TOP 100 2014: Together for the winFor some firms, partnerships are particularly important
Winning at bridge takes luck and skill — and, usually, a heavy dose of teamwork.
Partnering up for success is a concept familiar to both York County-based Arthur J. Glatfelter Agency Inc., which does business as Glatfelter Insurance Group, and Cumberland County-based Gannett Fleming Inc.
“We’re an intermediary,” said Anthony P. Campisi, president and CEO of Glatfelter. “In most cases we have a dual relationship and responsibility to properly disclose and represent risks to the carriers and a responsibility to the insured to properly assess their risk exposures, identify those exposures, and make sure that the client understands all of their options to manage those exposures — one of which is insurance.”
The essential nature of that double-sided partnership really hasn’t changed, Campisi said, but on the health insurance side, the many recent changes have required a bigger commitment from Glatfelter’s staff, and consequently made them “even more of a trusted adviser to our customers.”
On the property and casualty side of things, Campisi said, cyber liability is one of the biggest recent developments.
“It doesn’t matter any more how big you are,” he said. “Everyone’s exposed.”
Gannett Fleming also knows well the importance of partnerships — particularly as lack of public funding, consolidation and the design-build revolution continue to affect the engineering market.
“In the last year, Gannett Fleming has won a lot of pretty significant work and developed and created a backlog that’s very strong for our firm,” said Bob Scaer, company president, chief operating officer and vice chairman of the board. Completing all those projects “requires good strategy and really strong partnerships,” particularly with contractors and other engineering firms.
“We might be exceptional in some parts of the project, and even though we can support the rest of the project, it’s better for us to team with someone who’s exceptional in those areas as well,” Scaer said.