Carrier Cheat Sheet

How to pitch Church Mutual was built specifically for nonprofits and religious organizations — they understand your exposures in a way a generalist carrier never will. Their claims team knows how to handle abuse & molestation, volunteer liability, and special events without treating you like a commercial account. SAM (Sexual Abuse & Molestation) coverage is strong and often broader than competitors. Lead with their specialization when the prospect has been with a generalist carrier.

How to pitch USLI is your go-to when a risk gets declined by admitted carriers or when you need specialized coverage like D&O, EPLI, or professional liability for social services. Explain to clients that surplus lines carriers take on risks the standard market won't — that's a strength, not a weakness. Their A++ AM Best rating makes the conversation easier. Lead with their financial strength and willingness to cover what others won't.

How to pitch Great American is particularly strong for habitational nonprofits — group homes, assisted living, senior care. Their crime and fidelity products are excellent for nonprofits with multiple employees handling funds. When competing against generalist carriers on a senior care or home health account, Great American's specialized underwriting and claims experience in this space is your differentiator.

How to pitch Philadelphia is your go-to for management liability — D&O, EPLI, and fiduciary all in one package. Their nonprofit D&O form is well-regarded and their limits are competitive. Lead with the management liability package when selling to orgs with a board, paid staff, or grant funding. Nonprofits are frequently underinsured on D&O — Philadelphia gives you an easy upsell story.

How to pitch Hartford's biggest advantage is name recognition — decision-makers at nonprofits have heard of them. Use this when the prospect is skeptical of switching from a well-known carrier. Hartford is reliable for small and mid-size nonprofits with clean loss histories. Their workers comp is competitive and easy to bundle. Don't lead with Hartford on complex or large accounts — they're better as a clean, straightforward BOP solution.

How to pitch Chubb is a prestige placement — use them when the account size and complexity justify it. Their claims service is exceptional and their policy language is broad. For large nonprofits currently with a mid-market carrier, Chubb is your upgrade story: better coverage, better claims experience, and a carrier with the financial strength to handle a catastrophic loss. Don't waste a Chubb submission on small accounts — it dilutes your relationship with their underwriters.