Carlson BCMEngagements · Captive agency channel
What Moves When the Contract Changes
Every captive channel is holding the same problem. Agent agreements that accumulated in layers over decades, economics designed for a different era, and an AI layer now arriving in front of the agent.
5 to 1Agreement forms
9Typed reasons a book moves
1 of 9With discretion over timing
3Parties, not two
Carriers consolidating agent agreements are being asked whether agents will accept it. The question that comes first is what a contract change does to a book of business.
The paper answers it by treating the agent, the book, and the agreement as separate governed objects whose relationships determine what the enterprise may do.
