« Back to News

Download the article as a PDF

Business Insurance

As seen the week of: Broker Supplement, August, 18 2008

Mid American offers clients wide choice

By KristenGunderson Hunt

Officials at Mid American Group Inc. recognized early in its 20-year existence that providing traditional brokerage services wasn't enough to earn new clients, Chief Executive Officer Jim Lill says.

Consequently, Mid American decided to go a step further and provide administrative services to middle-market clients that had minimal human resources and benefits personnel and were looking for guidance in navigating the benefits territory, Mr. Lill said.

Today, Mid American offers services ranging from flexible spending account administration to Health Insurance Portability and Accountability Act compliance training to employee assistance programs in addition to brokerage services. Customers seem to appreciate Mid American's offerings, as it was voted best retail brokerage with less than $25 million in revenues in the Business Insurance 2008 Readers Choice Awards.

"I think the customers we've attracted really appreciate the fact we're able to provide these additional services," Mr. Lill said. "Since our focus is on the middle market, a lot of these customers need the help."

Focusing on customer service is another way Mid American distinguishes itself from competitors and the larger brokers. Mr. Lill said his client service representatives are all former human resources executives and an understanding of the business.

"We try to engage our customers frequently," Mr. Lill said. "Instead of periodic meetings, we're actually in the trenches with our customers on a day-to-day basis."

He said the broker and consultant's dedication to organic growth and long-term relationships is another draw for customers. The company does not intend to merge with or be acquired by any other company, he said. Instead, the firm prides itself on brokers servicing their clients for extended periods of time.

"Merger and acquisition activity has taken over our industry as a major focus of growth," Mr. Lill said. "We're in it for the long haul."