Mike Heatwole

Executive Vice President
Ames & Gough
McLean, Virginia

How did you get started in insurance?

I started at Ames & Gough in 1995. Prior to that, I spent 12 years as an architects & engineers underwriter with the CNA/Schinnerer program.

Why A&E?

I fell into the specialization while at Schinnerer 33 years ago, and I thoroughly enjoy working with design professionals. Their enthusiasm for their profession is infectious. I usually only get involved when they have problems like negotiating reasonable contract terms or problems with the project, but they appreciate our counsel and assistance.

Biggest A&E changes over the years?

Aside from the advancements in technology—from Mylar drawings to computer-aided design to building information modeling—it’s the effort design professionals put into risk management. I spend a lot of my time reviewing contracts and presenting risk management seminars to my clients. The training involves all levels, from the kid fresh out of school to the grizzled veteran who has been practicing for more than 40 years.

What do you say to a first-time A&E client?

You get what you pay for. Understandably, most first-time buyers want to pay as little as possible. I certainly understand that. But if your insurer doesn’t have the claims and risk management support to help you, you will be frustrated when you have claims issues.

A&E advice for a fellow agent?

Do your homework. Understand what design professionals do. Pick up the standard American Institute of Architects and Engineers Joint Contract Documents Committee contracts and read them over and over again. If you don’t understand how design and construction works, it will be difficult to convince design professionals to trust you. They have to rely on you to be their trusted adviser. I know that’s cliché, but it’s absolutely true.

Favorite A&E success story?

A husband-wife team had just left a large architectural firm and were driving to Maryland to start their own firm. I don’t recall how they got my name, but they called me and confessed they were clueless and needed my help. I was busy and didn’t really want to take the time to help, but then it hit me: The premium this would generate was not substantial from my perspective, but it was huge to them. They had some savings and no clients. Twenty years later, they’re still clients and personal friends, and their firm is very successful.

Future of A&E?

I think integrated project delivery is the future for construction. This is where the owner, designers and contractors all contribute to the development of the model used to construct. The idea is that all the players on a project collaborate from the beginning, which theoretically eliminates most of the finger pointing when issues arise.

Jordan Reabold is IA assistant editor.