在中國(guó)公司中擔(dān)任的風(fēng)險(xiǎn)管理與保險(xiǎn)經(jīng)紀(jì)人角色PHILIPELLIS韋萊能源董事長(zhǎng)韋萊分析首席執(zhí)行官中國(guó)深圳中國(guó)保險(xiǎn)監(jiān)督管理委員會(huì)大會(huì)2009年6月16日風(fēng)險(xiǎn)管理框架了解客戶/行業(yè)背景機(jī)遇與挑戰(zhàn)估算潛在損失與利潤(rùn)確定損失公差風(fēng)險(xiǎn)總成本量化（如果全部留存）轉(zhuǎn)讓選擇/成本商業(yè)市場(chǎng)轉(zhuǎn)讓資本市場(chǎng)轉(zhuǎn)讓緩解風(fēng)險(xiǎn)選擇/成本保護(hù)措施預(yù)防損失生產(chǎn)系統(tǒng)管理PSM避免選擇/成本拒絕參與拖延戰(zhàn)略層面實(shí)施層面留存全部留存資產(chǎn)負(fù)債表其它識(shí)別風(fēng)險(xiǎn)傳統(tǒng)經(jīng)紀(jì)人角色UNDERSTANDCLIENT/INDUSTRYCONTEXTOPPORTUNITIESANDCHALLENGESESTIMATELOSSPOTENTIALANDPROBABILITYDEFINETOLERANCEFORLOSSESQUANTIFYTOTALCOSTOFRISKIFFULLYRETAINED轉(zhuǎn)讓選擇/成本商業(yè)市場(chǎng)轉(zhuǎn)讓資本市場(chǎng)轉(zhuǎn)讓MITIGATIONOPTIONS/COSTPROTECTIONLOSSPREVENTIONPSMAVOIDANCEOPTIONS/COSTDECLINETOPARTICIPATEDELAYPARTICIPATIONSTRATEGYIMPLEMENTATIONRETENTIONCAPTIVEBALANCESHEETOTHERIDENTIFYRISKS全球市場(chǎng)準(zhǔn)入與經(jīng)紀(jì)服務(wù)RETENTIONCAPTIVEBALANCESHEETOTHER傳統(tǒng)經(jīng)紀(jì)人角色UNDERSTANDCLIENT/INDUSTRYCONTEXTOPPORTUNITIESANDCHALLENGESESTIMATELOSSPOTENTIALANDPROBABILITYDEFINETOLERANCEFORLOSSESQUANTIFYTOTALCOSTOFRISKIFFULLYRETAINED轉(zhuǎn)讓選擇/成本商業(yè)市場(chǎng)轉(zhuǎn)讓資本市場(chǎng)轉(zhuǎn)讓MITIGATIONOPTIONS/COSTPROTECTIONLOSSPREVENTIONPSMAVOIDANCEOPTIONS/COSTDECLINETOPARTICIPATEDELAYPARTICIPATIONSTRATEGYIMPLEMENTATIONRETENTIONCAPTIVEBALANCESHEETOTHERIDENTIFYRISKS全部留存的形成與運(yùn)作建議留存全部留存資產(chǎn)負(fù)債表其它經(jīng)紀(jì)人發(fā)展進(jìn)化傳統(tǒng)保險(xiǎn)市場(chǎng)準(zhǔn)入，全部留存，與經(jīng)紀(jì)服務(wù)當(dāng)今風(fēng)險(xiǎn)理解、分析和評(píng)估逐步全風(fēng)險(xiǎn)戰(zhàn)略與風(fēng)險(xiǎn)管理和信息服務(wù)經(jīng)紀(jì)人如何幫助中國(guó)公司傳統(tǒng)保險(xiǎn)市場(chǎng)準(zhǔn)入，全部留存，與經(jīng)紀(jì)服務(wù)當(dāng)今風(fēng)險(xiǎn)理解、分析和評(píng)估逐步全風(fēng)險(xiǎn)戰(zhàn)略與風(fēng)險(xiǎn)管理和信息服務(wù)全球經(jīng)紀(jì)人可幫助您保持可保險(xiǎn)風(fēng)險(xiǎn)的市場(chǎng)業(yè)務(wù)保有量；確保報(bào)價(jià)富有競(jìng)爭(zhēng)力；形成并管理留存風(fēng)險(xiǎn)；為您提供全球服務(wù)根據(jù)高端信息，全球經(jīng)紀(jì)人可確信您可以至少象保險(xiǎn)公司一樣透徹了解保險(xiǎn)業(yè)有些經(jīng)紀(jì)人可以提供風(fēng)險(xiǎn)轉(zhuǎn)讓、緩解、留存和避免的選擇方案，而且可以提供外包風(fēng)險(xiǎn)管理和損失數(shù)據(jù)庫(kù)和服務(wù)全球經(jīng)紀(jì)人業(yè)務(wù)中現(xiàn)在涵蓋了風(fēng)險(xiǎn)管理規(guī)劃了解客戶/行業(yè)背景機(jī)遇與挑戰(zhàn)估算潛在損失與利潤(rùn)確定損失公差風(fēng)險(xiǎn)總成本量化（如果全部留存）轉(zhuǎn)讓選擇/成本商業(yè)市場(chǎng)轉(zhuǎn)讓資本市場(chǎng)轉(zhuǎn)讓緩解風(fēng)險(xiǎn)選擇/成本保護(hù)措施預(yù)防損失生產(chǎn)系統(tǒng)管理PSM避免選擇/成本拒絕參與拖延戰(zhàn)略層面實(shí)施層面留存全部留存資產(chǎn)負(fù)債表其它識(shí)別風(fēng)險(xiǎn)傳統(tǒng)當(dāng)今逐步IWOULDLIKEVERYMUCHTOTHANKCIRCFORINVITINGWILLISTOSPEAKHERETODAYABOUTTHEINDUSTRYANDHOWWECANHELPCHINESECOMPANIES,WHETHERSTATEORPRIVATELYOWNED1OURCHAIRMANJOEPLUMERISENDSHISGREETINGSTOYOUONTHISIMPORTANTOCCASIONIAMPHILIPELLIS,ANDIAMCHAIRMANOFWILLISENERGYBROKINGBUSINESSANDCHIEFEXECUTIVEOFOURGROUPANALYTICSBUSINESSOURINDUSTRYHASTRADITIONALLYBEENREFERREDTOASINSURANCEBROKING,BUTINFACTWEREFERTOOURSELVESASRISKINTERMEDIARIESTHEREISACRITICALDIFFERENCEINTHEMEANINGOFTHESETWOTERMSBROKINGREFERSTOOURTRANSACTIONACTIVITIES,WHEREWEMATCHINSURANCEMARKETSTOACLIENTSPARTICULARRISKATANAGREEDPRICEASAGLOBALBROKER,WEDOTHISINEVERYCOUNTRYINWHICHWEWORKBUTOURROLETODAYGOESWELLBEYONDTHISBROKINGFUNCTIONTODAY,WILLISANDOURGLOBALBROKINGPEERSINCREASINGLYADVISEOURCLIENTSONHOWTOMANAGETHEIRRISKS,WHETHERINSURABLEORNOTIWOULDINTHISTALKLIKETOELABORATEONTHISIMPORTANTTRENDSOTHATYOUCANDECIDEHOWAGLOBALBROKERCANHELPYOURCOMPANYFIRST,LETUSDESCRIBETHERISKMANAGEMENTLANDSCAPETOMANAGEYOURRISKS,EVERYCOMPANYSHOULDGOTHROUGHTHESTEPSSHOWNINTHISRISKMANAGEMENTFRAMEWORKTHEFIRSTFIVESTEPSPROVIDEADIAGNOSISOFYOURRISKSTHISBEGINSWITHUNDERSTANDINGYOUROVERALLINDUSTRYCONTEXTANDBUSINESSSTRATEGY,ANACTIVITYWHICHEVERYCEOLIVESANDBREATHESEVERYDAYRISKSTOACCOMPLISHINGOBJECTIVESARETHENIDENTIFIEDLOSSFREQUENCYANDSEVERITYISTHENESTIMATEDFOREACHRISKBASEDONHISTORICALDATAANDSIMULATEDPROJECTIONSOFLOSSESTHENTHISLOSSPICTUREISCOMPAREDTOYOURTOLERANCEASACOMPANYFORLOSSESYOURSOCALLEDRISKAPPETITEANDFINALLY,THETOTALCOSTOFRETAININGRISKISESTABLISHEDONLYTHENAREYOUREADYTOCOMPAREOPTIONSTOTRANSFER,MITIGATE,RETAINORAVOIDEACHPARTICULARRISKTHISTHENLEADSTODECIDINGPRIORITIESARISKSTRATEGY,FOLLOWEDBYIMPLEMENTATIONEACHOFTHESESTEPSISWORTHMUCHDISCUSSIONANDDEBATE,BUTFORNOWLETUSLEAVETHISBIGPICTUREANDASKWHATDOBROKERSDOINTHISLANDSCAPEOURHISTORYASBROKERSHASFOCUSEDONPROVIDINGRISKTRANSFERALTERNATIVESFORCLIENTS,WITHTHETRANSFERGOINGTOCOMMERCIALINSURANCEMARKETSBROKERSHAVEALSOPLAYEDAROLEINTRANSFERRINGRISKTOCAPITALMARKETS,BUTTHISHASBEENARELATIVELYMINORROLEUNTILRECENTLYINADDITION,BROKERSADVISEONFORMINGANDMANAGINGCAPTIVESINSURANCECOMPANIESTHATEXISTWITHINANONINSURANCECORPORATIONTOPROVIDEINSURANCETOTHEIRPARENTCOMPANYINCHINA,CAPTIVESARENOTALLOWED,ASIUNDERSTANDITFORMANYOFTHEWORLDSLARGESTCOMPANIES,HOWEVER,CAPTIVESEXISTFORMANYREASONSTHATWEWOULDBEHAPPYTOEXPANDONANOTHERTIMESUFFICEITTOSAYFORNOW,THATWILLISANDOTHERBROKERSHELPTOFORMANDRUNSUCHCAPTIVESTHETWOFUNCTIONSIHAVEMENTIONEDARETRADITIONALFORBROKERSHOWEVER,OURROLEISCHANGINGTODAY,WEBRINGFARMORESCIENCETOBROKINGTHANEVERBEFOREWEHAVELARGEDATABASESOFLOSSHISTORIESFORVARIOUSINDUSTRIESANDKINDSOFRISK,ANDWEAREABLETOBENCHMARKACLIENTSLOSSHISTORYVERSUSITSPEERSWEAREALSOABLETODEMONSTRATEWHETHERAPARTICULARINSURANCEPROGRAMMEISGOODVALUEFORMONEYORNOT,BYAPPLYINGACTUARIALANDMATHEMATICALTECHNIQUESANDMODELSTOTHELOSSHISTORIESANDRISKTOLERANCEASSUMPTIONSFORAGIVENCOMPANYWECANANDDOHELPOURCLIENTSDECIDEWHETHERTHEYNEEDANYINSURANCEATALL,ANDATWHATPREMIUMLEVELAPARTICULARINSURANCEPROGRAMMEBECOMESUNATTRACTIVEOURAIMINALLTHISISTOPROVIDEOURCLIENTSWITHATLEASTASGOODINFORMATIONASTHEIRINSURERSHAVEABOUTTHECLIENTSRISKSWEPUTOURCLIENTSINTHEUNDERWRITERSSHOES,ANDBYDOINGSOGIVETHEMAMUCHSTRONGERWAYTONEGOTIATETHEIRINSURANCEPROGRAMMESTHANTHEYTRADITIONALLYHAVEHADWEALSOAREINCREASINGLYPROVIDINGALLMANNEROFOUTSOURCEDRISKMANAGEMENTSERVICESFROMCLAIMSPAYMENTACCELERATIONTOGLOBALCOORDINATIONOFINSURANCEPROGRAMMES,ENTERPRISERISKMANAGEMENT,ANDOVERALLRISKSTRATEGYSOHOWCANCHINESECOMPANIESBENEFITINOURTRADITIONALROLE,WECANSERVECHINESECLIENTSRISKMANAGEMENTNEEDSBOTHDOMESTICALLYANDASYOUEXPANDINTERNATIONALLYGLOBALBROKERSCANHELPYOUATTRACTMARKETCAPACITYFORANYINSURABLERISKENSUREQUOTESARECOMPETITIVEANDFORMANDMANAGECAPTIVESWHERETHEYMAYMAKESENSEFORYOUABROADINOURNEWERROLES,WECANADVOCATEYOURINTERESTSWITHINSURERSATHOMEANDABROADBYAPPLYINGOURANALYTICTECHNIQUESTOLOSSHISTORIESAREYOUUNSUREABOUTWHETHERYOUAREPAYINGTOOMUCHFORYOURINSURANCEWECANPROVIDEANANSWERTHATWILLBECREDIBLETOYOURBOARDDOESYOURINSURANCEREALLYPROTECTYOURCOMPANYATALEVELTHATRECOGNISESYOURCOMPANYSRISKTOLERANCESWECANDEMONSTRATEWHETHERITDOESAREYOUADEQUATELYPROTECTEDFROMCATASTROPHICRISKWINDFLOODEARTHQUAKETERRORISMOROTHERMANMADECATASTROPHIESTHEGLOBALBROKERS,INCLUDINGWILLIS,HAVETHEQUANTITATIVEANDQUALITATIVEMETHODSTOHELPYOUUNDERSTANDYOURCATASTROPHICRISKEXPOSUREANDVULNERABILITIESOURENGINEERSAREEXPERTSINSURVEYINGYOURFACILITIESFORBOTHCATASTROPHICANDOPERATIONALR