Client Experiences

Our unique approach is validated by concrete examples of its success and our clients' feedback. Both are available on our website, anonymously, through the above links.

We invite you to contact us for specific client references.

Client Feedback

Our clients appreciate our work...


"Trademark Capital Services has been providing insurance products and services to [firm name omitted] since 1993, initially providing long-term disability coverage to our partners, and, more recently, replacing and expanding our partner life insurance coverage. In our experience, TCS understands the special demands that law firms present. We have been pleased with TCS products and pricing and delighted with TCS' standard of service."

Managing Partner of law firm client


"[Firm name omitted] hired Trademark Capital Services (TCS) in 2002 to address the instability of the firm’s long-term disability program. Over the course of the last few years the firm had experienced frequent changes in LTD providers and the cost was unpredictable. TCS designed and presented two creative, but relatively simple plan designs through different LTD providers. The firm selected a plan that we believe will address the LTD instability problems on a long-term basis, and additionally, will deliver some special features..."

Managing Partner of law firm client


TCS clients are not only companies and law firms, but their plan participants as well...


"As a [firm name omitted] partner, I was required to carry an individual long-term disability policy to supplement the firm’s group disability plan. This coverage was never particularly important to me until I became a claimant. That is when I realized the importance of adequate disability insurance and the benefits of having a broker who honors its promises.


Being a disability claimant is often an exhausting endeavor due to the volume of financial and medical documentation that is required. The task was especially onerous given the effects of my disabling condition. I needed help—not only in collecting and organizing the information, but I also needed an influential advocate to negotiate with the insurance company on my behalf.

As a single policyholder among thousands, I did not realize a major source of empowerment available to me. The help I received from the firm’s broker, Trademark Capital Services, was invaluable. TCS representatives assumed all communications with the insurance company and worked with both parties to expedite the processing of my claim. They also used their influence with the insurance company to achieve a favorable resolution for me. I believe this result would have been significantly more difficult to obtain—if not impossible—without the help and influence of TCS."

Retired Partner of law firm client

And our individual clients appreciate what we do for them and their families...

"Perhaps what impressed me the most about TCS was efficiency. I am a busy executive managing many priorities for my company and personal financial needs. While my financial situation is complex, TCS was able to quickly bring into focus salient planning needs and to offer effective solutions. I rely on the services of competent professionals and I welcome TCS as a trusted member of my team."

Executive of Fortune 500 Consulting Firm


"I have been working closely with TCS for the past 10 years. During this time I have seen significant growth in my [privately held] business and, consequently, my overall personal wealth. With help and guidance from TCS, I have been able to protect my growing business, accomplish some diversification of my assets and undertake comprehensive wealth preservation planning."

High net-worth business owner

"My family-owned business is the most valuable asset in my estate. TCS has helped me develop a comprehensive succession plan to ensure that my business will survive more than one generation. Succession planning has required a high level of coordination between all my advisors and TCS has spearheaded the effort.

My business succession plan lays out clear procedures for new management, continued family ownership, and determining the value of the business for estate tax purposes. And just as important, the plan also incorporates valuable insurance protection that guarantees there will be money available when it’s needed the most."

Proprietor of family-owned business

These comments may not be representative of the experience of other clients, and is not indicative of future performance or success.

Case Study 1: New York Law Firm

The Situation

A New York-based law firm comprised of 500 attorneys and 1,000 total employees is continually seeking to hire high quality associates and partners to enhance its position among the top 50 firms in the nation.  To attract and retain the best legal talent, and stay ahead of their competition, the firm’s management wants to offer a high quality benefits package—including disability insurance—that maximizes value and minimizes cost.

The Challenge

TCS was introduced to the firm and given the opportunity to compete with a large, national New York-based insurance brokerage (with an existing relationship with the firm) to help the law firm’s management team meet their objectives.  The law firm’s objective was clear: increase coverage to more adequately protect the firm’s very high earning partners without increasing costs, which would be particularly challenging due to the firm’s recent poor claims experience, primarily among associate attorneys, and the trend of increasing costs throughout the industry.

The Creative Plan Design

TCS successfully obtained extremely attractive pricing for the firm’s group long-term disability (LTD) plan by transferring a significant part of the troubled risk (the poor claims history among associates) to an individual policy platform.  A part of this “risk transfer” technique was also used for the firm’s partner population to make the entire risk more attractive to the group carrier.  The significant group insurance premium reduction was then used to offset the cost of the individual policies.

The Results

TCS was awarded the business and achieved the following results for the law firm:

  • A $5,000/month (16%) increase in the plan maximum that increased coverage on 97% of the partners, satisfying the objective to enhance the quality of the plan.
  • A 2% reduction in total premiums paid by the firm, satisfying the objective to minimize costs.
  • No increase in individual partner cost, despite the increase in the benefit and quality of the coverage.
  • The use of a proprietary individual policy with the lowest cost in the industry, reducing the impact of future increases.
  • Eighty percent of overall program cost is now guaranteed (by the individual policies), significantly reducing the risk of a future rate increase.
  • All attorneys, including associates, now have portability for some part of their coverage.
  • TCS is providing administration support for the plan, freeing up staff for other human resource and benefit functions.

In 2008, the group LTD plan renewed for the first time and as a result of improved claims experience, LTD rates decreased beyond the cost savings realized at implementation.  Additionally, the partner plan maximum was increased by another $5,000/month with no increase in cost.  The firm has referred TCS to other organizations interested in enhancing benefits plans without increasing costs.

Case Study 2: Physician Group

The Situation

A large California-based physician group was experiencing increased competition for top medical talent from other physician groups and larger medical organizations.  The group’s management team determined that a review of their benefits plan could identify an opportunity to differentiate their value proposition to candidates in a challenging business environme9nt. 

The Challenge

TCS was introduced to the CEO of the physician group and a meeting was scheduled to discuss the group’s objectives.  First, the group wanted to ensure that their benefits package was as competitive (in terms of limits and features) as plans offered by competitors.  Second, due to strict budget constraints, any benefit increase implemented to enhance their competitive position could not result in a cost increase for the group.  Based on a preliminary assessment of the group’s current benefits plan, and the recognized need to increase benefits, managing costs would be a challenge.

The Creative Plan Design

After a thorough review of the group’s current plan, it was apparent that the necessary increase in benefits could be expensive.  To mitigate this increased cost, TCS developed a plan incorporating a combination of group and individual coverages.  This creative design leveraged cost savings on the group side to pay for increased benefits on the individual side, establishing a complementary structure that continues to meet the objectives of the group.

The Results

The physician group enjoyed dramatic results compared to the efforts generated by their previous benefit consulting firm:

  • The benefit maximum increased 28%.
  • The cost of the plan decreased 15%.
  • The plan added valuable features, including a cost of living adjustment (COLA) and specialty and sub-specialty claims administration.
  • More than 40% of all premiums are guaranteed to remain level for the working life of the participant.
  • Much of the service and administrative effort can be efficiently outsourced to TCS, allowing the group to retain their lean HR staffing model.

 

In August 2008, the CEO of the physician group sent a letter to TCS regarding their satisfaction with the plan, specifically the increase in benefits, the decrease in cost, and the overall performance of the TCS team.  To view the letter, click here.

Case Study 3: Global Law Firm

The Situation

TCS was appointed broker of record for two recently merged Large New York law firms.  The combined entity, which had offices abroad, expressed an interest in creating a new benefit plan (including life and disability insurance) for its partners.  The firm wanted to enhance the benefits available to partners but in an effort to facilitate the integration of two distinct cultures, it was critical to treat all partners equally.

The Challenge

With the combination of two firms with international partners, the primary challenge was to deliver “seamless” benefits—matching benefits and price for all partners.  After a survey of the marketplace, a large international brokerage firm identified what appeared to be the most attractive option; however, the plan did not allow for coverage of international partners.  This was a significant challenge because the firm had more than 100 non-U.S. citizen partners working around the world.

The Creative Plan Design

To address this challenge, TCS worked closely with M Financial Group, a premier financial services design and distribution company, and Global Benefits Group, a managing general underwriter (MGV), to create a truly seamless international disability insurance product.  The coverage, which was modeled after group LTD policies available to U.S.-based partners, offers seamless coverage, high limits, and competitive pricing.  This international solution is available on a proprietary basis and can be accessed exclusively through TCS and other M Financial Member Firms.  As such, it will not be available through the regular brokerage community.  It is important to note that substantially all of the insurance risk is ceded to General Re, an AAA rated carrier in the Berkshire Hathaway Group.

The Results

Through the innovation and insight of TCS, and the implementation of this proprietary international disability insurance product, the law firm dramatically increased their available disability coverage for non-U.S. citizens working outside the U.S.  The results include:

  • A coverage increase of 94% over alternative uniform global approaches.
  • A single U.S. based point of entry for administration, service, and claims.
  • Coverage features comparable to U.S.-based programs, including own occupation definition, age 65 benefit duration, and no medical underwriting.
  • The plan design included enhanced compliance with international trade practices that typically govern insurance contracts of this nature.

Through this solution, TCS has redefined the standard for international disability insurance solutions, while delivering significant and specialized value to global law firms. A similar solution is available for international life insurance.

 

Case Study 4

High Net Worth Executive With Significant Family Wealth

The client maintained a personal life insurance portfolio with disparate coverages, which included some policies that were over 30 years old.  It was determined, in consultation with the client and his other advisors, that the portfolio was simply no longer relevant to the family’s insurance and overall financial needs.

The aggregate portfolio contained significant, taxable capital that could be redeployed to new coverage designed precisely for contemporary needs of the estate.  Although the process had many steps, including a comprehensive surrender and tax analysis, the result was a new proprietary survivorship policy.  The new policy provided significant year-over-year leverage (as measured by the policy’s IRR) as well as simplified administration. 

 

Case Study 5

High Net Worth Individual With Significant Inter-Generational Wealth

The client had completed some fairly comprehensive estate planning, which included the acquisition of approximately $12.5 million of trust-owned coverage over two decades.  The current cost to maintain the aggregate coverage was approximately $111,500 per year and due to the policy types, there was little overall flexibility in the portfolio.

In addition to needing a greater level of coverage, the trust was also looking for annual cost savings.  Existing policy capital along with a loan balance was consolidated and exchanged into a new proprietary policy with institutional pricing and long-term contract guarantees.  The trust increased its insurance amount to $15 million and also realized an annual premium savings of approximately $53,500 per year.


Case Study 6

Corporate Split Dollar Analysis & Exit Strategy

TCS was hired by a large, closely-held corporation to audit a 25-year-old Split Dollar life insurance program, which was originally established to provide benefits to family members whose personal wealth was significantly concentrated in the corporation.  The Split Dollar program included both equity collateral assignment and endorsement arrangements and was comprised of over 85 whole life policies.  Since family members were direct participants in the split dollar plan, it was crucial that the entire project – data gathering, analysis, communications, recommendation, etc., be “accessible” to all parties, including advisors to the family members.  Over the course of a year, an exit strategy was crafted that eliminated legal and tax risks created by new tax laws and regulations as well as provided each participant with the opportunity to review and update their life insurance planning.

 

Case Study 7

Transfer a Liability Accrued Under a Qualified Pension Plan

TCS was approached by a large, private corporation, which was the sponsor of a terminated, qualified defined benefit pension plan.  The corporation had an ongoing fiduciary and financial responsibility to the plan participants as well as their beneficiaries The company hired TCS to evaluate and analyze the options for transferring the entire liability to a sound and reliable third-party financial institution. TCS conducted a comprehensive annuity market survey and carrier due-diligence review in order to identify suitable group annuity providers that could reasonably be expected to meet the criteria outlined in DOL Interpretive Bulletin 95-1.  Based on a competitive bidding process, the company selected a top-rated carrier and was able to transfer the entire liability from their books.