As a leading wholesale, specialty, and surplus lines industry event, the Wholesale & Specialty Insurance Association (WSIA) Annual Marketplace drew more than 8,800 industry professionals to San Diego, CA, last month. Several members of the Gallagher Bassett (GB) team were on-site to connect with colleagues, meet industry leaders, and strategize on delivering the solutions and expertise necessary to support our clients.
“WSIA is a world-class member services organization that serves the entire wholesale, specialty, and surplus lines industry, and our team was excited to connect with colleagues, clients, and prospects,” said Jon Stambaugh, SVP — Carrier Practice. “The conference is a great way to hear about the trends, insights, and opportunities that will carry us into next year.”
The wholesale and specialty market is more dynamic than ever and in a period of rapid evolution, driven by technology, shifting carrier strategies, and a strong focus on relationships. Our team shares a few key takeaways on these topics and highlights from WSIA below.
Implementing Technology to Support Growth
For many clients and prospects, the most frequent topics were the integration of AI and telematics and how this affects underwriting and claims, the application of data analytics, and the need for MGAs and carriers to differentiate themselves in a crowded market.
“A consistent theme was the focus on best-in-class technology,” said Caryn Siebert, VP — National Director, Carrier Engagement. “It was interesting to hear different perspectives on these challenges and explore how GB can potentially provide solutions, such as our award-winning risk management information system, Luminos, the insights from SMART Benchmarking, and GB’s AI Toolkit.”
The future of surplus lines and specialty insurance will be shaped by continued investment in technology—especially AI, telematics, and advanced analytics. These tools are already transforming underwriting, claims, and risk management, and their influence will only grow.
“There was also significant discussion around new product development, niche program growth, and the operational challenges of managing increased submission volumes,” said Amy O’Brien, VP — Carrier Practice Sales. “Several of my meetings were focused on the future and developing program strategies and partnerships that lead to success.”
Fostering Talent and Strategic Partnerships
Talent remains a top priority across the industry. Attracting and retaining professionals who can blend technical expertise with underwriting is critical for ensuring efficient and effective operations.
“The importance of community and mentorship—especially for women and underrepresented groups—was a recurring theme, with active networking and support initiatives highlighted,” O’Brien said. “Many organizations are building out their mentorship and professional development opportunities as a way to develop a more resilient and innovative workforce.”
Siebert shared that the WSIA Diversity Foundation has been broadened and renamed the WSIA Talent Advocacy & Engagement Foundation and has received pledges and contributions totaling $4.2 million over the past five years. The Foundation was created in 2020 to stimulate and attract a broad pipeline of talent for the wholesale, specialty, and surplus lines insurance industry, striving to:
- Provide educational resources and programs designed to cultivate a culture for WSIA and its membership where all people feel supported and have what they need to succeed in the industry
- Remove any barriers to enable all people to compete on a level playing field
- Foster synergy with similar initiatives among all industry participants
Retention and relationship-building are more important than ever, with MGAs and carriers seeking to deepen partnerships rather than simply expand their networks.
“The market is also moving toward more focused, strategic partnerships rather than broad, transactional relationships,” said O’Brien. “This is reflected in the planned meetings, whereby it is more important to have meaningful meetings instead of brief connections.”
Investing in Community
GB is committed to giving back to the communities in which we live and work, and the conference’s emphasis on service resonated with our organization’s mission.
“I enjoy serving on the WSIA Events Committee and helping ensure all attendees have a great experience,” Siebert shared. “Because San Diego has been a terrific venue for WSIA for many years—and with the events committee deciding to return annually through 2030—WSIA decided to once again make a $5,000 contribution to each of two local organizations committed to safety and combatting homelessness in the city.”
The organizations are:
- Youth Assistance Coalition, which positively impacts the lives of homeless youth through empowerment, mentorship, and community collaboration to provide transformative opportunities
- The Lucky Duck Foundation, which works to prevent and alleviate homelessness throughout San Diego County
Looking Ahead to 2026
As the industry’s leading trends evolve, the greatest opportunity lies in leveraging technology to create differentiated products and deliver superior client experiences. Carriers that can harness data, manage operational complexity, streamline processes, and offer innovative solutions will continue to stand out.
“There’s a clear trend toward organic growth in niche markets, as well as expansion into new states and lines,” O’Brien adds. “The market is watching regulatory environments closely and adapting strategies accordingly.”
The WSIA conference broke its previous attendance record, reflecting the industry’s growth as the next generation of professionals develops and participates in these events.
Siebert said, “I’m already looking forward to next year’s marketplace from October 11–14, 2026, by which time GB will have unveiled several more tools for optimizing outcomes, meeting and exceeding client service expectations, and supporting our efforts for recruiting, rewarding, recognizing, and retaining top talent.”
If you are interested in discussing how we deliver best-practice claims management solutions, please reach out to our team to learn more.
