The Right Questions Make All the Difference
Before you submit a manufacturing account, your intake conversation should uncover the unique risks and exposures the client faces. This isn't just about gathering information — it's about identifying the factors that will influence carrier appetite, placement options, and premium accuracy. The questions you ask — and the order in which you ask them — can change the outcome of the submission entirely.
Start with the Business Structure and Ownership
Manufacturing accounts often involve multiple locations, subcontractors, or joint ventures. Begin by understanding the business structure: Is it a single location or multi-state? Who owns the operation — is the owner actively involved in day-to-day work or removed? Does the business have part-time workers, interns, or independent contractors? These factors affect whether you recommend owner inclusion and how you handle exposure across states. If the client is vague or inconsistent here, it may signal gaps in documentation or unclear expectations about coverage.
Understand the Nature of the Work
Manufacturing isn't a one-size-fits-all classification. Ask about the specific processes, materials, and equipment involved. For example, a client that uses high-pressure machinery will face different exposure than one that assembles products manually. In some cases, the client may be handling hazardous materials or operating in a high-risk environment — both of which can impact carrier eligibility and placement options. If they can't describe the workflow in detail, it's a red flag that may suggest a lack of clarity or preparedness.
Assess the Workforce and Employee Practices
Workers' compensation is a statutory requirement in most states, but the details matter. How many employees does the client have? Are they full-time, part-time, or on a project basis? What is the client's history with employee injuries or claims? Ask about their safety protocols, training procedures, and incident reporting. A poor safety record or a lack of documented policies can raise the client's risk profile. If the client downplays these issues, it may indicate a higher likelihood of future claims, which could impact placement and premium.
Clarify the Location and Jurisdictional Complexity
Manufacturing operations often span multiple states, and some states have their own rating bureau and classification system. Confirm where the client operates and whether they plan to expand. Ask if they have any satellite locations or subcontractors in states like California (WCIRB) or New York (NYCIRB), which use independent rating systems. This information will help you determine whether the account is likely to be accepted in those states and whether you need to submit separate applications or adjust your approach. If the client is unclear about their operational footprint, it may point to unregistered locations or compliance issues.
Evaluate the Client's Claims History and Risk Management
A client's past claims can tell you a lot about their risk profile. Ask for a summary of any recent or recurring claims, including the nature of the incidents and the resolution. Do they have a claims management process in place? How do they handle workplace injuries or disputes? A client with a consistent claims history may be flagged as high risk, while one with no claims may be more attractive to carriers. If the client is evasive or refuses to provide details, it may indicate a lack of transparency — a warning sign for underwriters.
Confirm the Client's Coverage Goals and Expectations
It's important to understand what the client is looking for beyond the basics. Do they need coverage for equipment, product liability, or cyber threats in addition to workers' compensation? Are they considering a business owners policy (BOP) or looking for standalone lines? Ask about any specific exclusions or endorsements they expect to be included. This helps you align the submission with their needs and ensures that the final policy meets their expectations. If the client has unrealistic or mismatched expectations, it may lead to dissatisfaction later — or even a misplacement.
Document Everything and Prepare for Submission
Once you've gathered all the necessary information, document the details carefully. A well-structured submission includes clear answers to all the above questions, along with relevant documentation such as payroll data, employee rosters, and location details. This will help you present a complete and accurate picture to the carriers. If you're using a platform like Cennairus, your submission reaches multiple carriers at once, which streamlines the process and improves your chances of finding a placement. But it only works if the submission is thorough and precise.
