Each month, we’ve been featuring one of our practice groups. This month we’re featuring our Casualty Practice Group, led by Dan Real, Chris Skaletsky, Kevin Frain, and Brian Canto.
Bridge Specialty Group holds market recognition that enables us to connect retail partners with tailored insurance solutions, and we do that through our specific practice groups including Property, Casualty, Environmental, Executive Risk, Farm & Ranch, Healthcare, Personal Lines, Public Entity, Transportation and Workers’ Compensation.
Each month, we’ve been featuring one of our practice groups, and this month we’re featuring our Casualty Practice Group, led by Dan Real, Chris Skaletsky, Kevin Frain and Brian Canto.
At Bridge Specialty Group, our Casualty Practice Group stands out not just for its technical expertise but for its unwavering commitment to client service. We recently sat down with Casualty Practice Group leaders, Dan, Chris, Kevin and Brian to learn more about the practice group and what makes them unique in the market.
Selling casualty insurance involves more than just quoting rates — it’s about understanding risk, building trust, and positioning yourself as a risk advisor. As the team explained, most Casualty wholesalers have access to similar markets, but the team delivers a service experience that puts the retail agents’ needs first. They agreed that the true differentiator isn’t just the product – it’s the level of service they have trained their customers to expect. Brian Canto explained the value of his team’s understanding of the needs of a retail agent:
“The fact that my whole team worked on the retail side prior to transitioning to working in wholesale brokerage has helped us to understand what our retail clients go through on a day-to-day basis. Every touch point we have with a client is an opportunity to provide creative solutions. The focus for my team has always been ‘it’s a marathon, not a sprint,’ and we know if we execute, it will be a long, successful road ahead.”
Brian also stressed the value of communication. “Our retailers trust that when we’re on it, the job gets done right. We hold ourselves to a standard of direct, transparent communication that builds confidence and saves time.”
And communication with each other is also an important aspect of this practice group. Both Chris and Brian stressed the importance of internal collaboration and knowledge sharing within the practice group to improve overall performance. They encouraged team members to continually seek advice and share expertise with their teammates.
Cutting through layers with fast, direct communication
With the Casualty Practice Group, direct communication is the daily norm. You can reach a decision-maker quickly for fast solutions, and the team focuses on speed and transparency with every interaction.
Kevin emphasized, “Providing detailed explanations and curated solutions matters. Retailers need to understand the nuances of quotes and the best options available—we make sure they do.”
Brian was quick to add, “It’s all about setting expectations and educating retailers about market conditions so everyone can navigate the changing marketplace successfully. It’s important to really explain what’s ‘under the hood’ and the nuances of a quote.”
How a client-first culture creates lasting relationships
The Casualty Practice Group leaders agreed that putting the retail client first is how the group works every day, and it’s part of the culture at Bridge Specialty Group. The group is dedicated to “not just getting it done, but getting it done right,” and ensuring each Casualty submission is accurate, solutions are tailored, coverage is complete, and needs are met.
Brian and Kevin both pointed to the long-standing relationships their team maintains as proof of their value. These strong industry relationships that have been built over many years — with both carriers and retail agents — help ensure the collective team doesn’t overlook any detail and doesn’t miss an opportunity. Kevin elaborated on the importance of maintaining relationships with markets and ensuring that the industry is aware of their casualty capabilities. “There’s a lot that goes on behind-the-scenes to build these relationships,” he said.
The collective team has maintained multiple key client relationships for nearly two decades — bringing deep expertise and personal history that directly benefit their clients. Kevin excitedly shared an experience where he was able to educate an underwriter. “I know everything about this account inside and out. I’ve written it for the past eight years. Ask me anything and I will tell you what I think.” Kevin continued, “Underwriters appreciate the candor and the transparency – they know that they’re going to get that with us.”
Bridge Specialty Group – Mighty. Nimble. Quick. Agile.
It’s no secret that the market continually changes. When asked what’s kept the team nimble, Dan pointed out being a nimbler, more accessible team is their superpower. “We have to execute and out-service our competitors. Our retailers appreciate that we’re accessible at a senior level. We’re the ones talking to markets and bringing solutions. We are a risk partner, not just a policy source.”
Chris agreed. “We’re trading on our knowledge and our ability to deliver the product to the retailer. We are accessible, approachable, available. We believe our customers renew because of relationships, not just policies.”
The casualty insurance market never sits still, and neither does this team. Brianexplains, “Staying in front of your clients, analyzing renewals well in advance, setting expectations and educating retailer agents is key. Casualty lines are complex, and customers want an advisory approach. You have to be willing to connect and have a conversation. If you do the work and keep everyone well informed, you set yourself up for success.”
The Casualty Practice Group’s proactive approach is a real value-add. They don’t just bring a solution—they bring information and market context so the retailer can explain and sell it to the insured. It’s not just about attaching a quote and hoping for the best. Agility accounts for faster decisions and quicker solutions.
“A curated play” – crafting tailored strategies
The Casualty Practice Group excels at crafting specialized placement strategies for high-severity casualty risks. With their deep regional expertise, strong carrier relationships and deep experience in structuring both shared and layered coverage, the team expertly supports placements in admitted and non-admitted markets, ensuring a solution for even the most complex needs.
Chris described their expertise is vast, serving middle market business, focusing on general liability, lead umbrella and specialty and hard-to-place Excess & Surplus categories such as construction, environmental, energy, products liability, real estate, residential construction, habitational, hospitality and transportation. Our teams are regionalized to give focused, local insight, but we can also serve on a national basis. We can provide both binding and brokerage as needed.”
Kevin added, “We’re not going to miss when it comes to picking markets or leveraging the right relationships. We’re very intentional about keeping up with who has capacity and staying current, so we always know what solutions are available.”
Casualty Practice Group offerings
STRENGTHS
- Tailored Primary and Excess liability placements
- Solutions designed for complex and higher-risk accounts
- Access to a broad network of “A” rated carriers
- Collaborative brokers with deep market and industry insight
- Broad coverage capabilities across major segments
COVERAGE
- General liability
- Excess liability
- Liquor liability
- Products liability
- Product recall
- Pollution liability
SPECIALTIES
- Construction
- Environmental & energy
- Hospitality
- Real state
- Transportation
For more information about the Bridge Specialty Casualty Practice Group, contact [email protected]
This material has been prepared for general informational purposes only, is intended to apply generally rather than to any specific company and presumes appropriate discretion will be exercised regarding any particular situation.
