When the staff at my firm talks with prospective clients, two things we focus on are what you get for your insurance premium and what you get for the commission you pay your insurance agent or broker. The construction industry hasn’t evolved very much in the 30-plus years I’ve been practicing. It’s still an industry in which a company pays a premium to an insurer, and then an insurer pays a commission to the agent or broker who placed that business. It’s rare that a contractor looks at those numbers and says, “What am I getting for that money?” PHELAN