Partnering to Help Crane and Rigging Clients Succeed

Good risk management is vital to a business’ long-term success.

It helps protect against potential losses, minimize unavoidable losses, ensure compliance, allocate resources better and ensure business continuity.

Although the concept of risk management is reportedly thousands of years old, and was formalized as a science in the 1950s, its methods continue to evolve in order to keep pace with modern business practices and technology.

For example, until businesses widely started using the internet, there was no need to include cyber security as part of risk management strategy.

One group of risk management specialists that appears to be on the leading edge of effective innovation and customer service that support the crane, rigging and heavy-haul industries is the Gallagher Crane Division.

From its headquarters in Pittsburgh, Pennsylvania, the division serves crane, rigging and heavy haul clients nationwide, so the team’s members spend lots of time in the field learning about clients’ operations and needs.

“It’s our job to provide the answers to the questions not asked yet so we can help our clients reduce their overall risks, control their insurance costs and focus on running their businesses without a hiccup,” said Cameron Boots, who heads the division.

A well-known risk management specialist, Boots frequently speaks at conferences in the crane, rigging and heavy haul industries.

“Client-focused service is at the core of everything we do,” Boots added.

Outstanding client service, finding creative solutions to client challenges and industry knowledge have earned him the 2023 and 2025 awards in the construction category for Power Broker by Risk & Insurance, which is affiliated with The Institutes.

Entrants in that competition are nominated through strong client referrals. Boots’ 2025 nomination came from Guy M. Turner Inc.

Though those accolades went to Boots, he said that everything Gallagher Crane Division does is a total team effort.

“No one person does it all alone,” he said. “We work to grow each team member’s knowledge and abilities, and we cross train so that any of us can help a client when they need it.”

Boots cited the example of issuing certificates of insurance.

He said that in the crane, rigging and heavy haul industries, when clients need a certificate of insurance, they often need it immediately. He said that everyone in the Gallagher Crane Division can issue a certificate of insurance so clients don’t have to wait.

He noted that as a further step, some clients can use the division’s software to issue certificates themselves whenever they need them.

Brokers, Not Agents

Boots explained that many people outside of the risk management profession aren’t aware of the difference between an agent and a broker.

“Many people use the two terms interchangeably,” he said, “but there is a difference.”

He explained that an agent favors the representation of an insurer, whereas a broker favors the representation of the insured.

“A broker is free to research and solicit offers from many potential insurers in order to find the client the best combination of coverage and premium cost,” he said. “Gallagher Crane Division is a broker, not an agent.”

Beyond Rates and Terms

But any risk management provider’s value should go far beyond just looking at rates and coverages, Boots said.

“Risk management and insurance can be very specialized, complex and confusing to people who don’t work with them all the time,” Boots noted. “A risk management provider should help its clients understand and navigate the complexities.”

One way to do that is for the risk management provider to foresee future trends, and help its clients prepare for them.

“For example, several years ago, we foresaw the developing need for cyber liability protection,” he said. “So we started offering that coverage as an option in every quote. Today, clients choose it about 85% of the time to protect themselves in case of hijacked wire transfers, ransomware or similar disruptions.”

Also looking at the future, a risk management provider can help a client get ready to grow.

For example, a crane owner who is thinking of expanding into wind work might ask his or her risk management provider about the risks, coverages and costs related to those applications.

A second way a risk management provider can support its clients is helping educate the client’s customers.

Boots gave the example of a project owner who is unfamiliar with cranes and wants a crane owner to have $10 million in pollution coverage in order to bring the rig on site.

“We might be able to educate the project owner that the real risk of the crane polluting during the short time it will be on the job is a lot less than they think,” he said. “Once they understand, they may reduce the coverage requirement.”

Yet another way a risk management provider can make life easier for its client is standardizing or streamlining the client’s insurance-related documents and processes.

“Clients who use subcontractors often find that all the subs present different terms, conditions and limits in their contracts,” Boots said. “Standardizing its agreements or setting up subcontractor compliance portals can simplify that for the crane owner. We gladly help clients do that.”

A fourth way risk management providers can help their clients improve operations and potentially reduce their premiums is to show them ways to improve safety.

Boots gave the example of a crane company that has an unfavorable DOT rating.

“The risk management provider can help the trucking company figure out how to make the needed improvements and how to then get reassessed for a better rating.”

Key Advice

If Boots could offer one piece of advice to help clients improve their risk management, what would it be?

“Don’t hire your next claim,” he said. “I’ve heard that guidance throughout all the industries we serve.”

He said that employers should be sure to hire people who share the values of the company’s culture. “Safety performance begins with hiring analysis,” he noted.

“Managing risk is a huge part of any business’ success. We at Gallagher Crane Division are happy to help.”