A prospect had been taking increases for years. After an assessment, it was clear that their claims activity was making them less attractive to the marketplace. Instead of going through an exercise in futility and continuing to present this same story to the insurance carriers, we authored a plot twist by first implementing a risk management program. These policies and procedures had an immediate positive effect on the claims activity. We were then able to communicate a story to the marketplace of an organization that was willing to address their issues. This story ends with a reduction in premium at their next renewal.