Heather McClureManaging Partner & General Counsel
Kyle SweetPartner & Chief Strategy Officer
Blake KerrPartner & Chief Financial Officer
Grace TopeteDirector of Business Operations
Coverage
Writing for Captive Review, Heather McClure made the case that brokers benefit from collaborating with captive managers rather than treating captives as competition. She noted that captives now account for roughly 25 percent of U.S. premium placement and are steadily rising, making them a mainstream tool rather than an alternative one.
Her argument: brokers who position themselves as strategic partners, offering captive solutions alongside traditional coverage, strengthen client relationships and open new advisory revenue, while many clients still prefer an independent captive manager to avoid any conflict of interest.
“25% of premium placed in the U.S. is now with captives, and steadily rising.”
Key facts
Industry scale
Captives represent roughly 25 percent of U.S. premium placement.
For brokers
Collaboration over competition strengthens client relationships and adds advisory revenue.
Independence matters
Many clients prefer a captive manager independent of their broker.
Talk to the team directly
An introductory conversation helps identify the information needed for a more detailed assessment.