EthicsCaseStudies-TheInstitutes–InsuranceEducation.docVIP

Ethics Case Studies for “Street-Level Ethics” Below are six new cases, which were written by Chris Amrhein, AAI, the insurance consultant and educator who developed the “Street-Level Ethics” workshop materials for the American Institute for CPCU and the Insurance Institute of America. The cases were added to this site in January 2005. Following the new cases are the original eight cases that Chris developed for the “Street-Level Ethics” workshop when it was introduced in 2003. Discussion questions for each case are located in the Outline section of the workshop materials. #1 – A Friend in Need It’s the third Friday of the month, and you take your usual spot at the local agents’ association luncheon. During the meal, one of your oldest and friendliest competitors seems more than a bit morose. When pressed, he tells you things haven’t been going too well lately. His expenses are way up, his production has flatlined, and now one of his best CSRs is moving out of town. His lead carrier was in yesterday and told him if his production doesn’t increase significantly, they are pulling out of the agency. He sure hopes his biggest account, which renews in a few weeks, comes through for him, or he doesn’t know what he’ll do. You are all too familiar with his biggest account. In fact, you have a proposal on your desk you are getting ready to deliver to that very account. And having looked at the account’s current coverage program and costs, you feel strongly your proposal is a definite improvement for the prospect. Yet your heart goes out to your friend. Your agency has had its share of downtimes but now is doing quite well. And although it may seem huge to your friend, this account would not be considered a must-have for you. It would be easy enough just to call the prospect and tell him you’ve decided you really can’t help him and let your friend keep the account for at least another year. Do you help your friend or the account? Copyright ? 2005 American Institute for CPCU