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Clients' risk management departments can be sticklers for insurance.

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

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

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

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