“PRTA has been very successful in generating leads for our business. We now employ them on a monthly ongoing basis and have established a strong trust in their abilities.” Andy Wass, Griffiths & Armour director. HIGHLIGHTS Griffiths & Armour are insurance brokers specialising in providing professional indemnity insurance to architects and engineers. When it set up in Australia in 2006, it engaged PRTA to conduct a campaign to introduce its services to its target audience. PRTA’s role has now evolved from market research to following up customers to see if quotes are required. The relationship is ongoing and Griffiths says it especially likes PRTA’s professionalism.

Lead Generation

Griffiths & Armour

Engineering A Successful Partnership
Professional indemnity insurance forms a crucial part of a person’s risk management strategy. There are a number of risks that professionals face each day including the risk of their personal or business assets being lost through a potential claim made against them.

Having protection against this eventuality is important to ensure that professionals can focus on their core business instead of worrying about any claims or exposure to costly and time consuming litigation.

While professional indemnity or PI insurance was almost impossible to get in the early 2000s following the collapse of HIH Insurance, over the past few years it has become easier and cheaper to obtain.

Griffiths & Armour is a PI insurance broker who entered the Australian market four years ago. It is part of a worldwide group that has been operating for around 70 years. The Australian office is independently owned and specialises in PI solutions for architects and engineers. In addition to PI, it can also organise other types of business insurances for professionals.

Andy Wass is a director of Griffiths & Armour. He said by focusing on the architectural and engineering sectors, the organisation has developed specialist knowledge that has allowed it to grow rapidly within the Australian marketplace.

When Griffiths & Armour first set up in Australia, it decided to conduct a telemarketing campaign that aimed to contact its target audience, largely to introduce itself to them. It approached outbound telemarketing specialist PRTA to help with this objective.

“We heard about PRTA’s services and approached them in 2006 shortly after we set up our operations in Australia because we felt telemarketing was the best way to grow our business,” Wass said. “We also agreed that outsourcing this activity made sense as telemarketing is not a core function of our company.”

Griffiths & Armour initially hired PRTA to carry out market research. Specifically it wanted them to make contact with the architects and engineers on its database to confirm basic details.

“Over the years PRTA’s role with us has changed,” Wass said. “As we worked with them, their understanding of our business became more comprehensive so we were able to ask them to carry out more specific requirements. One of the roles they do for us now is to follow up on the contacts to see if insurance quotes are required.”

Wass said the relationship with PRTA has been very rewarding.

“PRTA has been very successful in generating leads for our business,” Cass said. “We now employ them on a monthly ongoing basis to carry out this role and have established a strong trust in their abilities to do this.”

Wass said that overall he really likes the professionalism offered by PRTA as well as the friendliness of the team, which makes working with them very enjoyable.

“As our requirements change they continue to listen to what we want and adapt their approach accordingly,” Wass said. “They take what we need on board and we like this because the way they work is very similar to how we work with our clients. The relationship between us has been very successful and rewarding.”

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