ISSUE 1 2017 REASON 39 Whether it s deductibles claims ser vice strategy or frame 7 turbines Aon Northland and FM Global tackle issues together This pleases Bergman immensely The relationship among Aon Northland and FM Global is fantastic quite frankly Over time the companies have come to work together as partners and they have checks and balances with one another Kingston Generating Station Today Manpreet Gill is standing along the perimeter of Northland s Kingston Generat ing Station Five years ago says Gill over the din of industrial noise we visited this facility and we pointed out a lot of loss pre vention programs that could benefit North land Since then we ve worked very closely implementing a lot of those programs to identify their critical assets and improve their overall resilience Steve Collings is the manager of the Kingston plant He and Gill work closely on site visits and he respects the advice he gets My father always told me that it s better to learn from other people s mistakes than your own says Collings FM Global brings a broad range of experience to the table hav ing dealt with so many other clients They ll see things that maybe we wouldn t and we ll consider making changes based on what they ve seen in the past Global strategies While continuing to develop projects in Canada Northland recognizes that future opportunities lie globally which falls into the wheelhouse of FM Global and its ability to serve its multinational clients We know we re going to be right there beside them says Najdovski If they re looking at a facility in Mexico for example we have local engineers who can work with them to ensure those locations are also built to the same level and standards that they re used to here in Canada We have a consistent approach to engineering Knowing that growth can mean cov erage challenges Northland banks on time it s been a steady process of building from a humble beginning to a strong portfo lio of thermal solar and wind facilities Najdovski recalls the time the two companies along with Aon began consid ering collaboration We spent a great deal of time getting to know Northland Power as an organization and speaking to their senior management and engineering people he says walking slowly through an array of solar panels We realized very early on that as an organization they were a strong engineering led company that was very much interested in the safety and reliabil ity of their facilities We felt that we could bring value to that side of the business So the FM Global team visited a handful of Northland facilities to demonstrate that value Today Northland s operating portfolio comprises more than 25 facilities includ ing 13 solar farms four Canadian wind farms and a robust development pipeline Aon s Irwin on the Northland account for 16 years has seen the company s appetite for risk grow morph and change Right now they re growing so quickly it s impor tant to understand what their total cost of doing business is against what their risk is she says Northland is very good at under standing what they want to achieve and hav ing the right people at the table to talk about how they can constructively deal with their various risks we needed some equipment expertise says Maurice Audet an account manager with Aon and a regional director of risk research and solutions We were especially dealing with frame 7 turbines So that s when we called FM Global Audet s appreciation of FM Global s technical expertise runs deep One of the great things about FM Global is that they have a tremendous base of information and they ve got a good relationship with most of the turbine manufacturers So they have an understanding of what these turbines can do From a deductible perspective we ve been very competitive compared to what we ve seen with a lot of other players and we also look at deductible levels that make sense for Northland They don t want to be trading dollars and they don t want to be fluffing off risk management as if to say It s insured so why do I care FM Global believes that it s more like Let s do this right Bergman knows that he and Northland need to look no further than their partners to shoulder some of that burden The Aon and FM Global teams band together in force as Northland s backstop Audet and Sarah Irwin account executive comprising the Aon team have been working with North land since nearly day one at least in Audet s case who started working with Northland almost three decades ago Back then the company had just one small plant with a wood burner and a gas turbine Since that One of the great things about FM Global is that they have a tremendous base of information and they ve got a good relationship with most of the turbine manufacturers So they have an understanding of what these turbines can do Maurice Audet ACCOUNT MANAGER AND REGIONAL DIRECTOR OF RISK RESEARCH AND SOLUTIONS AON

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