If you’re honest with yourself, you know how far too many producers walk into meetings. They skim the file on the way in, ask a few scattered questions, look for a wedge, and hope the conversation gives them something to work with. That’s not intentional. That’s improvisation.
Scott Addis built his career on something else entirely: a simple, repeatable five-step process. Identify risks. Assess impact. Explore methods. Take action. Monitor results. Straightforward. Disciplined. Consistent.
That process did two things for Scott. First, it gave him confidence. He didn’t have to rely on charisma, luck, or gut instinct. He had a roadmap. Second, it gave his clients clarity. Instead of “winging it” like everyone else, he delivered structure. He showed them that risk management isn’t a guessing game - it’s a system.
And that’s what separated him from the competition.
Think about it: when you walk into a CEO’s office, they don’t want a salesperson with a bag of tricks. They want a guide who brings order to chaos. They want a risk advisor who can take uncertainty and give it shape. A process does that.
Too many producers treat process like a buzzword. They talk about it, but when it’s time to deliver, they fall back into reaction mode. They show up at renewal and scramble to explain last year’s numbers. That’s not process - that’s survival.
But when you commit to a real framework, something repeatable, something that builds on itself, you shift how clients see you. You’re no longer the vendor who shows up when it’s time to negotiate. You’re the advisor who sits beside them, guiding every decision through a proven lens.
That’s what makes you different. That’s what makes you indispensable.
Stop winging it. Start leading with process. Because in a world full of noise, discipline cuts through.