Contractual Insurance Awareness for the Sales Process

Contractual Insurance Awareness for the Sales Process


Do you and your sales team find yourselves getting held up last minute in the sales process with client contracts and insurance requirements? Join TRICOM and Odell Studner for our August Industry Insider webinar as Tony D’Amicantonio provides you with a sound overview of three key areas of this process. First, he’ll describe an overview of what a certificate of insurance actually provides. Next, we will focus in on some of the commonly required additional coverage terms, like Additional Insured status, and the impact of providing those coverages on your insurance program. Finally, we will cover an overview of different types of indemnification wording, what is best practice, and the implication of the various types of wording on your business.

By the end of this session, you’ll gain contractual insurance awareness to be ready for your next big sales deal.

About the presenter:

As Vice President – Staffing Practice Leader, Tony D’Amicantonio is responsible for the operational direction of the Staffing Practice Group. With over 100 clients across the country with varying business models in place, Tony ensures that the knowledge and capabilities of the service team stay in front of the constantly evolving industry. Tony manages the traditional insurance program placement as well as the unique operational best practices consultation that Odell Studner offers staffing clients. This consultative approach offers a complete understanding of how clients operate their businesses, which allows Tony and his team to excel at finding the right insurance program for them. This typically includes a loss-sensitive workers’ compensation program, where Tony works with clients to turn workers’ compensation into a profit center for their company. Tony’s career with Odell Studner began in 2005. He served as Senior Account Executive before being promoted to his current role. He spent over 12 years cultivating knowledge and relationships in the staffing industry and mastering the complex details of workers compensation and liability insurance. Today, Tony oversees $100MM of premiums within this space. Prior to joining Odell Studner, Tony served as Account Manager at LyonsOdell, where he worked exclusively with clients in the owned group captive arena. Previously, he was Account Manager at ECBM. Tony graduated from Penn State University with a Bachelor of Arts in Telecommunications. He earned his Certified Insurance Counselor (CIC) designation from the National Alliance for Insurance Education & Research and his Associate in Risk Management (ARM) designation from The Institutes. Tony’s interests include spending time with his family, playing golf and traveling. 

About Odell Studner:

Our mission is to consult and partner with forward thinking employees and companies who understand taking proactive action reduces uncertainty, accelerates growth, increases profitability and creates a competitive advantage. Additional facts about Odell Studner Staffing Practice Group:

  • Staffing practice has over 110 clients
  • Over $120MM of payroll and $4B of payroll represented
  • Largest captive broker in the staffing space
  • Differentiators include on staff Risk Manager, Data and Analytics Platform, and Loss Sensitive Specialty 


As an administrative and financial solutions provider to the staffing and consulting industry, it is our philosophy to be an active member in the staffing industry by staying abreast of the ever-changing market place. For that reason, TRICOM was pleased to launch the Industry Insider webinar series designed to share our expert knowledge and resources with our fellow staffing industry colleagues. One of our core values is to build relationships and become a leading resource to staffing and consulting firms nationwide.