions

 Consider Territorial Factors

 Explore the Underwriting Criteria

 Review Policy Wordings




                                              -74-
Trainer        Jonathan Besso-Cowan

Duration       2 days

Dates          6th – 7th July 2010
               3rd – 4th November 2010

Time           9.30 am – 5.00 pm

Fee            £475 +VAT (including refreshments and buffet lunch)

In-House Fee   £2,250 +VAT for up to 12 delegates




                                   -75-
                  Introduction to Contingency Insurance

Course Description
This course is designed to give delegates a practical understanding of some of the major classes
of Contingency Insurance.

Target Audience
Brokers, technicians, underwriters and other staff requiring an introduction to the subject.

Course Objectives
At the end of the course the delegate will:
 • Understand the main categories of contingency risk
 • Understand and be able to deploy various relevant policies to insure the risks
 • Appreciate underwriting considerations
 • Be familiar with some of the significant policy forms


Course Content
The business, the risks, the insurance cover, underwriting considerations, policies and claims
relating to:

Event Cancellation
 • Sports
 • Entertainment
 • Venues
 • Infrastructure and Transport
 • Timetable
 • Experience and safety
 • Non-appearance of stars performers/actors/players
 • Boycotts, terrorism, war

Television Broadcasting

Weather Risks

Catastrophe Exposures

Other Sport Related Exposures, e.g. hole-in-one

Films
  • Film Producers’ Indemnity
  • Completion Guarantee

Other Risks Including:
 • Extended warranty
 • Residual value
 • Multiple births
 • Prize indemnity
 • Loss of license
 • Archaeological digs




                                               -76-
The Ones That Went Wrong
 • Computer Leasing
 • Film Finance


Trainer            Jonathan Besso-Cowan

Duration           1 day

Dates              22nd June 2010
                   27th October 2010

Time               9.30 am – 5.00 pm

Fee                £245 +VAT (including refreshments and buffet lunch)

In-House Fee       £1,450 +VAT for up to 12 delegates




                                       -77-
                 Introduction to Political Risks Insurance

Course Description
This is an introductory programme on Political Risks Insurance providing an analysis of the
risks involved and the coverage that is available.

Target Audience
This course is designed for any practitioner with an interest in Political Risks insurance,
including junior underwriters, broker, and claims staff or underwriting or broking technicians.
Participants would benefit from a prior basic grounding in general insurance.

Course Objectives
On completion of the course delegates will have an understanding of the insurance of Political
Risks, and a basic knowledge of the types of business underwritten.

Course Format
The course will be presented by a lecture, discussion, exercises and case studies.


Course Content
The main insurance risk implications of the international trade flow from manufacture to final
collection of payment will be examined, including:
  • Force majeure / war
  • Confiscation of assets
  • Contract frustration
  • Trade disruption
  • International trade credit
  • Unfair calling of on-demand bonds
  • Underwriting criteria and policy wordings will be discussed


Trainer                  Jonathan Besso-Cowan

Duration                 1 day

Dates                    4th May 2010
                         20th October 2010

Time                     9.30 am – 5.00 pm

Fee                      £245 +VAT (including refreshments and buffet lunch)

In-House Fee             £1,250 +VAT for up to 12 delegates




                                               -78-
  Introduction to Contingent Business Interruption Insurance
Course Description
This course provides an excellent introduction to this form of cover. It will provide an
explanation of the risks involved, and an analysis of the coverage available, risk management
and the types of claims involved.

Target Audience
The course will be valuable to brokers, insurers and claims handlers who have a basic grounding
in insurance principles and practice, but are new to this class of business.

Course Objectives
On completion of the course the delegates will:
 • Understand why the cover is needed and how it is provided;
 • Have an understanding of the risks involved;
 • Be familiar with the coverage available
 • Be aware of the factors insurers consider in the assessment and pricing of risk


Course Content
 •    Definition of Contingent BI
 •    Case Law
 •    Analysis of Business Flow
       o         Suppliers, Customers,
       o         Leader Property
 •    Analysis of risk
       o         Degree of dependency
       o         Just in time and just in sequence
 •    Coverage
 •    Accumulation and Reinsurance Aspects
 •    Special Covers
 •    Underwriting Considerations
 •    Risk Management



Trainer                  Jonathan Besso-Cowan

Duration                 Half day

Dates                    7th September 2010

Time                     9.30 am -5.00 pm

Fee                      £195 +VAT (including refreshments)

In-House Fee             £950 +VAT for up to 12 delegates




                                               -79-
                   Introduction to Bloodstock Insurance
Course Description
This course provides an excellent introduction to the principles and practices of Bloodstock
Insurance. It will provide an explanation of the risks involved and an analysis of the cover
available.

Target Audience
The course will be valuable to brokers, insurers and claims handlers who have a basic grounding
in insurance principles and practice, but are new to this class of business.

Course Objectives
On completion of the course the delegates will:
 • understand the nature of the risks involved:
 • be familiar with the cover, exclusions and restrictions available
 • be aware of the factors insurers consider in the assessment and pricing of risks.


Course Content
 •   Definition of bloodstock
            o Types of horses and their uses
            o Other animals

 •   History of bloodstock

 •   Development of bloodstock insurance

 •   Risks involved in the bloodstock industry
            o Stables
            o Transport
            o Racing
            o Showing
            o Breeding

 •   Sickness Risks
           o Hereditary and other diseases

 •   An analysis of cover available
          o Mortality
          o Infertility
          o Perspective folds
          o Loss of use
          o Loss of income
          o Transit
          o Public Liability




                                             -80-
Trainer        Jonathan Besso-Cowan

Duration       1 day

Date           2nd November 2010

Time           9.30 am - 5.00 pm

Fee            £245.00 + VAT (including refreshments and buffet lunch)

In-House Fee   £1,250 +VAT for up to 12 delegates




                                   -81-
                           Introduction to Reinsurance

Course Description
The Course will provide a comprehensive introduction to the main types of reinsurance available
in the International Non-Marine market. It will provide an analysis of the theory and legal
principles involved, and the practical operation of an illustrative reinsurance programme.

Target Audience
This is a course designed principally but not exclusively for staff who are handling reinsurance
business for the first time or whose current job calls for a basic knowledge of the subject. For
reinsurance technicians and or brokers, this would normally be individuals that have been
working in a reinsurance environment for between 0 -18 months.

Course Objectives
On completion of the course the delegates will:
   • understand the principal functions of reinsurance
   • understanding the main methods and styles of reinsurances, how they work and their
      advantages and disadvantages.

Course Format
This will be a participative event, with a mixture of tuition and guidance together with practical
exercises. Delegates will be encouraged to actively participate in the course through discussion
with the course leader and the other attendees.

Course Content
 •    What reinsurance is and its origins
 •    Why is reinsurance needed
 •    The legal principles which govern insurance and reinsurance business
 •    The role of reinsurance in spreading individual risk as well as its impact on the overall
      financial position of an Insurer
 •    The role of the Reinsurer
 •    A review of the main features of Facultative, Quota Share and Surplus Proportional
      Treaties and Risk and Event Excess of Loss
 •    The advantages, disadvantages and principal uses of the main methods
 •    Principal definitions and operating clauses effecting each method


Trainer                 Andy Chilton

Duration                1 day

Dates                   21st July 2010

Time                    9.30 am - 5.00 pm

Fee                     £245 +VAT (including refreshments and buffet lunch)

In-House Fee            £1,250 +VAT for up to 12 delegates




                                              -82-
                    Introduction to Marine Reinsurance

Course Description
To give an overview of marine reinsurance, the information needed from insurers, the types of
reinsurance they can purchase and how these reinsurances are placed and priced in reinsurance
programmes. The monitoring of aggregates and catastrophe modeling as are also considered.

Target Audience
Anyone who needs to an overview of marine reinsurance and how this class of reinsurance is
arranged. It is suitable for both underwriting and broker staff, both placing and claims.

Course Objectives
On completion of the Course delegates will:
 • be able to explain the need for marine reinsurance
 • understand the types of reinsurance and how they can be used
 • understand the rating of marine reinsurances

Course Format
Presentation with discussion and relevant case studies.


Course Content
 •     Overview of marine reinsurance – what is marine reinsurance and why insurers purchase
       this form of protection
 •     Types of marine reinsurance
              o the types of proportional and non- proportional marine reinsurance
              o why and how they are used
              o The type of cover granted and excluded risks.
 •     Programming
              o How marine reinsurance is arranged in a programme of cover and the
                  thought process behind this.
 •     Placing marine reinsurance
              o How marine reinsurance is placed and how risks are priced by reinsurers.


Trainer                 Len Wilkins      FCII

Duration                1 day

Date                    9th March 2010

Time                    9.30 am – 5.00 pm

Fee                     £245 +VAT (including refreshments and buffet lunch)

In-House Fee            £1,250 +VAT for up to 12 delegates




                                                -83-
                    Introduction to Aviation Reinsurance

Course Description
To give an overview of aviation reinsurance, the information needed from insurers, the types of
reinsurance they can purchase and how these reinsurances are placed and priced in reinsurance
programmes. The monitoring of aggregates and catastrophe modeling as are also considered.

Target Audience
Anyone who needs to an overview of aviation reinsurance and how this class of reinsurance is
arranged. It is suitable for both underwriting and broker staff, both placing and claims.

Course Objectives
On completion of the Course delegates will:
 • be able to explain the need for aviation reinsurance
 • understand the types of reinsurance and how they can be used
 • understand the rating of aviation reinsurances
 • understand the need for aggregate monitoring and how this can be achieved

Course Format
Presentation with discussion and relevant case studies.

Course Content
 •     Overview of aviation reinsurance – what is aviation reinsurance and why insurers purchase
       this form of protection
 •     Types of aviation reinsurance – the types of proportional and non- proportional aviation
       reinsurance - why and how they are used. The type of cover granted and excluded risks.
 •     Programming – how aviation reinsurance is arranged in a programme of cover and the
       thought process behind this.
 •     Placing aviation reinsurance – how aviation reinsurance is placed and how risks are priced
       by reinsurers.
 •     Aggregate Monitoring – how reinsurers monitor their exposures – manual monitoring and
       catastrophe modelling.


Trainer                  Len Wilkins     FCII

Duration                 1 day

Date                     To be advised

Time                     9.30 am – 5.00 pm

Fee                      £245 +VAT (including refreshments and buffet lunch)

In-House Fee             £1,250 +VAT for up to 12 delegates




                                                -84-
                Property Risk Excess of Loss Reinsurance
Course Description
This course explains Property Risk Excess of Loss Reinsurance as used in the International
Reinsurance Market. It explains the differences between Property and Catastrophe X/L and the
reasons why this type of reinsurance is purchased. It will provide a description of London
market practice, examine some major wordings considerations and provide an introduction to
rating methods and issues.

Target Audience
This course is designed principally for delegates who already have a basic knowledge of
the subject matter or who are involved with direct insurance and looking to develop a
better working knowledge of property reinsurance.

Course Format
This will be a participative event, with a mixture of tuition and guidance together with practical
exercises. Case studies include analysing an account and the suitability of protection provided,
an investigation of what is an “event”, and the calculation of premium and loss recoveries.
Delegates will be encouraged to actively participate in the course through discussion with the
course leader and the other attendees.

Course Objectives
On completion of the course delegates will:
 • understand the functions and operation of Property Risk Excess of Loss Reinsurance
 • Be aware of the principal operating clauses, their purposes and application.

Course Content
 •    What is Risk excess of loss reinsurance and what makes it different
 •    The origins of this type of business and the reasons for its growth
 •    Current uses and appropriate applications including replacing proportional reinsurance
 •    Understanding the business to be protected and the need to gather and interpret appropriate
      data
 •    Advantages and disadvantages to both Reinsureds and Reinsurers
 •    Key operating clauses – their purpose and operation
 •    Why and how a programme of Excess of Loss layers are put together
 •    The principles of rating by the Exposure and Burning Cost methods and their application
      to Risk excess of loss
 •    Does it work? A study of the allocation of losses to the different types of excess of loss
      contracts and the potential problems that can arise



Trainer                 Andy Chilton
Duration                1 day

Dates                   17th August 2010
Time                    9.30am - 5.30 pm
Fee                     £245 +VAT (including refreshments and buffet lunch)
In-House Fee            £1,250 +VAT for up to 12 delegates



                                              -85-
          Property Catastrophe Excess of Loss Reinsurance
Course Description
This course explains the reasons why this type of reinsurance is purchased in the international
Reinsurance market. It will provide a description of London market practice, examine some
major wordings considerations and provide an introduction to rating methods and issues.

Target Audience
This course is designed principally for delegates who already have a basic knowledge of the
subject matter or who are involved with direct insurance and looking to develop a better working
knowledge of property reinsurance.

Course Format
This will be a participative event, with a mixture of tuition and guidance together with practical
exercises. Case studies include analysing an account and the suitability of protection provided,
an investigation of what is an “event”, and the calculation of premium and loss recoveries.
Delegates will be encouraged to actively participate in the course through discussion with the
course leader and the other attendees.

Course Objectives
On completion of the course delegates will understand:
 •    the functions and operation of Property Event or Catastrophe Excess of Loss Reinsurance
 •    the principal operating clauses, their purposes and application.

Course Content
 •    What is Event excess of loss reinsurance and what makes it different.
 •    The need for protection and appropriate applications
 •    Identifying event exposure – where, how big and how often will a loss be?
 •    What is protected – the need to define the “retained account”
 •    Establishing suitable limits and retentions
 •    The advantages and disadvantages to both Reinsureds and Reinsurers
 •    Key operating clauses – their purpose and operation including the concept of Ultimate Net
      Loss and the impact and importance that 'Event' definition can have
 •    Pricing – the factors influencing rating decisions and suitable calculation methods
 •    Does it work? A study of the allocation of losses to selected catastrophe protections and
      the potential problems that can arise

Trainer                 Andy Chilton

Duration                1 day

Dates                   9th March 2010
                        9th September 2010

Time                    9.00 am – 5.00 pm

Fee                     £245 +VAT (including refreshments and buffet lunch)

In-House Fee            £1,250 +VAT for up to 12 delegates




                                              -86-
                    Casualty Excess of Loss Reinsurance

Course Description
The Course will provide an introduction to International liability and casualty business (with
particular reference to the United Kingdom) and the use of excess of loss reinsurance in
protecting such accounts. It will provide an analysis of the legal principles, practice, and
wordings, as well as looking at rating issues.

Target Audience
This course is designed principally for delegates seeking an introduction to the subject
and how excess of loss reinsurance can be applied to address the problems of protecting
such business.

Course Objectives
On completion of the course delegates will:
 • understand the principal functions and operation Liability Excess of Loss Reinsurance,
 • be aware of the main operating clauses, their purposes and application.

Course Format
This will be a participative event, with a mixture of tuition and guidance together with practical
exercises. Delegates will be encouraged to actively participate in the course through discussion
with the course leader and the other attendees.


Course Content
 •    What is excess of loss reinsurance and what makes it different
 •    What makes liability business different
 •    Principles of contract, tort and third party
 •    An overview of the main types of liability and casualty business
 •    Why and how a programme of Excess of Loss layers are put together
 •    Basic rating methods and considerations
 •    Essential information required and exclusions
 •    Bases of coverage (Losses Occurring, Risks Attaching, Claims Made)
 •    Claims and reserving considerations (including IBNR, effect and management of inflation)
 •    Controlling claims – principle clauses, their purposes and application


Trainer                 Andy Chilton

Duration                1 day

Dates                   23rd March 2010
                        23rd September 2010

Time                    9.30 am - 5.00 pm

Fee                     £245 +VAT (including refreshments and buffet lunch)

In-House Fee            £1,250 +VAT for up to 12 delegates




                                              -87-
             A Year in the Life of a Reinsurance Contract

Course Description
The programme will provide participants with a full understanding of the technical issues and
processes involved in managing both proportional and non-proportional reinsurance contracts
from the day they are conceived until the final claim is settled or the contract is commuted.

Target Audience
Anyone new to reinsurance underwriting, claims handling, or contract and contract wording
preparation / checking or those who are already experienced in one area but wish to see the
“wider” picture

Course Objectives
On completion of the course delegates will:
 • Understand the functions and processes of reinsurance
 • See how each part of the process of reinsurance links to the next, enabling a greater
     understanding of their part in the process and how it impacts on the whole.

Course Format
The course will be presented by a lecture, discussion, exercises and case studies.

Course Content
Step 1 - Pre-Placement
 • Information required to make a Professional Decision
 • The Importance of the Risk Profile – what is needed and why?
 • The Retention – Deductible Decision Making Process
 • The Impact of the Account being protected on Cover and Style of Cover Needed
 • The Types of Reinsurance that are most likely to be effective

Step 2 - Preparing for the Placement
 • Preparing the Information Schedule and Offer Contract
 • Terms, Conditions, Exclusions e.g. Jurisdiction, Special Cancellation, Hours and
     Reinstatement Clauses

Step 3 - Underwriting the Risk
 • What price and terms would you expect / want / get?
 • What is meant by cost / price of reinsurance?

Step 4 – Reinsurance Security
 • What Security has been used?
 • Is it acceptable?
 • Some simple things to look out for

Step 5 – Documentation
 • Checking and preparing the Wording




                                               -88-
Step 6 – The Accounts Process
  • The items - presentation and calculation
  • Excess of Loss
         - Deposit Premium
         - Adjustment
         - Losses
         - Reinstatements
         - Burning Cost
  • Proportional
         - Quarterly Accounts
         - Portfolios
         - Reserve Deposit
         - Profit Commission

Step 7 – Risk Bigger than Normal – What to do?
 • Facultative Excess of Loss - Proportional
         - The differences
         - The different accounts processes

Step 8 – Preparing for the Renewal
  • Updating Information
  • Statistics

Step 9 – Three Years On!
 • What might still be happening on some of these reinsurances?
 • Losses
 • Adjustments to Burning Cost
 • The Impact of Incurred but NOT reported losses (I.B.N.R.) on the treaty results

Step 10 – Five Years or More on - Commutation
 • Is it a necessity?
 • Is it a possibility?
 • The issues to consider



Trainer                Peter Cave

Duration               2 days

Dates                  19th – 20th April 2010
                       23rd – 24th September 2010

Time                   9.30 am - 5.00 pm

Fee                    £495 +VAT (including refreshments and buffet lunch)

In-House Fee           £2,350 +VAT for up to 12 delegates




                                               -89-
 Cost Effective and Efficient Reinsurance Programme Design

Course Description
This 2 day course will provide an understanding of the principles and decision-making process
in successful reinsurance programme design.

Target Audience
This course is specifically designed for those involved in designing, placing or underwriting
reinsurance programmes or individuals seeking a better understanding of the processes involved
in planning a reinsurance programme.

Course Objectives
On completion of the course the delegates will:
 • Understand the reinsurance planning and buying process
 • Be able to explain the different ways of arranging a reinsurance programme and the affect
     of different decisions both on the buyer and the seller
 • Understand, design, package and price a reinsurance programme

Course Format
A participative event, with a mixture of tuition and guidance along with extensive use of
practical exercises to reinforce learning points.

Course Content
The Reinsurance Planning and Buying Process
 • The need for reinsurance
 • The type of reinsurance
 • How much reinsurance
 • Choice of reinsurer
 • The placing process
 • A review of a methodical approach to provide answers to all these questions

The Impact of Reinsurance Decisions
 • A full review of possible permutations of a reinsurance structure
 • The impact of some of the possible decisions
 • How key clauses may further impact on the decision making process

Will it Work?
 • Some consideration of “what if” simulations
 • How to review some of the decisions - with less information than apparently necessary


Trainer                Andy Chilton
Duration               2 days

Dates                  14th – 14th April 2010
                       5th – 6th October 2010
Time                   9.30 am to 5.00 pm
Fee                    £495 +VAT (including refreshments and buffet lunch)
In-House Fee           £2,350 +VAT for up to 12 delegates


                                            -90-
    Non-Proportional Reinsurance Contract Documentation:
          Rationale, Application and Interpretation

Course Description
The Course will provide delegates with an understanding of the purpose, meaning and
interpretation of Non-Proportional Treaty wordings and clauses.

Target Audience
Anyone involved in the preparation or checking of reinsurance contract documentation,
including brokers, underwriters or reinsurance buyers, and anyone who wants a good
understanding of the “mechanics” of reinsurance

Course Objectives
On completion of the course delegates will:
 • Be aware of the issues surrounding the concept of “contract certainty”
 • Be able to prepare, draft and check non-proportional treaty documentation for consistency,
     continuity, clarity and “certainty”
 • Be very clear on the importance of an accurate and detailed offer contract (based on MRC)
 • Have a questioning approach to wordings and clauses
 • Understand that simple can be good

Course Format
Presentations on the issues with delegate feedback. Reading and reviewing clauses in groups;
drafting and checking a basic treaty document.


Course Content
Introduction
  • A good contract leads to a good wording – a brief review of some Non-Proportional
     contract issues as they relate to the full documentation
  • The importance of consistency

Treaty Wording (Non-Proportional)
Purpose and implications of the various clauses in a typical proportional treaty and where they
should appear on a fully claused contract - including;
  • Operative Clause
  • Period of the Agreement Clause (LOD, LDD, RAD, Claims Made…..)
     Plus any specific issues – e.g. Interlocking clause
  • Cover Limit and Deductible
  • Hours Clause
  • Premium Clause
  • Ultimate Net Loss Clause
  • Net Retained Line Clause

Other Relevant Clauses Including:
 • Liquidation clause
 • Follow the settlements
 • Currency fluctuation
 • “Event” definition
 • Jurisdiction and “relevant law”

In addition there will be a review of any specific “current” clauses

                                             -91-
Trainer        Peter Cave

Duration       1 day

Dates          27th October 2010

Time           9.30 am – 5.00 pm

Fee            £245 +VAT (including refreshments and buffet lunch)

In-House Fee   £1,450 +VAT for up to 12 delegates




                                   -92-
        Proportional Reinsurance Contract Documentation:
            Rationale, Application and Interpretation

Course Description
The course will provide delegates with an understanding of the purpose meaning and
interpretation of proportional treaty wordings and clauses.

Target Audience
Those whose jobs involve preparation or checking of reinsurance contract documentation
whether as contract policies, fully claused contracts or traditional contract wordings, including
brokers, underwriters or buyers of reinsurance, and anyone who wants a good understanding of
the “mechanics” of reinsurance

Course Objectives
On completion of the course delegates will:
 • Be aware of the issues surrounding the concept of “contract certainty”
 • Be able to prepare, draft and check proportional treaty documentation for consistency,
     continuity, clarity and “certainty”
 • Be very clear on the importance of an accurate and detailed offer contract (based on MRC)
 • Have a questioning approach to wordings and clauses
 • Understand that simple can be good

Course Format
Presentations on the issues with interaction and feedback. Reading and reviewing clauses in
groups; drafting and checking a basic treaty document.


Course Content
Introduction
  • A good contract leads to a good wording – a brief review of some proportional contract
     issues as they relate to the full documentation
  • The importance of consistency

Treaty Wording (Proportional)
Purpose and implications of the various clauses in a typical proportional treaty and where they
should appear on a fully claused contract - including;
  • Operative Clause
  • Coverage / Limits
  • Premium Clause – ONR / OGR
  • Jurisdiction and “relevant law”
  • Termination Clause
  • Follow the settlements
  • Currency conversion
  • Period
  • Commission
  • Portfolios
  • Profit Commission
  • Premium Reserves
  • Cash Loss – PLA

In addition there will be a review of any specific “current” clauses


                                              -93-
Trainer        Peter Cave

Duration       1 day

Dates          28th October 2010

Time           9.30 am – 5.00 pm

Fee            £245 +VAT (including refreshments and buffet lunch)

In-House Fee   £1,450 +VAT for up to 12 delegates




                                   -94-
    Practical Application of Technical Reinsurance Accounts
                      (Non - Proportional)

Course Description
The course will provide a clear understanding of the principles and practice of Non-Proportional
Technical Reinsurance Accounts and a practical insight into the workings of the key Technical
Reinsurance Accounts items.

Target Audience
Those new to reinsurance or reinsurance accounts handling and those who need a broader based
view of differing reinsurance areas.

Course Objectives
On completion of the course delegates will be able to demonstrate the skills necessary to ensure
accurate and professional processing and checking of Non - Proportional Technical Reinsurance
Accounts.

Course Format
Presentations and discussion on the issues; carrying out a range of practical exercises; discussion
on individual experiences with different types of account


Course Content
Technical Accounts of Non-Proportional Treaty
 • Minimum and Deposit Premium
 • Adjustment
 • GNPI
 • Reinstatement
 • Burning Cost
 • Interlocking Clause
 • Currency Fluctuation Clause
 • Index Clause


Trainer                  Peter Cave

Duration                 1 day

Date                     27th July 2010

Time                     9.30 am to 5.00 pm

Fee                      £245 +VAT (including refreshments and buffet lunch)

In-House Fee             £1,450 +VAT for up to 12 delegates




                                               -95-
    Practical Application of Technical Reinsurance Accounts
                         (Proportional)

Course Description
The course will provide a clear understanding of the principles and practice of proportional
technical reinsurance accounts and a practical insight into the workings of the key technical
reinsurance accounts items.

Target Audience
Those new to reinsurance or reinsurance accounts handling and those who need a broader based
view of differing reinsurance areas.

Course Objectives
On completion of the course delegates will be able to demonstrate the skills necessary to ensure
accurate and professional processing and checking of proportional technical reinsurance
accounts.

Course Format
Presentations and discussion on the issues. A broad range of practical exercises; and discussion
on the different types of accounts and the issues that arise.

Course Content
Technical Accounts of Facultative Reinsurance
 • Facultative closings
 • Original Gross Rate (OGR) - Original Net Rate (ONR)

Technical Accounts of Pro-Rata Treaty
 • Commission - flat and sliding scale
 • Profit commission
 • Premium and loss portfolio
 • Premium and loss reserve deposits
 • Meaning and uses of UPR - OLR
 • Over-rider – over-riding commission
 • Cash Loss – PLA


Trainer                 Peter Cave

Duration                1 day

Dates                   26th July 2010

Time                    9.30 am – 5.00 pm

Fee                     £245 +VAT (including refreshments and buffet lunch)

In-House Fee            £1,450 +VAT for up to 12 delegates




                                             -96-
                Reinsurance Law: A Practical Viewpoint

Course Description
This Course will provide delegates with an outline of current thinking on reinsurance law and
analyse court decisions on clauses used in reinsurance contracts.

Target Audience
The course will be of value to anyone involved in reinsurance underwriting, claims handling, or
contract and contract wording preparation or checking. Those new to the legal profession will
also find it valuable.

Course Objectives
At the end of the course delegates will be able to:
 • Take more analytical approach to drafting or reading Contracts, Wordings and other
      reinsurance documentation
 • Reach higher standards of document production
 • Understand some of the complex issues relating to reinsurance law

Course Format
An interactive presentation including discussion of issues based on real examples and case law.
Also group discussions where delegates make their own legal judgments on topical clauses that
may or may not have yet been through the courts.

Course Content
 •   Understanding differing legal systems (Common Law – Civil Law)
 •   What has power and what does not?
         - The Cover Note
         - The Contract v Wording
 •   Where is the Contract Made
         - Jurisdiction and Proper Law
 •   The Role and Responsibilities of the Broker
 •   The Role and Responsibilities of the “Leader”
         - The “Follow the Leader” clause
 •   Signing Down – legally acceptable?
 •   “Event”, “Occurrence”, “Cause”
 •   “Information” and “Estimated” – what might they really mean?
 •   What do Terms - Condition, Warranty mean?
 •   Interpretation of Words – how will a Court view what has been written
 •   Claims Co-operation Clause
 •   Condition Precedent
 •   Follow the Settlement Clauses
         - Follow the Settlement versus Claims Co-operation
 •   Service of Suit and Arbitration
 •   Incorporation of Terms
         - Back to Back
         - Local Jurisdiction
         - Arbitration
         - Local Law




                                             -97-
 •    Cut Through Clause - US and UK Views
 •    Material facts in Reinsurance?
 •    Inspection Clauses
 •    Errors and Omissions Clause
 •    Broker – notice of cancellation clause
 •    Waiver of Utmost Good Faith Clause



Trainer                Peter Cave

Duration               1 day

Dates                  22nd April 2010
                       26th October 2010

Time                   9.30 am to 5.00 pm

Fee                    £245 +VAT (including refreshments and buffet lunch)

In-House Fee           £1,450 +VAT for up to 12 delegates




                                            -98-
                      Introduction to Claims Handling

Course Description
This course is those who are new to the claims environment and will be useful for new claims
technicians, claims brokers and other who need an overview of the claims process. This course
is also useful as a refresher. This is an interactive workshop.

Course Objectives
On completion of the course delegates will gain an understanding of:
 • The claims process
 • Contract law and insurance documentation
 • Property claims
 • Liability claims, including litigation procedures
 • Motor claims


Course Content
 •    What does the customer expect in terms of customer service
 •    The life cycle of a claim
 •    The importance of reserving
 •    Questioning Techniques to get the information you require
 •    Contract Law and the Insurance Contract
 •    Policy documentation
 •    Disputes
 •    Industry codes
 •    Property claims
 •    Liability claims
 •    Motor claims
 •    The litigation process


Throughout the course reference will be made to the principles of insurance and how they are
relevant to claims.



Trainer                 Sarah Godfrey

Duration                1 day

Dates                   5th May 2010
                        12th August 2010
                        4th November 2010

Time                    9.30 am – 4.30 pm

Fee                     £245 +VAT (including refreshments and buffet lunch)

In-House Fee            £1,250 +VAT for up to 12 delegates




                                             -99-
        Introduction to Liability and Professional Indemnity
                          Claims Handling

Course Description
The course will provide an excellent opportunity for delegates to develop their understanding of
the part claims handling plays in the insurance process. It will provide delegates with a detailed
understanding of the principles and practice of claims handling irrespective of the classes of
business in which they are involved.
The course will identify and detail the ways in which claims handlers may use correspondence,
meetings, emails, without prejudice discussions and telephone calls to advance or lay the
foundations of claims negotiation and settlement.
It will list and categorise those steps and stratagems that produce results or reduce those aspects
of the claim which are difficult to calculate and predict.

Target Audience
This course is suitable for anyone seeking an overview of claims handling. Delegates will
benefit from this course irrespective of the type of insurance in which they are involved, and it
will provide a good grounding to which specific classes can be applied.

Course Objectives
On completion of the course delegates will:
 • Appreciate the role of a claims handler
 • Name the principles of insurance and understand how they apply to claims
 • Recognise the importance of contract law and insurance documentation
 • Understand dispute resolution procedures
 • Understand the importance of reserving
 • Have an understanding of the process of handling property and liability claims
 • Have an awareness of litigation procedures

Course Format
The course will include opportunities for discussion and relevant case studies and exercises.

Course Content
  •   The methods used by Insurers to investigate claims and the various parties involved in the
      process
  •   A review of the settlement options available to Insurers
  •   The part played by suppliers in the claims process
  •   An examination of the litigation processes involved in claims handling
  •   The key elements of decision making in the claims process
  •   The importance and the methods of managing customer expectation

Trainer                  John Moore
Duration                 1 day

Dates                    To be advised
Time                     9.30 am - 5.00 pm
Fee                      £245 +VAT (including refreshments and buffet lunch)
In-House Fee             £1,250 +VAT for up to 12 delegates


                                               -100-
                    Aspects of Liability Claims Handling

Course Description
The course will inform delegates upon the legal, practical and commercial considerations
involved in the investigation and handling of liability and professional indemnity claims. This
will include recent legal developments in the main claims processes e.g. negotiation, mediation,
adjudication, arbitration and litigation; in the calculation and award of damages; the acceleration
of or avoidance of trials; and the award of legal cost and penalty interest. In particular the course
will adopt a practical approach to claims investigation, reserving and resolution.

Target Audience
This course will be of interest to those directly employed in claims handling, especially claims
handlers at insurance and reinsurance companies, claims brokers and solicitors. In addition those
with a limited involvement in claims handling will gain an understanding of the relevant issues
and considerations.

Course Objectives
On completion of the course delegates will:
 • Have an understanding of the current trends in claims handling
 • Be comfortable with developments in the Civil Procedure Rules
 • Understand the advantages of strategic and tactical planning
 • Appreciate the importance of, and the mechanism by which experts, solicitors, counsel and
     other advisers may be best employed
 • Be familiar with negotiating and mediation styles and techniques

Course Format
The course is presented by way of a series of lectures, including case studies and exercises
aimed at illustrating and developing the knowledge, experience and confidence of the delegate.


Course Content
Tactics                                            Negotiation
• What to do, which route to choose                • Timing, Categories and Types
• What to aim for, targets                         • Why, When, Who, Where, How
• Adjusting to the situation                       • Personalities and Style
• Strategy and constituents                        • Preparation, Position and Fallback

Managing the Team                                  Mediation
• Selecting the Team                               • Agreements, Procedures, Tactics
• Terms and Conditions                             • Pleadings
• What to do and When                              • Presentation
• Avoiding problems and Disputes                   • Support Papers
                                                   • Representation, Timing, Attendance
                                                   • Preparation




                                               -101-
Investigations                             Claims Handling
• Timing                                   • Relations with the Insured, Brokers,
• Why, When, Who, Where, How                  Insurers, Solicitors, Counsel and Experts
• Managing Papers and Meetings             • Correspondence, Reports, Meetings
• Preparing and Reading Reports            • Identifying the Target
• What to Concentrate on                   • Planning the Route, Monitoring Change
• Correspondence, faxes, emails            • Investigation and Research
                                           • Mastering and Managing the Process

Reserving                              Part 36 Offers and Payments
• Philosophy                           • Requirements of the CPR
• Types, Mechanics and Categories      • Correspondence
• Avoiding Creep and Leap              • Offers
• Providing for Liability, quantum and • Payments into Court
   Contribution                        • Responses to Offers, Timing
• Costs and Expenses                   • Interest and Penalties
• Assistance and Information           • Investigations and Disclosure



Trainer             John Moore

Duration            1 day

Dates               To be advised

Time                9.30 am - 5.00 pm

Fee                 £295 +VAT (including refreshments and buffet lunch)

In-House Fee        £1,450 +VAT for up to 12 delegates




                                        -102-
        Aspects of Professional Indemnity Claims Handling

Course Description
The course will analyse recent developments in the duties of professionals arising out of the
contract/appointment and in tort. In particular, the course will address the investigation of
claims, relations with solicitors, brokers, insurers and experts; reserving and the resolution of
claims by agreement or trial. This will include recent developments in the law and
considerations of strategy and tactical measures aimed at the economic disposal of the claim.

Target Audience
The course will be of interest to claims brokers, insurance industry claims handlers; solicitors
and experts engaged in the investigation and resolution of professional indemnity claims.

Course Objectives
On completion of the course delegates will:
 • Have an understanding of the current developments in the handling of professional
     indemnity claims, whether in litigation or otherwise
 • Acquire knowledge of the Overriding Objective and working detail of the Civil Procedure
     Rules
 • Understand the advantages of strategic and tactical planning
 • Appreciate the importance of, and the mechanism by which experts, solicitors, counsel and
     other advisers may be best employed
 • Be familiar with negotiating and mediating styles and techniques

Course Format
The course is presented by way of a series of lectures, including case studies and aimed at
illustrating and developing the knowledge, experience and confidence of the delegate.


Course Content
Tactics
 • What to do, which route to adopt
 • What to aim for, targets
 • Adjusting to the situation
 • Strategy and constituents

Negotiation
 • Timing, categories and types
 • Why, when, who, where, how
 • Personalities and style
 • Preparation, position and fallback

Managing the Team
 • Selecting the team
 • Terms and conditions
 • What to do and when
 • Avoiding problems and disputes




                                              -103-
Mediation
 • Agreements, procedures, tactics
 • Pleadings
 • Presentation
 • Support papers
 • Representations, timing, attendance
 • Preparation

Investigation
  • Timing
  • Why, when, who, where and how
  • Managing papers and meetings
  • Preparing and reading papers/reports
  • What to concentrate upon
  • Correspondence, faxes and emails

Reserving
 • Philosophy
 • Types, mechanics and categories
 • Avoiding creep and leap
 • Providing for liability, quantum and contribution
 • Costs and expenses
 • Assistance and information

Claims Handling
 • Relations with the insured, brokers, insurers, solicitors, counsel and experts
 • Correspondence, reports, meetings
 • Identifying the targets
 • Planning the route, monitoring change
 • Investigation and research
 • Mastering and managing the process


Trainer                 John Moore

Duration                1 day

Dates                   To be advised

Time                    9.30 am - 5.00 pm

Fee                     £295 +VAT (including refreshments and buffet lunch)

In-House Fee            £1,450 +VAT for up to 12 delegates




                                             -104-
                    Introduction to Marine Hull Claims

Course Description
This course provides an introduction to marine hull claims, providing a broad knowledge and
understanding of the types of claims and the principles involved in dealing with them.

Target Audience
The course is suitable for anyone who needs a broad overview of marine hull claims, including
underwriting and broker staff, both placing and claims. The course assumes no prior knowledge.

Course Objectives
On completion of the course delegates will be able:
 • To understand the principles of marine hull claims
 • To explain the types of hull claims
 • To understand how an average adjustment is prepared
 • To explain how claims apply to the policy
 • Understand the rules of practice of the association of average adjusters

Course Format
The course will be run as an interactive presentation with discussion and relevant case studies
and exercises.


Course Content
 •    The principles of marine hull claims
 •    The types of marine claims
 •    The Law on the Sea Conventions
 •    Principles and practice of General Average
 •    Average Adjustments
 •    York Antwerp Rules
 •    Collision Claims


Trainer                 Len Wilkins

Duration                1 day

Dates                   To be advised

Time                    9.30 am - 5.00 pm

Fee                     £295 +VAT (including refreshments and buffet lunch)

In-House Fee            £1,450 +VAT for up to 12 delegates




                                            -105-
           Introduction to Alternative Risk Transfer (ART)
Course Description
This course is designed to give delegates a practical understanding of the various forms of ART.

Target Audience
This course is aimed at anybody experienced in insurance who needs or wishes to have
knowledge of the various forms of ART available.

Course Objectives
At the end of the course the delegate will have an understanding of the different methodologies
of ART available and how they operate and may be applied to provide risk solutions.


Course Content
 •    Reasons for development of ART
 •    Types of ART
 •    Self insurance
 •    Mutual insurance
 •    Captive insurance
 •    Finite risk and financial insurance and reinsurance
 •    Reinsurance catastrophe futures
 •    Capital market solutions
          - Catastrophe bonds
          - Contingent surplus notes
          - Contingent equity
 •    Insurance securitisation
 •    Weather derivatives



Trainer                 Jonathan Besso-Cowan

Duration                1 day

Dates                   20th April 2010
                        13th July 2010
                        9th November 2010

Time                    9.30 am – 5.00 pm

Fee                     £295 +VAT (including refreshments and buffet lunch)

In-House Fee            £1,450 +VAT for up to 12 delegates




                                              -106-
             Introduction to Captive Insurance Companies
Course Description
This course will provide an excellent introduction to the development of captive insurance
companies, the reason for their formation, the different types of captive and how they operate.

Target Audience
This course will be useful to brokers and insurers who need to understand how captives operate.

Course Objectives
On completion of the course the delegates will:
 • Understand why Captives are formed
 • Have a knowledge of the different types of captive
 • Be aware of some of the regulatory and taxation issues.


Course Content
• The History and Development of Captive Insurance Companies
• Advantages and disadvantages
• Taxation Issues
• Regulatory Issues
• Types of captive and their characterisirtics
         o Single parent Captive
         o Association Captive
         o Group Captive
         o Rent a Captive
         o Protected Cells

•     Choice of location
•     Fronting
•     Reinsurance



Trainer                    Jonathan Besso-Cowan

Duration                   1 day

Date                       19th October 2010

Time                       9.30 am - 5.00 pm

Fee                        £295 +VAT (including refreshments and buffet lunch)

In-House Fee               £1,450 +VAT for up to 12 delegates




                                               -107-
                 Introduction to Global Risk Management

Course Description
This course will explain the main techniques used by risk managers in identifying, analysing and
controlling risks. It is at an introductory/intermediate level.

Target Audience
Insurance personnel who liaise with risk managers on a day-to-day or strategic basis. Also, those
who have started to operate in a risk management environment and need to develop their
knowledge further.

Course Objectives
On completion of the course delegates will be aware of the growing concept of risk
management, and explain the techniques used by risk managers in identifying, analysing and
controlling risks.

The course will be interactive with the use of case studies and exercises.

Course Content
 •    Why risk management is important
 •    What other people expect from risk managers
 •    How risk managers detect risks in their organisation
 •    An understanding of the major techniques used by risk managers to analyse risks and to
      rank them in order of priority
 •    An understanding of how risk managers control the risks that they are faced with
 •    Know the risks that give risk managers sleepless nights
 •    An awareness of new challenges that are facing risk managers



Trainer                  Norman Tyler

Duration                 1 day

Dates                    To be advised

Time                     9.30 am – 5.00 pm

Fee                      £295 +VAT (including refreshments and buffet lunch)

In-House Fee             £1,450 +VAT for up to 12 delegates




                                              -108-
                       Preparing for a FSA Arrow Visit

Course Description
This half day course is designed for those who now need to prepare for an ARROW visit or who
may need to in the future. It will be useful to help organisations prepare and make sure they are
doing things as they should in advance.

The key to this course is to learn from those who have already had visits and to make sure other
people’s mistakes don’t become yours too.

Course Objectives
Delegates who successfully complete this workshop will be able to:

 •    Understand the FSA approach to ARROW visits
 •    Understand what the FSA will expect from them
 •    Prepare for the ARROW visit itself

Course Content
 • Understanding the reasons for ARROW visits
 • Understanding the processes involved in ARROW visits
 • Understanding the requirements of Treating Customers Fairly and making sure your
    procedures are adequate
 • Understanding the requirements under “SYSC”
 • What will the FSA be looking for during the visit?
 • Preparing for the visit itself and making sure documents are ready and people are prepared,
    particularly those likely to be interviewed
 • Identifying key business and control risks and documenting them
 • What can be learned from ARROW visits made elsewhere?
 • How can that knowledge be put to good use?




Trainer                 To be advised

Duration                Half day

Dates                   To be advised

Time                    9.30 am – 1.00 pm

Fee                     £195 +VAT (including refreshments)

In-House Fee            £950 +VAT for up to 12 delegates




                                             -109-
                  Introduction to Corporate Governance

Course Description
The last two decades have seen an enormous change in the climate of Corporate Governance
both statutory and self regulatory. This course is designed to provide an overview of the key
aspects of governance regulations and codes currently in force to enable businesses to
understand their obligations and manage their ‘reputational’ risk.

Target Audience
This course is for all managers/executives involved in the internal audit function, senior
managers and newly appointed Board Directors with a compliance aspect to their job briefs.

Course Objectives
At the end of this programme, delegates should be able to form a clear view of the regulatory
regime currently in force in the UK and understand their statutory and regulatory obligations.

Course Format
The course will be run as a workshop and include opportunities for discussion and practical
exercises.


Course Content
 •    The evolution of the ‘governance’ concept
 •    The ‘Combined Code of Corporate Governance’
 •    The Cadbury Report
 •    The Greenbury Report
 •    The Hampel & Turnbull Reports
 •    A reaction to Enron – the Sarbanes Oxley Act [USA]
 •    The Higgs Review
 •    The Operating & Financial Review
 •    Conflict and resolution
 •    The ‘internal audit’
 •    The role of the Non Executive Director



Trainer                Nik Joshi

Duration               1 day

Dates                  To be advised

Time                   9.30 am – 4.30 pm

Fee                    £245 +VAT (including refreshments and buffet lunch)

In-House Fee           £1,250 +VAT for up to 12 delegates




                                            -110-
                    Introduction to Financial Institutions
Course Description
This programme is designed from an insurance perspective to give delegates a practical
understanding of the wide variety of Financial Institutions. It is also the foundation course for
the Financial Institutions Insurance programme.

Target Audience
Junior brokers, technicians, underwriters and other staff requiring an introduction to the different
types of Financial Institutions insured in the London Market.

Course Objectives
At the end of the course the delegates will be able to:
 • Explain the main types of Financial Institutions and the terminology that is used
 • Understand the different functions they perform and some of the internal controls they
      have to comply with

Course Contents
Describe the different types of Financial Institutions and explain what they do:
 • Retail Banks
 • Global Banks
 • Merchant Banks
 • Investment Banks
 • Building Societies
 • Independent Financial Advisors (IFAs)
 • Stock Brokers
 • Venture capitalist firms
 • Private Equity Houses
 • Investment trusts
 • Corporate financiers
 • Fund managers
 • Hedge funds
 • Pension funds
 • Asset managers
 • Currency Exchanges
 • Mergers and Acquisitions
 • Restructuring
 • Initial public offerings
 • Leasing


Trainer                  Jonathan Besso-Cowan
Duration                 1 day
Dates                    16th March 2010
                         16th June 2010
                         14th September 2010
                         24th November 2010
Time                     9.30 am – 5.00 pm
Fee                      £245 +VAT (including refreshments and buffet lunch)
In-House Fee             £1,250 +VAT for up to 12 delegates

                                              -111-
                           Assessing Client Companies

Course Description
Executives and managers often need to be able to assess the financial standing of their client
organisations or may need to form a view of the credit worthiness of client/partner organisations.
This short programme is designed to enable managers to form a structured view of data to be
analysed and interpretations to be made to facilitate clear objective business judgements from
the information made available in the reports and accounts of enterprises.

Target Audience
Executives and managers responsible for credit risk assessment. Executives and managers
responsible for entering into long term contracts with client/partner organisations. Strategic
managers responsible for long term planning and/or merger acquisition assessments.

Course Objectives
On completion of the course delegates will:
 • At the end of the programme delegates should be able to analyse and interpret an
     enterprises annual financial statement and be able to identify the nature and degree of risk
     to the sustainability of an enterprise.

Course Format
The course will be run as a workshop and include opportunities for discussion and practical
exercises.


Course Content
 •    The Chairman’s Statement – the nature and climate of the business
 •    The Profit & Loss Account
 •    The risk to and sustainability of income streams
 •    The Balance Sheet
 •    Leverage and financing of long term and working capital
 •    The Cash Flow Statement
 •    Understanding the Corporate Governance Regime
 •    Quality of and risk to cash flows
 •    Exercise - Interpretation of a Company Financial Statement



Trainer                 Nik Joshi

Duration                1 day

Dates                   6th May 2010

Time                    9.30 am – 4.30 pm

Fee                     £245 +VAT (including refreshments and buffet lunch)

In-House Fee            £1,250 +VAT for up to 12 delegates




                                              -112-
                    Understanding Insurance Accounts

Course Description

This covers areas such as balance sheet analysis, cash flow forecasts, technical reserves and
triangulation to help you analyse business performance and profitability and see how to improve
it. It is presented by Stephen Brookson, an expert in the subject who is particularly adept at
explaining its intricacies in an easily-understood way combining theoretical knowledge and
practical skills. The knowledge gained from it will help delegates to manage their areas of
responsibility more profitably and with a greater degree of understanding and confidence.

Course Objectives

On completion of the course delegates will be able to:
 • Use financial and management accounting reports to help you run their part of the business
 • Avoid basic misunderstandings when dealing with accountants or auditors
 • Radically improve their planning and budgeting skills
 • Become much more aware of the impact on profitability of their decisions

Above all, this programme will give delegates a sound understanding of the financial tools and
techniques needed to become an even more effective insurance industry professional.

Course Format

This is a highly interactive course analysing current financial papers and insurance company
accounts

Course Content

Insurance Companies’ Accounts
 •   What is different about insurance companies, and what does this mean?
 •   The nature of insurance business
       – Known income/unknown costs
       – The problem of profit recognition
       – Cash flow generation vs. future uncertainty, hence the regulatory framework
       – Balancing underwriting losses with investment income profits
 •   How the problems are ‘solved’
       – A first look at the recommended accounting practice
 •   The underwriting/profit account approach
 •   Loss/revenue account approach

Underwriting and Profit and Loss Accounting
 •   How raw data converts to financial information
       – Building up methodically a simple set of insurance company accounts from scratch
 •   Premiums written
       – Unearned premiums
       – Unearned premiums reserve movements
       – Reinsurance
 •   The three types of claims
       – Paid, outstanding and unreported (IBNR)
       – The effect on reserves (insurance technical funds) by movements in provisions
 •   Commissions and deferred acquisition costs
       – Effect on the year’s result and the provisions carried forward
 •   Management expenses
 •   Investment accounting explanations
 •   GAAP results, interest earned the rest of the profit and loss account
                                            -113-
 •       A different type of business gives rise to a different type of financial statement – a first
         read through of an insurance company’s accounts

Balance Sheet Accounting
     •     Investments
           – What is allowed?
           – How are they invested?
           – How are they valued and displayed in the accounts?
     •     Technical reserves – key components such as unearned premium provision, claims,
           unexpired risk and deferred acquisition cost
     •     Shareholders’ funds
     •     UK & US & International GAAP

Insurance Terminology and Measurements
     •     Traditional insurance business ratios
               - Acquisition
               - Loss
               - Management and combined ratios
               - How they are calculated and what they mean
     •     Productivity - each area has own measure appropriate to the nature of the business
     •     Margins, assets and ratios
     •     Developing a structured approach to approving/verifying performance
     •     Triangulations:
           – Premiums and claims triangulations
           – Incurred but not reported (IBNR)
           – Basic chain ladder and other methods

Other Insurance Items
     •     Three year vs. one year accounting
              – Who does what?
              – Reconciling the two treatments
              – Current trends
     •     Reinsurance
           – Inwards and outwards and display and effect on financial statements

     •     Lloyd’s business
                – Peculiarities and differences
                – Current position
     •     Pricing business generally
                – Tools and techniques
     •     Risk
           – Based capital
           – Its importance in tomorrow’s successful insurance company


Trainer                     Stephen Brookson

Date                        To be advised

Time                        9.30 am – 5.00 pm

Fee                         £325.00 +VAT (including refreshments and buffet lunch)

In-House Fee                £1,850 +VAT for up to 12 delegates



                                                   -114-
                      Understanding Company Accounts

Course Description

Finance is all too often the key management skill that is ignored – at your peril. Often seen as
someone else’s problem, in today’s increasingly “exploded” organisations managers nowadays
find they need the financial language, skills and understanding – or else they simply don’t
survive! This extremely practical finance for managers programme will guide delegates through
the maze and give them the confidence to challenge accountants whenever they need to.

Target Audience

This course is extremely useful for any non-financial manager or technical expert in the
insurance industry, including: claims managers, business development managers, underwriters,
Brokers, risk managers

Course Objectives

On completion of the course the delegate will be able to:
• Understand the fundamental principles of score keeping and accounting.
• Appreciate the business economics that drive all organisations, and analyse business
    performance.
• Appreciate the role of financial management and future-looking financial decision-making

Course Format

This is a highly interactive course analysing current financial papers, and company accounts


Course Content

•     The difference between financial and management accounting – what are we measuring and
      why.
•     The uses and limitations of the three key documents - profit and loss account, balance sheet
      and cash flow statement.
•     How to perform financial analyses with selective use of key ratios.
•     How to read and understand the financial press and their measures.
•     What the pressures of capital markets can mean to a business’ financial performance.
•     An overview of the current major financial and accounting debates and issues.
      How taxation (all types) affects a business.
•     The fundamentals of costs: fixed/variable, direct/indirect and break-even.
•     How to make better quality forward-looking financial decisions.
•     The practice of discounted cash flow and importance of properly controlled capital
      investment.

Trainer                  Stephen Brookson

Date                     To be advised

Time                     9.30 am – 5.00 pm

Fee                      £325.00 +VAT (including refreshments and buffet lunch)

In-House Fee             £1,850 +VAT for up to 12 delegates


                                              -115-
                    Budgetary Planning and Management

Course Description
This workshop will cover the essential aspects of budgeting and financial controls. It will be
delivered in plain English and is a practical day with the opportunity to ask questions and
discuss areas of concern. As individual budget holders, each delegate will learn how their own
role affects the wellbeing of the whole organisation and why financial constraints and controls
are vital.

Another aim of the day is to increase delegate’s awareness of the whole financial picture of the
organisation rather than just their part of it.

Target Audience
This course is designed for those with responsibilities for budgets who are not accountants or
finance specialists.

Course Objectives
On completion of the course delegates will:
 • Have an understanding of essential finance documents and be able to use these to help with
     budgeting
 • Be able to use methods of budget calculation and justification
 • Have an understanding of tracking spend against budgets
 • Be better able to control total spend by the business
 • Have seen example of budgetary control in action which they can apply in their companies

Course Format
The course will be run as a workshop and include opportunities for discussion and practical
exercises.

Course Content
 •     An overview of financial controls will be provided.
 •     The financial flows in an organisation will be explored through a simple business model
       which demonstrates the importance of budgetary control.
 •     Methods of calculating likely spend and justification through Cost Benefit Analysis will be
       discussed
 •     Planning for budgets will be explored and putting a budget together will be explained
 •     Methods of measuring spend against budget will be outlined and delegates will explore
       ways in which they can control costs
 •     Managing spend will be discussed including supplier management
 •     Alternative methods of budgeting and control will be examined and discussed.
 •     Simple financial exercises will be used to consolidate the understanding of the financial
       operating principles

Trainer                  Nik Joshi
Duration                 1 day

Date                     15th November 2010
Time                     9.30 am – 4.30 pm
Fee                      £245 +VAT (including refreshments and buffet lunch)
In-House Fee             £1,150 +VAT for up to 12 delegates


                                              -116-
                    Finance for Non-Financial Managers

Course Description
All managers have an impact on the finances of their business, whether they understand that
impact or not. And all managers need to know the essentials of how finance works because it is
the life-blood of every organisation.
This is a practical day with the opportunity to ask questions and discuss areas of concern. Each
delegate will learn how their own role affects the whole organisation and why financial controls
are vital.
The aim of the course is to increase awareness of the whole financial picture of the organisation
rather than just their part of it.

Target Audience
This course is designed for all managers who are not familiar with financial procedures and
reporting.

Course Objectives
On completion of the course delegates will:
 • Understand the essentials of financial accounting
 • Be able to work through a balance sheet and a profit and loss account
 • Understand the financial flows in their own organisation
 • Have knowledge of financial regulation and how this operates
 • Be able to budget effectively and implement financial controls in their own businesses

Course Format
The course will be run as a workshop and include opportunities for discussion and practical
exercises.

Course Content
 •    The main aspects of Financial Accounting will be introduced and explained
 •    The structure and construction of the ‘balance sheet’ the ‘profit and loss account’ and the
      ‘cash flow statement’ will be explored
 •    The financial flows in a business will be explored through a simple business model
 •    Financial regulations will be included so far as they are relevant to the group of delegates
 •    The concept of Management Accounting will be explained and explored
 •    Methods of budgeting and control will be examined and discussed
 •    Simple financial exercises will be used to consolidate the understanding of the financial
      operating principles

Trainer                 Nik Joshi
Duration                1 day

Dates                   23rd April 2010
                        30th June 2010
                        15th October 2010
                        10th December 2010

Time                    9.30 am – 4.30 pm

Fee                     £245 +VAT (including refreshments and buffet lunch)

In-House Fee            £1,250 +VAT for up to 12 delegates

                                              -117-
                      Appraisal Skills for Professionals

Course Description
This workshop is designed to enable leaders and managers to effectively appraise staff and
ensure personal development of their subordinates. It will allow delegates to plan appraisals and
make sure they achieve their purpose. It will also help delegates to ensure that appraisal becomes
an ongoing part of the work culture and not a once or twice a year exercise.

Course Overview
 •    The benefits of appraisals to the company, the managers and staff members
 •    The role of appraisals within a performance management system
 •    Preparing and conducting the appraisal itself
 •    Following up the appraisal programme
 •    Role play to explore challenging situations

Course Content
Preparing for the Appraisal
 • Logistics – where and when are you going to do the interview, room layout, off-site or in
     the office, etc
 • Gathering information – previous appraisal notes, examples of good and poor
     performance, customer/colleague feedback, strengths and development areas
 • Preparing the appraisee
 • Consider future objectives and targets
 • Consider possible training and development needs

Conducting the Appraisal Itself
 • Interview structure
 • Creating rapport with communication skills – voice, body language, eye contact, etc
 • Offering feedback constructively
 • Reactions to feedback
 • Getting the appraisee to open up – questioning and listening skills
 • Personal performance outside of specialist skills of the individual
 • Note taking
 • Looking forwards as well as reviewing past performance – objective setting

Following up the Appraisal Programme
 • 1– 1 meetings throughout the year
 • Monitoring performance against objectives – use the paperwork as a working document
 • Continuous feedback
 • Delivering promises, e.g. training requests
 • Personal learning and development plans


Trainer                 Donna Shoesmith
Duration                1 day

Dates                   11th May 2010
Time                    9.30 am – 5.00 pm
Fee                     £225 +VAT (including refreshments and buffet lunch)
In-House Fee            £995 +VAT for up to 12 delegates



                                             -118-
                Assertiveness and Communication Skills
Course Description
Have you ever wondered how some people manage to stay in control of situations and avoid
being pushed into things yet still maintain good relationships with everyone? This course is for
those looking for help and techniques to deal with situations requiring good communication
skills whilst standing firm where needed.

Target Audience
This course is suitable for anyone who needs to assert themselves yet remain professional and
maintain good relationships.

Course Objectives
On completion of the course delegates will:
   • Understand the features of assertiveness and benefits of assertive behaviour
   • Recognise the link between assertiveness, confidence and self-esteem
   • Appreciate the differences between aggressive, non-assertive and assertive behaviour
   • Identify and demonstrate ways of dealing with criticism, confrontation, anger, and
      negativity effectively and positively
   • Recognise and understand certain behavioural traits in themselves and others and know
      how to deal with them
   • Be assertive and take control of, and manage, difficult situations confidently

Course Format
The course will be run as a workshop and including discussion and practical exercises.

Course Content
    •   Understanding Assertiveness - what assertiveness is and isn’t
    •   Skills of Assertiveness and reasons to use assertive techniques
    •   Building confidence and self-esteem
    •   Giving & Receiving Praise & Criticism
    •   Positive Communication Skills – how to make an impact through verbal and non-verbal
        means
    •   The Main Influencing / Personal Impact Styles
    •   Aggressive/Assertive/Passive
    •   Advantages and Disadvantages
    •   Definitions
    •   Behavioural Styles – which are you?
    •   Saying "no" without feeling guilty
    •   Role Play activity to practice the skills
    •   Summary, Review and Personal Action Plans

Trainer                 Bernadette Ramsay
Duration                1 day

Dates                   7th September 2010
Time                    9.30 am – 4.30 pm
Fee                     £225 +VAT (including refreshments and buffet lunch)
In-House Fee            £995 +VAT for up to 12 delegates



                                             -119-
                     HR and Manager Stress Awareness
Course Description
Stress has become a major risk in the workplace in the early part of the 21st Century and one in
five workers currently report feeling extremely stressed at work. This programme is aimed at
managers of all levels. It looks at how to identify and reduce the stress in your teams and also at
personal levels of stress and how to cope better.
This course is designed to identify the difference between healthy challenges and stress and to
ensure that you understand how to prevent the build up of stress.

Target Audience
This course is suitable for line managers, HR Professionals and health and safety officers who
need to ensure that stress is managed in their organisations.

Course Objectives
On completion of the course delegates will:
   • Understand the way stress works
   • Identify those things which affect their business
   • Implement strategies to reduce personal stress and your team
   • Understand more about how you may cause or reduce stress
   • Maintain a healthier lifestyle by reducing your personal stress

Course Format
The course will be run as a workshop and include opportunities for discussion and practical
exercises.


Course Content
    •   What is Stress?
    •   How does it manifest itself within our business?
    •   What are the underlying reasons for stress?
    •   What are the effects of stress?
    •   How can we help to reduce stress in our business
    •   How can leadership have a significant effect on negative stress?
    •   How can the way that we work effect our colleagues?
    •   We look at the different levels of stress - low, optimum, high. What they mean and what
        we need to do to be able to keep the pressure positive
    •   Framework Stress and Live Stress
    •   Inherent Stress
    •   Stress Busters - A plan for working and managing differently



Trainer                  Kevin Hopton
Duration                 1 day

Dates                    To be advised

Time                     9.30 am – 4.30 pm
Fee                      £245 +VAT (including refreshments and buffet lunch)
In-House Fee             £950 +VAT for up to 12 delegates


                                              -120-
                         Managing Change Successfully
Course Description
All sectors of industry and commerce are changing at an ever-increasing pace and companies
and organisations constantly have to adapt to operate successfully within these changing
environments. Change is not optional, it will happen to an organisation whether welcomed or
not. Keeping pace with change is essential for continued success.
This course is designed to help people through the change process more quickly, enabling them
to return to high levels of productivity. It will show how staff can be helped to see that change is
in their interest, indeed is essential to their continuing success in the workplace.

Target Audience
This course is suitable for all those whose organisations are going through a period of change or
are planning for change.

Course Objectives
On completion of the course delegates will:
    •   Describe how proposed changes impact on them, individuals, their teams and the
        business
    •   Identify and implement actions that will promote support for planned changes
    •   Pinpoint the potential obstacles and sources of resistance to change
    •   Create relevant /thorough plans for implementing changes in the workplace
    •   Maintain momentum during the implementation of change
    •   Assess the effectiveness of change initiatives

Course Format
The course will be run as a workshop and include opportunities for discussion and practical
exercises.

Course Content
    •   Understanding the external and organisational drivers for change
    •   Building the change agenda - where we want to be v where we are now
    •   Stakeholder mapping - identifying the key players and their needs
    •   Creating a compelling vision
    •   The practical tools and techniques for planning change
    •   How change impacts on the team and individuals
    •   Building shared commitment
    •   Understanding and overcoming resistance
    •   Managing communications - creating an effective communications framework
    •   Taking care of business during change initiatives
    •   The impact of leadership style - the role of the manager/leader
    •   Responding to problems - maintaining momentum & managing risks/issues
    •   Maintaining personal energy and commitment – what to do when doubts arise
    •   Reviewing and measuring the impact of the change effort




                                               -121-
Trainer        To be advised

Duration       1 day

Dates          To be advised

Time           9.30 am – 4.30 pm

Fee            £225 +VAT (including refreshments and buffet lunch)

In-House Fee   £995 +VAT for up to 12 delegates




                                   -122-
                        Developing Team Performance
Course Description
All organisations rely heavily on the performance of teams and their ability to achieve objectives
effectively. This course will help delegates to get the most from their teams and to help to ensure
they continue to develop in the future. It will be especially useful for those who want to see more
from their team and who want to understand why current performance could be even better.

Target Audience
This course is suitable for those involved in managing teams who are looking to maximise the
performance of the team by building understanding and mutual respect within the team.

Course Objectives
On completion of the course delegates will:
   • Engage and encourage participation from everyone as part of one team
   • Understand the nature of communication between team members and develop strategies
      to improve this
   • Motivate and use the skills of a diverse range of team members
   • Build trust and openness between team members
   • Enable staff to understand colleagues better and value others contributions
   • Maximise the output form the whole team by applying new techniques and insights

Course Format
The course will be run as a workshop and include opportunities for discussion and practical
exercises.

Course Content
    •   Roles and responsibilities of team leaders
    •   Balancing people management and your own workload
    •   Building a positive and successful team
    •   Understanding behaviour of team members
    •   Creating the right mix of personalities and abilities
    •   Balancing motivation and individual needs with the needs of the team
    •   Best practise in motivation and team building
    •   Using feedback to develop performance strategies for your team
    •   Implementing business objectives within the team
    •   Effective communication between team members
    •   Effective delegation and sharing of responsibilities within a team



Trainer                  To be advised
Duration                 1 day

Dates                    To be advised
Time                     9.30 am – 4.30 pm
Fee                      £225 +VAT (including refreshments and buffet lunch)
In-House Fee             £995 +VAT for up to 12 delegates




                                              -123-
                          HR for Non-HR Management

Course Description
This is a very practical and interactive course for those who have responsibility for other people
yet have no training in HR and employment issues. It will provide help for line managers to
avoid accidental breaches of the law but also help with best practice for managing people.

Target Audience
This course is designed for managers with responsibility for other people who will benefit from
knowing how the law operates and knowing which issues they can to deal with and when to
bring in HR expertise.

Course Objectives
By the end of the programme, participants will be able to:
 • Understand how employment law affects them as managers
 • Be able to develop practices which comply with legislation
 • Be more effective in managing people through knowledge of HR best practice
 • Be more confident in dealing with difficult employee issues
 • Have a greater awareness of when to manage issues themselves and when to bring in HR
     expertise

Course Format
The course will be run as a workshop and include opportunities for discussion and practical
exercises.


Course Content
 •    A look at the development and effects of employment legislation
 •    The key areas in which a lack of HR knowledge can cause problems for those with
      responsibility for other people
 •    Recruitment best practice from identifying the real nature of the vacancy to drawing up job
      descriptions and person specifications and adverts or agency briefs
 •    Interviewing which complies with legislation and avoids accidental discrimination
 •    Understanding employment contracts
 •    Dealing with grievances and disciplinary processes
 •    The do’s and don’ts of managing absence, both official and unofficial
 •    Measuring staff turnover and implementing measures to reduce it including feedback from
      exit interviews
 •    Monitoring HR implications during times of change for the business
 •    Case studies to bring the subjects to life

Trainer                 Donna Shoesmith
Duration                1 day

Dates                   27th April 2010
                        20th July 2010
                        5th October 2010
Time                    9.30 am – 4.30 pm
Fee                     £195 +VAT (including refreshments and buffet lunch)
In-House Fee            £950 +VAT for up to 12 delegates


                                              -124-
                    Managing Training and Development

Course Description
Training and Development is often seen as a ‘nice to have’, something which is good but
expendable if finances become tighter. This is a view which does not take into account the
benefits of a well thought out and costed training plan, one which is designed to more than repay
the investment.
This course will show how training can be managed to produce a good return for the business as
well as a good resource for the staff and managers themselves.

Target Audience
This course is suitable for those who are responsible for the training and development function
of their organisations. It will help planning and analysis of the training function for those not
familiar with this and provide a useful refresher for established training managers.

Course Objectives
By the end of the programme, participants will be able to:
 • Understand how to assess training needs and begin to plan to meet them
 • Know how to plan and organise the training function
 • Be able to deliver effective training programmes
 • Learn how to communicate with the rest of the business
 • Control spending and investment with much more confidence

Course Format
The course will be run as a workshop and include opportunities for discussion.


Course Content
 •     Assessing training needs and setting objectives
 •     Building training plans and desired outcomes
 •     Delivering the training plan
 •     Analysing successes and failures
 •     Training management and its role in the wider business
 •     Selling the benefits of training to the workforce
 •     Setting, justifying and managing training budgets
 •     Reviewing training spend against achievements
 •     Managing external training providers

Trainer                  Donna Shoesmith

Duration                 1 day

Date                     25th May 2010
                         3rd August 2010
                         25th October 2010

Time                     9.30 am – 4.30 pm

Fee                      £195 +VAT (including refreshments and buffet lunch)

In-House Fee             £995 +VAT for up to 12 delegates



                                              -125-
                        Meetings, Agendas and Minutes
Course Description
This workshop is designed to help people who need to create effective agendas, take effective
minutes and manage the communication of what happened and the follow up. It will equip
delegates with the skills to record essentials whilst leaving out the details unnecessary for future
records. It will also help to make meetings more productive and efficient. It will focus on the
essential skills and confidence to make meetings successful.

Target Audience
This course is suitable for those involved in preparing for meetings, making sure they achieve
their purposes and recording precisely what went on.

Course Objectives
On completion of the course delegates will be able to:
   • Create and use effective meeting agendas
   • Take notes and minutes accurately at meetings
   • Develop listening and summarising skills for improved note-taking and minute-taking
   • Manage the follow up and effective use of the minutes
   • Make meetings more productive and successful
   • Help ensure consensus amongst those attending meetings

Course Format
The course will be run as a workshop and include opportunities for discussion and practical
exercises.


Course Content
    •   Creating effective agendas for meetings
    •   Using agendas during the meeting
    •   How to take notes and minutes in a structured format
    •   How to review and follow up previous minutes
    •   Using annotations and headings. What should your notes or minutes look like after a
        meeting?
    •   Correct grammar and brevity – how can you achieve both?
    •   Eliminating the unnecessary without missing the vital
    •   The distribution of minutes and their follow up
    •   Who should attend your meeting and what do they need to know?
    •   Where should the meeting be and in what format?
    •   What is the meeting intended to achieve?
    •   Understanding behaviour in meetings
    •   Promoting constructive involvement and conduct in meetings
    •   Ensuring participation and control - staying focused and on track – managing
        digressions
    •   Review and Following up – noting actions and responsibilities and documenting the
        content and output of the meeting




                                               -126-
Trainer        Chris Dix

Duration       1 day

Dates          26th August 2010
               16th November 2010

Time           9.30 am – 4.30 pm

Fee            £225 +VAT (including refreshments and buffet lunch)

In-House Fee   £995 +VAT for up to 12 delegates




                                    -127-
                                Memory Techniques
Course Description
Have you ever wished that you could recall a name, remember important facts at meetings, or
perhaps recall information under the pressure of an exam? This programme will help you to
develop techniques to improve your memory, and your ability to recall information, for all kinds
of things. We will review some easy to learn practical techniques to help you become more
effective in business, study and life.


Target Audience
All those wishing to improve their ability to memorise and recall information.

Course Objectives
On completion of the course delegates will:
 • Appreciate that memory is near perfect, but the recall mechanism must be developed
 • Understand how the work of W. Penfield supports holistic memory
 • Be aware that there appear to be different types of memory, for different types of
     information, and that these may each be improved
 • Understand the value of association techniques
 • Develop a practical ‘pegging’ technique to recall lists – in any order
 • Develop techniques to remember and recall case law for exams
 • Be able to describe the function of the left & right brain, according to Sperry & Ornstein,
     and show how right-brain theory helps in creating effective mind maps

Course Format

The course will be presented as an Interactive practical workshop. Handouts provided.


Course Content
 •    The perfect memory?
 •    Names, faces numbers and cases
 •    Why we forget - the Ebbinghaus curve of forgetting
 •    Playing for keeps - long term v short term memory
 •    Association techniques
 •    Pegging and stacking techniques
 •    Mnemonics
 •    Mind-mapping


Trainer                 Stephen Mason
Duration                Half day

Dates                   To be advised
Time                    9.30 am – 1.00 pm
Fee                     £195 +VAT (including refreshments)
In-House Fee            £950 +VAT for up to 12 delegates




                                              -128-
             Negotiation Skills for Insurance Professionals

Course Outline
This workshop has been designed for anyone who has to negotiate insurance cover or claims,
whether with Underwriters, Brokers or Clients. The key to the success of the programme is the
use of specifically developed Case Studies, which reflect real working situations.

Course Objectives
On completion of the Course participants will be able to:
 • Deal with difficult negotiators;
 • Build rapport and improve relationships;
 • Adjust their negotiation style for different situations;
 • Deal with internal or external negotiations in an adaptive or consultative manner
 • Create a stronger negotiating position;
 • Avoid being cheated; and conduct negotiations with confidence
 • Negotiate better deals and contracts if appropriate;
 • Increase sales and/or profit margins;
 • Understand decision making triggers, buying triggers and buying signals- as appropriate.

Course Format
The course will be run as a workshop and include opportunities for discussion and practical
exercises and case studies.

Course Content
 •    Types of negotiation and negotiating style
 •    What makes a good negotiator / Negotiation and the negotiator -
      Lots of people have very different ideas about negotiation and the skills and qualities a
      good negotiator needs. How people handle negotiations and the qualities they bring.
 •    Planning negotiating strategy
 •    Preparation
 •    Essential skills of negotiating & approach
        o Building rapport, gaining interest and making an impact
        o Creating the right climate
        o Control
        o Communication ( verbal and body language)
        o Interpersonal skills in negotiation
        o Effective use of questioning and listing skills in negotiation and eliciting
             information effectively
        o Decision making triggers
 •    Your personal negotiation style - adjusting your negotiation style for different situations
      and steering the bargaining process by staying focused and adapting your style when
      necessary.
 •    Strengthening your position - Holding your ground when you need to
 •    Getting the Win-Win
 •    Closing the negotiations
 •    Handling complaints and objections
 •    Trust, Patience and Integrity and remaining professional
 •    Face to face issues
 •    Telephone negotiating
 •   Skills Practice




                                              -129-
Trainer        Chris Dix

Duration       1 day

Date           4th August 2010
               28th October 2010

Time           9.30 am - 5.00 pm

Fee            £225 +VAT (including refreshments and buffet lunch)

In-House Fee   £995 +VAT for up to 12 delegates




                                   -130-
        Performance Management Including High Performers
Course Description
All businesses need good performance from teams and individuals if they are to compete in an
increasingly competitive market. This means both showing those who are underperforming what
they need to do but also helping and encouraging the rising stars to make sure they stay.

This is a workshop for managers who need successful people. It is intended to assist managers in
ensuring that the best performance is obtained for the organisation whilst developing the
individuals who show future potential.

Target Audience
This course is suitable for managers who want to improve their performance management in the
modern working environment and with new competitive pressures and who want to help staff to
fulfil their potential.

Course Objectives
On completion of the course delegates will:
   • To identify, encourage and enhance effective performance
   • To use the most appropriate performance measurement techniques and systems for each
      scenario
   • To learn how to set the most appropriate goals and evaluate the results
   • To identify and encourage high performers to keep them in the business and help them
      achieve their potential
   • To improve communication within each team and show underperformers what can be
      achieved

Course Format
The course will be run as a workshop and include opportunities for discussion and practical
exercises.


Course Content
    •    What is performance management? How can it be used as a positive experience rather
         than just a prelude to disciplinary procedures?
    •    Establishing realistic goals and making sure these can easily be measured
    •    Balancing the needs of the organisation with the capabilities of the individual
    •    Ensuring the yardstick for success is clear to all
    •    What constitutes a quality service from an individual and how this should be evaluated?
    •    What constitutes best value for the organisation and how this should be evaluated?
    •    Getting, communicating and living a shared view
    •    Understanding the skills, knowledge and attitude required for the organisation’s future
    •    Clarifying, communicating and reviewing organisational goals and targets
    •    Linking group and individual responsibilities to organisational performance
    •    Establishing goals and targets for individuals
    •    Measuring performance
    •    Induction that focuses on performance
    •    Using effective methods of reviewing performance and development
    •    Ensuring that everyone understands, accepts and is committed to a performance
         management system
    •    Communicating to reinforce the process or system
    •    Ensuring closer contacts and understanding of customers and their aspirations and
         demands


                                              -131-
Trainer        Bernadette Ramsay

Duration       1 day

Dates          To be advised

Time           9.30 am – 4.30 pm

Fee            £225 +VAT (including refreshments and buffet lunch)

In-House Fee   £995 +VAT for up to 12 delegates




                                   -132-
          Personal Organisation and Workload Management
                        (Time Management)

Course Description
This course aims to equip participants with skills to gain control of time and effectively prioritise
their workload. Planning, organising, implementing and monitoring are essential elements of this
programme, along with the need to delegate effectively where appropriate.

Target Audience
This course is suitable for people at all levels and in all disciplines who need to gain control of
their time and use it more effectively by managing themselves and their workload effectively.

Course Objectives
On completion of the course delegates will have new skills to help them:
 • Systematically review their use of time and resources available to them
 • Prioritise their workload and manage it more effectively
 • Recognise their time management strengths and weaknesses
 • Realise their value as a resource of the organisation
 • Produce an action plan to improve workload management
 • Make better use of time through effective delegation where appropriate

Course Format
The course will be run as a workshop and include opportunities for discussion and practical
exercises.

Course Content
  •   Time as a resource
  •   Systematic and opportunistic approaches to improvement
  •   Building an awareness of our use of time
  •   Managing priorities
  •   Creating an overview of what needs to be done - standing back and surveying the whole
      picture
  •   How and what to plan, schedule and organise - analysing workload, prioritisation and
      categorising
  •   Fitting long term priorities into short term planning
  •   Clarifying our role and the goals that we need to achieve
  •   Managing paper and filing - dealing with paperwork – handling post, emails and memos
  •   Handling the unexpected – managing interruptions
  •   Identifying your personal “time thieves”
  •   Establishing a set of key result areas
  •   Focusing on results

Trainer                  Donna Shoesmith
Duration                 1 day

Dates                    6th April 2010
                         14th July 2010
                         20th September 2010
Time                     9.30 am – 4.30 pm
Fee                      £225 +VAT (including refreshments and buffet lunch)

In-House Fee             £995 +VAT for up to 12 delegates
                                               -133-
                     Presentation Skills for Professionals

Course Description
A highly interactive course in presentation skills, which will inspire, entertain and inform you.
Deborah Hall, draws on her experience as a TV journalist to help you prepare more effective
messages and make a strong, memorable impact on your audience.

Previous experience of public speaking is not essential, as individuals will progress at their own-
pace. We can guarantee however that there will be new insights for everyone, even the most
experienced speaker, and plenty of practice for all. Delegates are encouraged to join in the
feedback, which is positive and constructive.

Course Objectives
By the end of the course the delegates will:
 • Look professional and knowledgeable
 • Appear relaxed and confident
 • Speak without notes
 • Make presentations memorable
 • Take control of Q and A sessions
 • Feel much better about speaking in public

Course Format
The course is highly interactive, with a mixture of individual, pair and group work, interspersed
with fun exercises and quizzes in order to highlight learning points.



Trainer                  Deborah Hall

Duration                 1 day

Dates                    To be advised

Time                     9.00 am – 5.30 pm

Fee                      £375 +VAT (including refreshments and buffet lunch)

In-House Fee             £1,750 +VAT for up to 6 delegates




                                              -134-
                           Report Writing for Business
Course Description
Writing reports that have impact and achieve desired results is a skill. This course aims to
benchmark delegates’ existing knowledge and develop their skills to write accurate, brief and
clear reports to achieve results.

Target Audience
This course is suitable for all those who would like to write effective reports with confidence.

Course Objectives
On completion of the course delegates will:
   • Describe the structural elements of best practice reports
   • Use practical tools to plan reports e.g. mind maps and key questions
   • Understand how reports can become more effective if attention is paid to the ABC of
      report writing – accuracy, brevity and clarity
   • Compose reports using plain English, ensuring that most readers can understand them.
   • Practise writing a brief report using learning from the day

Course Format
The course will be run as a workshop and include opportunities for discussion.


Course Content
    •   Ice-breaker – wordiness warning
    •   Introductions & experience of participants
    •   Review course objectives and any extra individual needs
    •   Planning reports – mind map exercise and use of open questions to shape the report
    •   Discussion to clarify report structure understanding
    •   ABC of writing reports i.e. the importance of:
            Accuracy – spell-checking & proof-reading (review of commonly misspelt words)
            Brevity – simplifying words and phrases (exercises)
            Clarity – fogging and readability (software tools in Microsoft Word)
    •   Exercises to show plain English and reducing ‘padding’
    •   Session to clarify the difference between active and passive voice
    •   Polishing your report
    •   Group exercise to compose and structure a brief report using learning from the day



Trainer                  Bernadette Ramsay

Duration                 1 day

Date                     To be advised

Time                     9.30 am – 4.30 pm

Fee                      £225 +VAT (including refreshments and buffet lunch)

In-House Fee             £995 +VAT for up to 12 delegates




                                               -135-
                      Speed Reading and Memory Skills
Course Description
An adult will usually read something in the region of 200-400 words per minute. This may seem
perfectly adequate. However, it is possible to increase this by a factor of as much as 3 or 4. This
course will show you how
We use only a fraction of the brain’s capacity to store and recall information. This course sets
about examining the triggers that can be used to stimulate the brain and thus improve the
delegate’s ability to recall information.

Target Audience
This course is suitable for all wishing to increase reading speed and to increase the amount of
information and knowledge they are able to absorb in a limited space of time. It is also suitable
for all wishing to increase their ability to retain that information in either the workplace or
personal life.

Course Objectives
On completion of the course delegates will:
   • Understand far more about their own abilities
   • Learn new techniques to take in and retain information
   • Be more effective in the workplace
   • Be able to use their imaginations more effectively
   • Be more confident in using facts and figures

Course Format
The course will be run as a workshop and include opportunities for discussion.


Course Content
    •   How fast do you read?
    •   How People Read
    •   Maintaining Comprehension levels
    •   Enhancing the ability to read more for longer periods
    •   Organising your thoughts
    •   How effective are you at absorbing information
    •   Stimulate your imagination
    •   Be more confident
    •   Problem solving and creativity



Trainer                  Chris Dix
Duration                 1 day
Dates                    15th July 2010
                         14th October 2010
Time                     9.30 am – 4.30 pm
Fee                      £225 +VAT (including refreshments and buffet lunch)
In-House Fee             £995 +VAT for up to 12 delegates



                                               -136-
         Interviewing Including Recruitment and Selection

Course Description
All managers need to know how to conduct effective interviews, either for recruitment,
disciplinary situations or obtaining feedback. This course has a very practical approach and is
designed to provide managers, or team leaders, with skills and techniques for successful
interviewing, particularly recruitment interviewing or to refresh existing skills and update
knowledge.

Target Audience
For all managers who would like to conduct even more effective interviews and also to make the
process of recruitment and selection as efficient and effective as possible.

Course Objectives
By the end of the programme, participants will be able to:
 • Plan and prepare for a selection interview
 • Interview and select potential employees with greater confidence and know the
     organisation’s procedures for conducting and recording selection interviews
 • Control the interview and be able to use open and closed questions and use them to gain a
     better understanding of the interviewee
 • Use at least two methods to review the information gained, evaluate the results and make
     the best decision
This course has also been designed to equip you with the knowledge, skills and techniques to
select candidates successfully and:
  • Use different selection methods
  • Shortlist candidates fairly
  • Use an interview structure

Course Format
The course will be run as a workshop and include opportunities for discussion and practical
exercises.


Course Content
 •   The opportunities presented by a vacancy
 •   Using a job and person specification to identify key features of the job against which to
     match job applicants
 •   Identify key competencies needed to be able to do the job
 •   Creating the right atmosphere for the interview
 •   Using different selection methods
 •   Successful interviewing - planning and questioning techniques
 •   Questioning, listening, observing, body language and note taking
 •   Countering the interviewee who’s read the book!

 •   The sequence of the interview
 •   Use of behavioural questions to elicit the right information
 •   Opening, closing and managing the interview
 •   Evaluation of applicants and decision making
 •   Summary, Review and Personal Action Plans




                                              -137-
Trainer        Donna Shoesmith

Duration       1 day

Date           8th June 2010
               2nd September 2010
               29th November 2010

Time           9.30 am – 4.30 pm

Fee            £225 +VAT (including refreshments and buffet lunch)

In-House Fee   £995 +VAT for up to 12 delegates




                                    -138-
                 COURSES

                     2010



US Insurance Training by US Business Specialists
                   IMC NORTH AMERICA TRAINERS


Bill Cundiff
Bill Cundiff started his insurance career in 1972 as a retail agent selling mutli-lines of insurance,
including life and health insurance. Since then he has managed independent agencies for other
owners, developed his own independent agency and been a consultant in property/casualty. Bill
formed Insurance University in 1994 to provide quality insurance training programs for insurers
and agents. Today, Insurance University reaches insurance professionals from Hanoi to London
through interactive classroom presentations and Insurance University Online. In addition to
classroom and online training, Bill acts as an education consultant for insurers and agents. Bill
has become popular in the London market delivering a number of diverse programs on the US
market since 2005. “The Risk Channel” features a number of interviews with Bill on US
markets.


William R Feldhaus PhD CPCU CLU
Bill Feldhaus is Associate Professor of Risk Management and Insurance Department of Risk
Management and Insurance, J Mack Robinson College of Business, Georgia State University
Atlanta. He has extensive experience in the insurance industry and many years studying and
lecturing on insurance matters. He has written, edited and contributed to numerous books and
papers on insurance and legal matters.


Fred E Karlinsky Esq
Fred E Karlinsky is a shareholder in Colodny, Fass, Talenfeld, Karlinsky & Abate in Fort
Lauderdale and Tallahassee, Florida. He focuses his practice on insurance regulatory matters,
insurance legislative matters, insurance transactional matters and governmental affairs.
Colodny, Fass, Talenfeld, Karlinsky & Abate was recently ranked second in the United States
for its legal expertise and ability in insurance regulatory law by Reactions Magazine. He joined
the Firm in 1993, prior to which he held positions with the Florida House of Representatives,
Florida Department of Community Affairs and as a law clerk to a trial judge in the 11th Judicial
Circuit in Miami-Dade County, Florida. In 1996, Mr. Karlinsky joined the Florida Residential
Property and Casualty Joint Underwriting Association, where he attained the position of Chief
Legal Officer and Assistant Executive Director. He returned to the Firm in 1999. He is a
member of the Florida Bar and admitted to practice in all Florida trial and appellate courts, the
United States Court of Appeals for the 11th Circuit, United States District Court for the
Southern, Middle and Northern Districts of Florida, United States Supreme Court, United States
Court of Federal Claims, and the United States Tax Court.
               Introduction to the US Insurance Market

Course Description
This introductory course is directed to brokers and underwriters in the early stages of their
career. The purpose is to give an overview of the scope of the US marketplace, the regulatory
scheme governing the industry and the US tort system. An overview is presented on the
marketing systems in the US including the role of the London market.

Course Format
The program combines lecture with interactive discussion, workshop activities and an end of
program assessment.

Course Content
USA System of Governance
 • Federal system
 • State regulation
 • Financial Modernization Act of 1999

USA Courts
 • Trial by jury
 • Class actions
 • Contingency fee

Role of the National Association of Insurance Commissioners
 • Who are they
 • What do they do
 • Their role in 2008

Role of the State Department of Insurance
 • Regulations
 • What they do
 • How much power

Laws and Consequences
 • Insurer and agent licensing
 • Surplus lines marketing and regulation
    - American Association of Managing General Agents
    - National Association of Professional Surplus Lines Offices
    - Stamping Offices
 • Insurance Information and Privacy Laws
 • Underwriting – Adverse Decisions
 • Access to recorded information

Insurance Marketing Systems
  • Direct writers
  • Exclusive agents
  • Independent agents
  • Broker
  • Consultants
  • Non-admitted




                                             - 142 -
Standardized Forms and Rates
  • ISO
  • AAIS
  • Property coverage
     - Building codes and ordinance issues
  • Workers compensation
  • Individual filing

Plotting Potential for Catastrophic Events
  • Natural disasters
  • Tort traps



Trainer                Bill Cundiff
Duration               1 day
Dates                  26th April 2010
Time                   9.30 am – 4.30 pm
Fee                    £325 +VAT (including refreshments and buffet lunch)




                                             - 143 -
        Introduction to US Commercial Property Insurance

Course Description
The Course will provide an overview of the exposures, coverage and issues encountered in
insuring Commercial Properties in the United States. The program is suited for those candidates
with some exposure to the Commercial Property market but anyone interested in the subject will
gain from attending.

Course Content
Introduction
History of the development of the US property insurance market

Basic Principles and Concepts
 • Proximate Cause
 • Construction
 • Occupancy
 • Protection
 • Exposure

Coverage Forms
 • Insuring agreements
 • Definitions
 • Cause of Loss Forms
 • Difference in our common language

Coverage Options
 • Blanket insurance
 • Specific insurance
 • Coinsurance
 • Use of deductibles

Valuation
 • Methods for determining total insurable values (TIV)
 • Actual Cash Value
 • Replacement Cost
 • Stock Valuations
 • Functional Replacement Value

Catastrophe Risk Management
 • Flood
 • Earthquake
 • Coastal Exposures
 • Terrorism (TRIA update)
 • National Flood Insurance Plan


Trainer                 Bill Cundiff
Duration                1 day

Dates                   27th April 2010
Time                    9.30 am – 4.30 pm
Fee                     £325 +VAT (including refreshments and buffet lunch)


                                              - 144 -
                 Introduction to US Casualty Insurance

Course Description
An in depth program designed to introduce the delegate to the casualty insurance market in the
United States. This program includes a discussion of future trends.

Course Format
The program combines lecture with interactive discussion and workshop activities.

Course Content
American Legal System
 • Exposures and laws that create liability
 • Elements of negligence
 • Strict and absolute liability
 • Contractual liability
 • Legal defenses

Exposures Facing American Business
 • Bodily Injury and Property damage
 • Personal Injury exposure and coverage
 • Employment Practices exposure and coverage
 • Work place injury exposure and coverage
 • Professional liability exposure and coverage
 • Directors and Officers exposure and coverage
 • Liability from the ownership and operation of motor vehicles
 • Umbrella/excess

The Future
 • Exposure and coverage for e-business
 • Privacy issues
 • Tort reform legislation
 • Terrorism exposures, exclusions and TRIA
 • Trends
 • Increasing cost of medical care
 • The next asbestos
 • Lettuce, tomatoes and obesity



Trainer                Bill Cundiff
Duration               1 day

Dates                  28th April 2010
Time                   9.30 am – 4.30 pm
Fee                    £325 +VAT (including refreshments and buffet lunch)




                                              - 145 -
            Introduction to US Business Income Insurance
Course Description
The Course will provide an introduction to US Business Income Insurance business, including a
detailed analysis of the cover provided. It is well suited for anyone who is new to US Business
Income business, and will also be useful for anyone working for the CPCU designation.

Course Content
Introduction
  • Concept of Business Income Insurance
  • General Coverage Intent
  • Impact and Importance to Commercial Businesses

Coverage Trigger: Critical Tenets for Coverage
 • Covered Causes of Loss
 • Underwriting the coverage
 • Calculating the amount of coverage
    - Expenses
                Continuing Expenses
                Extra Expenses
                Coinsurance
     - Direct Physical Loss
     - Indirect loss

Additional Coverage
 • Civil Authority
     - Described Premises
     - Period of Restoration
     - Insured’s Duties
     - War, Civil Commotion and Vandalism

Coverage Forms for Lost Income
 • Business Income
 • Extended Business Income
 • Rental Income
 • Extra Expense
 • Contingent Business Income (contributing locations)

Considerations and Damages from the World Trade Center Attack


Trainer                Bill Cundiff
Duration               1 day

Dates                  To be advised
Time                   9.30 am – 4.30 pm
Fee                    £325 +VAT (including refreshments and buffet lunch)




                                             - 146 -
         Introduction to US Medical Malpractice Insurance

Course Description
The Course will provide an introduction to US Medical Malpractice Insurance business,
including a detailed analysis of the risks, how liability arises and the cover provided. It is well
suited for anyone who is new to US Medical Malpractice business.

Course Content
Introduction
  • Major Segments
       - Physicians
       - Hospitals
       - Allied Health Care Professionals
  • The US Insurance Market
       - Premium
       - Underwriting Performance
       - Types of Insurers
               traditional insurers
               policyholder-controlled insurers

Physicians Professional Liability Insurance
 • The Practice of Medicine in the US
 • Claim Data
 • The Liability Exposure of Physicians
        - Negligence
        - Vicarious liability
        - Statutory liability
        - Special duties owed by physicians
        - Common allegations
        - Evidentiary rules and procedures

 •   Physicians Professional Liability Insurance—Coverage Analysis
 •   Underwriting Physicians Professional Liability Insurance
 •   Case Study

Hospital Professional Liability Insurance
 • The Hospital Environment
 • Sources of Legal Liability
 • Hospital Professional Liability Insurance—Coverage Analysis
 • Underwriting Hospital Professional Liability Insurance

Allied Health Care Professions Liability Insurance
 • Nature of Allied Health Care Professions
 • Coverage Analysis
 • Underwriting Allied Health Care Liability Insurance

Managed Health Care Professional Liability Insurance
 • Nature of “Managed Care”
 • Liability Exposures
 • Coverage Analysis




                                               - 147 -
Trainer    Bill Feldhaus
Duration   1 day

Dates      To be advised
Time       9.30 am – 4.30 pm
Fee        £325 +VAT (including refreshments and buffet lunch)




                                - 148 -
                     US Professional Liability Insurance
Course Description
This course will provide a detailed look at Professional Liability Insurance in the United States.
It will be of particular interest to those who are new to the subject or with some working
experience of this class of business.

Target Audience
Placing brokers, claims handlers, underwriters, lawyers and technicians working within the
Lloyd’s and London insurance market.

Course Objectives
This course will provide an academic review of this complex subject area for those with
experience of day to day issues.

Course Content
 •    Nature of Professional Liability Exposure
 •    What constitutes a “Profession”
 •    Commercial General Liability (CGL) Insurance
 •    Common policy provisions
 •    Coverage Triggers: Occurrence and Claims Made
 •    Claims-Made Insuring Agreement
 •    Claims settlement features
 •    Exclusions, Conditions, other insurance clauses and miscellaneous conditions
 •    The Professional Liability Insurance Market



Trainer                 Bill Feldhaus
Duration                1 day
Dates                   To be advised
Time                    9.30 am – 4.30 pm
Fee                     £325 +VAT (including refreshments and buffet lunch)




                                               - 149 -
           US Directors’ and Officers’ Liability Insurance

Course Description
This course will provide a detailed look at Directors and Officers (D&O) Liability Insurance in
the United States. It will be of particular interest to those who are new to the subject or with
some working experience of this class of business.

Target Audience
Placing brokers, claims handlers, underwriters, and technicians working within the Lloyd’s and
London insurance market.

Course Objectives
This course will provide an academic review of this complex subject area for those with
experience of day to day issues.

Course Content
 •    Nature of D&O loss exposure
 •    Common Law Duties of Directors and Officers
 •    Claims against Directors
      - Derivatives Claims
      - Claims based on Federal Securities Law
      - Sarbane-Oxley Act 2002
      - Other Claims
      - Recent D&O Claims Data
 •    D&O Liability Insurance: Coverage Analysis
 •    Underwriting D&O Liability Insurance



Trainer                 Bill Feldhaus
Duration                1 day
Dates                   To be advised
Time                    9.30 am – 4.30 pm
Fee                     £325 +VAT (including refreshments and buffet lunch)




                                               - 150 -
                 US Excess and Surplus Lines Insurance

Course Description
The purpose of this training course is to provide participants with an overview of the non
admitted (surplus lines) insurance market in the US.

Target Audience
Underwriters, brokers, managing agents and anybody else with an interest in how US non
admitted business works.

Course Format
The course will be run as an interactive presentation with discussion and relevant exercises for
optimum learning.

Course Content
Evolution of the Market (from London to US)
 •   Definitions
 •   Brief History of Insurance
 •   Excess and Surplus Lines Market
 •   Independently Procured Coverage
 •   Surplus Lines Insurers
 •   Common Types of Surplus Risks

The Regulatory System
 •   Federal and State Accommodation
 •   State Regulatory Issues
 •   Regulation of Investments Practices, Reserves and Reinsurance
 •   Guaranty Funds
 •   Eligible Surplus Lines Insurers
 •   The Lloyd’s Market

Placement of Surplus Lines Coverage
 •   Types of Risks
 •   Disclosure
 •   Documentation
 •   Taxation
 •   General Responsibilities of Surplus Lines Agents

Distribution Systems
 •   Types of Insurance Agents
 •   Surplus Lines Agents
 •   Surplus Lines Distribution Systems
 •   Eligible Insurers
 •   Insurance Distribution Methods
 •   Licensing Requirements

State by State Requirements for Surplus Lines
 •   Surplus Lines Laws by State
 •   Non-resident Licensing
 •   Countersignature Requirements




                                              - 151 -
The course will also cover:
 •    Binding Authority versus Open Markets
 •    Definition of Methods
 •    London Issues



Trainer                Fred Karlinsky
Duration               1 day

Dates                  To be advised
Time                   9.30 am – 4.30 pm
Fee                    £325 +VAT (including refreshments and buffet lunch)




                                              - 152 -
                      Emerging Issues in US Insurance

Course Outline
This half day course provides an analysis of a number of the many emerging and perplexing
issues facing US insurance companies and lawyers.


Target Audience
Underwriters, brokers, managing agents and anybody else with an interest in the latest issues in
US Insurance.

Course Format
The course will be run as an interactive presentation with discussion and relevant exercises for
optimum learning.


Course Content
 •    National Catastrophe Insurance Plan
 •    National Insurance Act / Optional Federal Charter
 •    U.S. Treasury Blueprint for a Modernized Financial Regulatory Structure
 •    Non-admitted and Reinsurance Reform Act
 •    McCarran-Ferguson Act / Antitrust exemption legislation
 •    Terrorism Risk Insurance Act (TRIA)
 •    US Reinsurance Regulatory Framework / Credit for Reinsurance
 •    NCOIL State Insurance Authority Study
 •    Surplus Lines Compact
 •    Interstate Compacts
 •    Contingent Commissions
 •    Wind and Flood Insurance Issues
 •    Credit Scoring
 •    Florida 2008 Legislative Session



Trainer                 Fred Karlinsky
Duration                Half day
Dates                   To be advised
Time                    9.30 am – 12.30 pm
Fee                     £225 +VAT (including refreshments)




                                              - 153 -

				
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