If Warren and John Saunders had to sum up the secret of their longevity in one word, it would be ‘loyalty’.
And it’s loyalty between WSIB, its clients and staff that has seen awards won, milestones passed, and the family legacy passed from father to son.
The company Warren started 50 years ago is based on the principals of sportsmanship that he learned on the cricket pitch, where Warren was a hard-hitting opening batsman for NSW.
His son John now holds the reins at WSIB and says the key to the brokerage’s success is how the whole team embraces and believes in the company values.
He talks about professionalism, commitment to integrity, technical excellence and the highest level of customer service. Behind closed doors, it’s also about teamwork, respect and integrity.
It’s a telling sign that staff turnover is extremely low. No less than 15 people are on the staff honour roll with 20-plus years of service, and 25 years before superannuation became compulsory, the Warren Saunders Executive Superannuation Fund was established.
"The most important challenge is retaining quality staff and attracting new staff."
“We value equality and treat everyone with dignity and respect,” says John. “We support charitable organisations, and develop strong client and underwriter relationships.”
Even WSIB’s business expansion policy has relationship building at its core. Their recent acquisition of Leckie & Wilkinson is one of many since 1983 that has ensured company growth, but John says that the company culture is what he’s chiefly interested in.
“Leckie & Wilkinson is a long-established and well-respected brokerage,” he says. “We weren’t actively seeking acquisition but when the opportunity arose, we saw the potential and the fit was ideal.”
Warren’s sense of leadership stems from his cricket career for NSW and St George. He was a member of a number of Sheffield Shield-winning teams, playing with greats such as O’Neill, Harvey, Booth and Benaud.
Since 1961, the insurance pitch has changed significantly in all but one way: clients still require personal and professional service. Warren says that they are infinitely more knowledgeable and price-savvy today.
“Compliance is the major factor these days, and obviously the efficiencies gained through computerisation and the impact of direct insurers in the market,” he says.
As for challenges to overcome, it’s still mostly about the staff, something that John has had extensive experience in after 24 years at WSIB.
“The most important challenge is retaining quality staff and attracting new staff,” he says. “Ensuring they’re enjoying their place of work is vital.”
WSIB formally celebrated its 50th anniversary in August. Over 500 guests including current and former employees, clients, underwriters and close industry friends shared the occasion.
"Success in brooking lies in making relationship building the cornerstone to good business."
John says that WSIB’s professional and personal service makes every client feel important, as does building a good reputation and forging close relationships.
“We work on strategic planning, and have confidence in our own abilities to make the right decisions, earning respect from insurers in the market for the way we conduct our negotiations,” he says.
WSIB now offers a complete insurance solution for clients so there is no need to trade teams. The company provides corporate insurance, workers compensation consultancy, and financial services including life insurance, superannuation advice and financial planning. They also help with claims assistance and operating their own premium funding company.
WSIB is to be applauded for positioning themselves not only as strong market leaders, but also as active pursuers in relationship building, internal and external to the business.
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