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NAME: STEVE PIERCE

NEW JOB TITLE: NEW JOB TITLE: Dallas-based vp and producer for Lockton Dallas, an office of Lockton Cos. L.L.C.

PREVIOUS POSITION: PREVIOUS POSITION: Dallas-based executive vp of Guaranty California Insurance Services Inc.

GOALS FOR NEW POSITION: GOALS FOR NEW POSITION: Within Lockton as a producer, my primary goal is to be a client advocate and to work on business development. Specifically in my area of expertise, I will continue to focus on real estate and construction, helping bring new relationships to the company and helping to expand our service offerings to real estate owners and developers....I see a lot of opportunity in the correction of real estate and most of the opportunity there is going to be with the FDIC, the large banks, real estate investment trusts and other types of organizations that are buying distressed assets…this is going to be a growth market. I also want to help expand Lockton’s risk management platform overall in the Dallas market and expand the middle-market.

CHALLENGES FACING THE INDUSTRY: INDUSTRY CHALLENGES: Soft market conditions in insurance and also the nature of the economy. A lot of businesses are shrinking; the marketplace is shrinking in general. It’s one of the reasons I joined Lockton. Lockton is growing organically in a shrinking market, which tells me that they are doing a lot of things right.

FIRST EXPERIENCE IN THE INDUSTRY JOB MARKET: FIRST MARKET EXPERIENCE: My first job was working with a managing general agency out of Dallas, which designed products for the airline and cruise line industry. I helped set up offshore captives in predominantly in Bermuda for airlines and cruise lines. That was back in 1992.

ADVICE: ADVICE: I would say to focus on experiences in claims and experiences in true statistical underwriting. That gives you a tremendous technical foundation. Absorb as (many) experiences as you can as quickly as you can to ultimately move into a revenue-generating role. It’s really one of the fields in the financial services industry that allows a person to be entrepreneurial and do some very unique things in a very common business.

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