Client Engagement and Compensation Guide

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1 Aon Risk Solutions Client Engagement and Compensation Guide Risk. Reinsurance. Human Resources.

2 Introduction The aim of this document is to provide a high-level summary of the work that Aon Risk Solutions does and how we are remunerated for it. Given the wide range of services that we provide, and the very large number of countries in which we operate, it would be impractical to list every individual service and form of remuneration, but virtually everything that we do and all the remuneration we earn fall within the categories defined here. This is a global summary, and since the forms of remuneration we accept in any particular country comply with all relevant national legislation and regulation not all of them will apply in all countries. Our business ranges from helping individuals manage their personal risks, up to assisting some of the world s largest organizations to understand and manage risk on a global scale. That range means that only a proportion of what is described here will be relevant to any one client, with the precise details defined in the terms of business that each of our service teams provides. We aim to deliver distinctive value by dealing fairly with our clients and insurers, and to ensure that our clients have a good understanding of the services we provide for the price they pay. We maintain strict policies and codes of conduct with regular education for our colleagues, and check and monitor our colleagues adherence to them through one of the largest compliance and audit teams in our industry. All our colleagues certify yearly their understanding of our policies and codes. We view our focus on transparency and fair dealing as a key element of the relationship we build with our clients. Naturally, as part of our codes of conduct and business policies we comply with all relevant legislation and regulations regarding disclosure of earnings in each country where we operate. If after reading this guide you have any questions, we encourage you to contact your Aon account representative or your local Aon office leadership for further information. Client Engagement Compensation Guide Aon Risk Solutions 1

3 Empowering Your Results Aon Client Promise Aon Risk Solutions strives to empower results for our clients by identifying, recommending and executing effective strategies to help them understand, manage and where appropriate transfer risk. Our clients are at the core of what we do, and the value that we deliver is more than aiming to bring our clients the most creative solutions, the best team and the most sophisticated data-driven technology platforms. It is about helping our personal clients to protect the things that matter most, and our commercial clients to achieve profitability, growth and continuity. Profitability Optimizing your cost and use of capital in order to maximize profitability and performance Growth Providing the best risk solutions to propel the growth of your organization successfully across industry, channel or geography Continuity Providing expertise and advice to reduce volatility, protect your balance sheet and provide stability throughout your organization The Aon Client Promise sets out the principles that govern how we serve our clients. The ten principles were derived from what clients told us matter most to them, and are embedded in everything we do. We regularly gather client feedback so that we can assess our performance and continually search for ways to improve. For clients with the most complex risks, the Aon Client Promise drives Aon s globally consistent approach to delivering personalized service based on their individual business needs. Our structured methodology also creates the industry s most transparent view of the work we perform, and holds our teams accountable for delivering value to the areas of our clients business where it can have the most impact. The principles of the Aon Client Promise are also embedded into the solutions we provide for clients with less complex risks. These solutions are equally underpinned by our understanding of clients needs, the unmatched talent of Aon, and the strength that comes from being the leading brokerage firm in the world, to empower results for our clients. Aon Client Promise Principles Our Approach to Serving Clients Aon brings a uniquely powerful combination of risk management and broking expertise, data and analytics, advisory and consulting services, and technology and tools to serve our clients. Our objective is to help clients of all sizes and in all industries better understand, manage and where appropriate transfer risk to protect their organizations and empower their results. Because our clients and the risks they face vary in size and complexity, we are committed to serving each client in the way best suited to their needs. This ranges from entirely bespoke consultation, insurance design and placement, to highly efficient standardized solutions designed around the needs of defined groups of clients. The solutions we provide tap into the vast range of expertise within Aon, and the expertise of insurance companies and other service providers worldwide. We deliver them using the strength of the leading brokerage firm in the world* to ensure you get the right level of risk management and the right insurance cover at the right price. 1 A comprehensive understanding of the full cost of your risks, rather than just the size of your insurance premium 2 The right combination of solutions for your unique priorities 3 A local team who knows your business, and can seamlessly bring you any specialists you need 4 Access to the best markets in the world 5 Innovative solutions for existing and new risks 6 A broking/risk partner who is powerful enough to advocate your interests 7 Comprehensive benchmarking of your risk management approach and insurance cover 8 Excellent service wherever you need it 9 Confidence that your broker is really listening to you and changing what they do as a result 10 Risk management and insurance cover that adds value to your business, at a fair price * Aon has been named repeatedly as the world s best broker, best insurance intermediary, reinsurance intermediary, captives manager and best employee benefits consulting firm by multiple industry sources. Visit aon.com for more information. 2 Client Engagement Compensation Guide Aon Risk Solutions Client Engagement Compensation Guide Aon Risk Solutions 3

4 Aon Broking The design and placement of insurance policies lie at the heart of the service we provide for most of our clients. As part of Aon Risk Solutions, Aon Broking connects our global network of experienced brokers, specialty expertise, market analytics and risk solutions from around the world to bring outstanding broking talent, and products and services that ensure every client can get the risk management and insurance cover they need. Aon Broking has an operating and leadership structure that formalizes how we interact with insurers on behalf of our clients and provides consistently powerful capabilities and high broking standards. There are three key elements in our approach to delivering highly effective solutions for clients: Bespoke Broking Solutions Our bespoke broking approach is designed to connect clients with the insurers that best meet their needs, with access to experts, tools and specialist insurance markets as needed. Aon Broking functions as a seamless global team working on behalf of clients, utilizing its understanding of insurers, benchmarking data from the Aon Global Risk Insight Platform, and the Aon network to deliver consistently high standards of broking wherever needed. Structured Portfolio Solutions Our Structured Portfolio Solutions approach has been developed to offer clients efficient access to the industry s best, most innovative solutions, provided by leading insurers who have committed to providing exemplary service. These solutions are designed to provide cost effective coverage, in many cases with pre-negotiated terms and conditions, and with service backed by Aon s specialist resources and global network. In addition to our role as a retail broker representing your interests, an important part of our SPS activity is to research, design and create these highly effective targeted facilities and to identify the insurers best able to deliver them through proven expertise in specific industries or lines of business. Insurer Relationships In order to deliver the insurance cover you need, we recognize we need to have a deep understanding of insurance markets and effective relationships with insurers around the world. As the leading brokerage firm in the world we have relationships with thousands of insurers worldwide. However with such a vast range of options, it is clearly neither possible, nor advantageous to our clients, to ask every potential underwriter for a quote on every risk. A key element of our broking strategy is therefore to intimately know and work with a number of strategic insurers to better serve our clients. Strategic insurers are those that Aon objectively assesses will provide the most value to clients across a broad scope of needs. They are better positioned to serve clients through a differentiated commitment and distinctive value proposition based on excellence in the areas of performance that matter most to our clients. Strategic insurer status is based entirely on the insurer s ability to meet client need, not on factors such as premium volume, remuneration, or the purchase of Aon services. Compensation for Core Client Service and Broking We are paid for the work we do in serving clients and designing and placing their insurance through a fee charged to the client, commission paid by the insurer, or a combination of both. These can take the form of: Retail Fees A retail fee is compensation paid to Aon by a client for riskrelated services performed on their behalf. It can cover overall account services, insurance design, placement of policies with insurers, claims consulting and advocacy and the provision of technology solutions and other services available from Aon. Retail Commission Retail commission is compensation paid by an insurer for designing preparing and placing a client s policy. The commission is calculated as a percentage of the client premium and differs by insurer, type of insurance coverage provided, the specific services provided, and the capacity in which Aon acts. In some countries we may also receive a commission for handling claims on the client s behalf. Wholesale Commissions In certain cases, it may be preferable to use a wholesale broker if coverage is unavailable in the retail market, or is available at better terms to the client via the wholesale market. In these cases, we may share commission with a wholesale broker, which in some cases may be an Aon-affiliated or owned entity, for placing the policy on behalf of a client. Policy Administration and Other Fees These fees are typically charged for performing administrative functions related to the procurement of coverage including issuing and amending policies, certificates and other documents, electronic policy filing and storage, expiration tracking, client data management and administration, premium collection and invoicing. Additional Forms of Compensation In our role as intermediary between clients and insurers, we provide additional services that may benefit both parties. Insurers typically pay for these services through additional commissions or fees, which can take a number of forms and go by a variety of names in different countries or insurance markets: Administrative Commission/Fee In addition to the work we do explicitly for clients, we may also carry out administrative functions that insurers cannot or will not perform. Insurers may compensate us by fee or commission on a global, regional or national basis, rather than per client or individual policy. Additional Commission/Fee We receive commission or fees from some insurers for work we do to help them deliver specific industry-leading products and services to our clients. Set in advance of the insurance transaction, this is normally a fixed percentage of the premium and is not linked to the insurer s growth targets, profitability, volume or retention. Product Development or Marketing Commission/Fee Where we use our understanding of client need to develop a product, support our structured portfolio approach, or market solutions to clients, insurers may pay us an additional commission or fee to reflect the value of our intellectual property or proprietary materials and systems. If we develop an affinity offering for a specific client organization that receives remuneration from the insurer, the client may share that remuneration with us. Contingent Commission The standard compensation model for some insurers includes contingent commissions payable to brokers when they meet agreed goals, including growth targets, profitability and retention. Whilst these are significant for many brokerage firms, Aon only accepts them in limited areas of the business where they are appropriate. Reinsurance Commission/Fee We may receive a commission or fee for placing reinsurance policies as an integral part of a client s insurance arrangements. Our Aon Benfield business unit may also receive fees or commission for work related to reinsurance solutions on behalf of insurers. Reinsurance helps insurers to manage their volatility, enabling them to provide more effective and efficient solutions to our retail clients. Referral Fees As part of our service to clients we may recommend carefully chosen third party service providers, from whom we may receive referral fees. This includes premium finance that enables clients to spread the cost of their insurance premium over time, where we may earn fees or commission from the finance provider, which in some cases may be an Aon affiliated or owned entity. Interest on Premium Aon may earn interest on premium from financial institutions where insurance premiums are held by Aon prior to remittance to insurers. 4 Client Engagement Compensation Guide Aon Risk Solutions Client Engagement Compensation Guide Aon Risk Solutions 5

5 Aon Global Risk Insight Platform Aon Client Risk Solutions Aon Global Risk Insight Platform (Aon GRIP SM ) is the leading proprietary database of insurance pricing and placement information, providing unmatched insight into pricing trends and market developments around the world. More than 6,000 Aon colleagues contribute information to Aon GRIP, covering a very substantial proportion of the total premium volume Aon places with insurers around the world. The data is analyzed by the Aon Center for Innovation and Analytics, a team of data scientists and actuarial, analytical, financial and insurance professionals based in Dublin, Ireland. As a result of the significant investment Aon has made over several years in technology, people and business processes to support Aon GRIP, we are able to provide deeper fact based insight into overall market trends and insurer performance, and to provide clients with more accurate fact-based benchmark assessments of their approach to risk management and their insurance cover. All client premium data is anonymized within Aon GRIP. Use of Aon GRIP by Aon Broking Aon Broking utilizes Aon GRIP where appropriate to support the delivery of Bespoke Broking Solutions and Structured Portfolio Solutions for our clients. With Aon GRIP, Aon brokers advise clients based on current and cumulative information on insurance quotes and coverage, enabling them to give clients fact-based advice and insight to support their decisions around risk and insurance. There is no separate charge to clients for the standard insights provided by Aon GRIP. Aon GRIP Solutions SM The capabilities created by our investment in Aon GRIP also enable insurers to better understand overall client needs, and to better align their risk appetite with those needs as they change over time. Aon GRIP Solutions is a set of services that provide insurers with analysis of their performance in specific markets, geographies or product lines. Through insight into the areas where they succeed, those where they are less successful, and the reasons behind the differences in performance, insurers are able to assess their competitiveness and operational efficiency, ultimately to the benefit of our clients. Aon also provides strategic consultancy to insurers looking to optimize their business processes or enter new markets, helping them to understand client need and position their services accordingly. Aon will continue to invest substantially in the Aon Global Risk Insight Platform and related services, to provide our clients with more effective risk solutions and greater insight in their day-to-day management of risk and their dealings with the risk and insurance industry. Aon GRIP Solutions operates as a distinct and separate operational unit to Aon Broking and our client service teams, and the analytical and consultancy services provided are unrelated to any specific risk placement for an individual client. Insurers pay Aon a fee for the Aon GRIP Solutions services they purchase, which is separate and distinct from commissions or fees Aon receives for broking services performed on behalf of clients. If clients require further details, Aon will provide upon request additional information relating to the relevant service fee we receive. Aon is committed to driving innovation across the insurance industry for the benefit of our clients, and has developed a range of capabilities that go beyond the scope of traditional insurance broking. These capabilities enable clients to drive down total cost of risk through effective risk management and risk technology to empower their results. They include risk engineering, fire safety, property valuations, enterprise risk management, crisis management, risk management information systems, actuarial analysis, risk maturity assessment, captive management and many more. These capabilities have traditionally only been made available directly to clients by Aon. Our strategic insurers share our commitment to this innovation and we enable them to purchase these capabilities on a portfolio basis for our mutual clients. Enabling insurers to embed these capabilities within their product range will empower even greater client value. When we provide Aon Client Risk Solutions directly to clients we normally receive payment through an additional fee paid by the client. Where insurers purchase the services to build into their service, differentiating their offering and providing additional value to our clients, we receive payment from the insurer as a service fee paid to Aon. The charges vary by product and are comparable with the pricing schedule that we apply on these services when we sell them direct to clients. 6 Client Engagement Compensation Guide Aon Risk Solutions Client Engagement Compensation Guide Aon Risk Solutions 7

6 Aon s Managing General Agents Insurers may choose to delegate their authority to Aon, for Aon to provide underwriting and/or claims handling services on the insurers behalf. This work is normally carried out by specialist units within Aon called Managing General Agents. An MGA is a segregated business unit separate from the broking, sales and service teams within Aon, including being separate from all advice services provided to clients. This is to manage any conflicts of interest that might otherwise arise between Aon Broking s responsibilities to its clients and the Managing General Agent s responsibilities to the insurers it is acting for. The services Aon s MGAs provide on behalf of insurance companies include underwriting, pricing, issuing policies, adjustments and renewals, claims handling and settlement, together with the provision of portfolio management information. The MGA is remunerated by the insurer through fees or commissions that may include performance-related elements. Aon s MGAs employ experienced underwriting and claims management staff to deliver the agreed services for the insurer. They may manage portfolios of business designed to deliver market leading solutions and service to clients, working with insurers that offer first class security and meet strict financial and business criteria. Aon s Benefit Solutions A growing part of our business lies in delivering and managing employee benefit plans cost-effectively. With companies facing rising costs, the burden of administration and the constant need for compliance, we provide end to end support through integrated services including benefits consultancy, technology implementation, scheme administration, e-broking, and communication consultancy, design and delivery. We are normally remunerated via fees paid by our clients for the work we carry out and the value we deliver. 8 Client Engagement Compensation Guide Aon Risk Solutions

7 Aon plc (nyse: aon) is the leading global provider of risk management, insurance and reinsurance broking, and human resources solutions and outsourcing services. Through its more than 65,000 colleagues worldwide, Aon unites to empower results for clients in over 120 countries via innovative and effective risk and people solutions and through industry-leading global resources and technical expertise. Aon has been named repeatedly as the world s best broker, best insurance intermediary, reinsurance intermediary, captives manager and best employee benefits consulting firm by multiple industry sources. Visit aon.com for more information on Aon and aon.com/manchesterunited to learn about Aon s global partnership and shirt sponsorship with Manchester United. Aon plc, All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any way or by any means, including photocopying or recording, without the written permission of the copyright holder, application for which should be addressed to the copyright holder. # /2014

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