Rooted in Relationships: How the Business Development Team Supports Farmers Nationwide

Ashley Shafer, Business Developer; Casey Krueger, Business Developer Director; Mattew Klein, Divisional Vice President – Business Development; and Jake Ellis, Southeast Business Developer Manager

Briefly describe your role as part of the Business Development team at Great American.

Ashley: My job is providing the highest level of service to our agents. I pride myself on responding and getting issues resolved in a timely manner. Along with servicing current agencies, I look for agencies that have a need and show them what Great American can offer them and their insureds. 

Casey: In my role within the Business Development team, I am responsible for cultivating and maintaining relationships with agencies across our national platform. I closely monitor new programs and initiatives introduced by the Risk Management Agency (RMA), as well as enhancements to our own suite of Private Products, to ensure relevance and support for the agricultural sector. 

Matt: I work with our National Business Development team to enhance and coordinate the efforts of our regional office staff in driving business growth. 

Jake: My position plays a key role in driving growth and expanding market presence in the southeast region of the US. 
How does your role impact the American farmer and rancher? 

Ashley: Educating agents and growers at meetings on industry updates, on topics such as the Farm Bill, OBBB, new crop insurance products, etc, is a big part of my role. Also, assisting agents with any questions insureds may have on acreage reports, claims and production reports.

Casey: My focus is on understanding and supporting products that offer financial protection and long-term stability for farmers and ranchers. I’m deeply committed to preserving their livelihoods and enabling future generations to continue farming with confidence.

Matt: We provide our agents with the knowledge and tools to help their growers make an educated decision on how to best address price and/or yield risk for their operation. 

Jake: As BD manager, I often engage with local agents and attend agricultural events to build trust and educate farmers on risk management strategies. This outreach helps farmers feel supported by a company that understands the unique challenges of farming. 

What's something agents might not recognize you do in your role?

Ashley: My family farms, so I keep up with market prices, input costs, what is going on out in the field, etc. I feel like that helps me in my role to understand the needs farmers have and how agents can help them with products we have to offer.

Casey: A key aspect of my position—often underrecognized—is my availability to assist agents across all states. I strive to be a consistent resource to those representing agricultural producers nationwide. 

Matt: I work with our Crop IT department to prioritize technology requests to ensure we are focusing our development efforts on the most impactful and immediate needs of our staff, agents and insureds. 

Jake: Agents might not realize that we coordinate with Operations to streamline processes that make it easier for agents to sell and process their business. We also advocate internally for agent needs, pushing for tools, training or tech that can improve their performance. 

What's one thing about Great American you wish all agents knew?

Ashley: We are the only American-owned AIP in the top 5.

Casey: At Great American, our dedication to the agricultural industry is genuine and farreaching. We take pride in supporting not only farmers and ranchers but also the agents who serve them, treating their success as our shared mission.

Matt: I think a lot of agents know of this when mentioned and I am hoping its top of mind when agents meet with their growers; it’s that Great American is the largest American-owned crop insurance provider in the United States. Great American is also one of two original standard reinsurance agreement holders when the USDA entered into a private/public partnership back in 1980.

Jake: Great American is proud to be an American-owned company protecting and providing for hard working Americans. 

What is your most memorable experience in Crop Insurance? 

Ashley: I can’t say there is one specific experience, but when I can help an agent find a solution to an issue they are having or show them a new tool in our system that can help them become more efficient, that always brings fulfillment to my job! 

Casey: One of my most meaningful experiences has been participating in the inaugural Emerging Leaders Class through the American Association of Crop Insurers. The opportunity to advocate in Washington, D.C., on behalf of America’s farmers and ranchers was both an honor and a powerful reminder of the importance of our work. 

Matt: Over the last 20 years, I have presented at numerous new agent schools and have spent time assisting many of these same participants with farmer meetings, quoting, policy questions, etc. Seeing these same agents who are now managers and/or owners of agencies is most memorable for me.

Jake: It’s simple… and it’s almost daily. I love going to the grocery store and seeing products on the shelf with a farm’s name on it that I have met and shook the hands of the people that work on that farm. It gives me a sense of purpose knowing that the people at Great American have these farms’ backs when disaster strikes so that they can keep farming and continue to have their products on the shelf for the American people.