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Clients' risk management departments can be sticklers for insurance.

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This story appears in the May 2002 issue of Entrepreneur. Subscribe »

Do your customers care what kind of insurance you have? If they're smart, they do. If they have risk management departments, they may even have specific requirements you must meet to sell to them.

Typically, risk managers insist on certain types and levels of insurance along with contingency plans for meeting commitments if things go wrong, says Valerie Walters, director of global risk management for Ciena, a fiber optic materials manufacturer in Linthicum, Maryland. "I have to be the corporate pessimist, to look at the worst-case scenario and protect my organization," she says.

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