We are looking for a Junior Litigation Lawyer to join our in house legal team on a 9 month fixed term contract. In this role you will provide high-quality, cost-effective legal representation, using your knowledge and expertise in the litigation process and delivering excellent client service as part of the legal team. You will handle cases independently and assertively, with a focus on managing matters to resolution and you may also provide team leadership for our paralegals. Travelers Europe currently offers flexibility to employees who wish to work on a hybrid basis in accordance with our Hybrid Work Arrangements Policy. This entails full time employees working three days a week in the office and two days at home (or pro rata for part-time employees). This policy may be changed at the Company's discretion. What Will You Do? Litigates cases to verdict, demonstrating superior use of trial skills and techniques. Ability to independently handle a full to moderate caseload with moderate level of severity and complexity from case inception through to trial/resolution. Works under the guidance of the Head of Legal Practice in litigating complex and high exposure files. Conducts legal research as necessitated and supervises research projects delegated to Paralegals and Legal Secretaries. Independently drafts statements of case, interim motions, briefs, disclosure requests and other court documents. Attends court events and other appointments independently. Learns and understands client expectations in addition to the key department business goals of Travelers Legal and assists in meeting those goals. Handles and actively seeks opportunities to become involved in special projects and on committees. Provides recommendations and case analysis to business partners on appropriate file handling strategy. Integrates legal support staff into the case handling process. Builds and maintains superior internal and external client relationships. Completes all required administrative tasks including time reporting, closed cases, reports and other materials appropriate to performance of duties. Effectively makes use of technology and automation in the practice of law. Adheres to all standards of excellence in file management. Strictly adheres to the principles, outcomes and indicative behaviours of the Solicitors Regulation Authority (SRA) Code of Conduct.
Nov 08, 2026
Full time
We are looking for a Junior Litigation Lawyer to join our in house legal team on a 9 month fixed term contract. In this role you will provide high-quality, cost-effective legal representation, using your knowledge and expertise in the litigation process and delivering excellent client service as part of the legal team. You will handle cases independently and assertively, with a focus on managing matters to resolution and you may also provide team leadership for our paralegals. Travelers Europe currently offers flexibility to employees who wish to work on a hybrid basis in accordance with our Hybrid Work Arrangements Policy. This entails full time employees working three days a week in the office and two days at home (or pro rata for part-time employees). This policy may be changed at the Company's discretion. What Will You Do? Litigates cases to verdict, demonstrating superior use of trial skills and techniques. Ability to independently handle a full to moderate caseload with moderate level of severity and complexity from case inception through to trial/resolution. Works under the guidance of the Head of Legal Practice in litigating complex and high exposure files. Conducts legal research as necessitated and supervises research projects delegated to Paralegals and Legal Secretaries. Independently drafts statements of case, interim motions, briefs, disclosure requests and other court documents. Attends court events and other appointments independently. Learns and understands client expectations in addition to the key department business goals of Travelers Legal and assists in meeting those goals. Handles and actively seeks opportunities to become involved in special projects and on committees. Provides recommendations and case analysis to business partners on appropriate file handling strategy. Integrates legal support staff into the case handling process. Builds and maintains superior internal and external client relationships. Completes all required administrative tasks including time reporting, closed cases, reports and other materials appropriate to performance of duties. Effectively makes use of technology and automation in the practice of law. Adheres to all standards of excellence in file management. Strictly adheres to the principles, outcomes and indicative behaviours of the Solicitors Regulation Authority (SRA) Code of Conduct.
Business Insurance, SME provides Property and Casualty insurance for Small to Medium sized businesses through our Broker networks and deals with high volume eTrade Insurance. Do you thrive on winning new business and building lasting broker relationships? As an SME Underwriter, you'll own the full trading cycle - from submissions and quotes through to binds - applying sharp risk analysis to consistently hit your targets. We're looking for a commercially minded underwriter who brings strong negotiation skills and a genuine drive to grow and deepen broker partnerships. Travelers Europe currently offers flexibility to employees who wish to work on a hybrid basis in accordance with our Hybrid Work Arrangements Policy. This entails full time employees working three days a week in the office and two days at home (or pro rata for part-time employees). This policy may be changed at the Company's discretion. What Will You Do? Manage the profitability, growth, and retention of an assigned book of business comprised of low to moderately complex accounts across most of our products. Underwrite and skillfully negotiate risks to minimise risk and maximise profitability, including Mid Term Adjustments (MTAs). Proactively manage your portfolio, ensuring key performance indicators are consistently achieved and you actively target new business and retention. Identify and take corrective action in collaboration with your Manager / Team on individual risk characteristics identified through Portfolio Management. Identify and capture opportunities to write additional lines of business using knowledge of products, risk characteristics and appetite. Proactively utilise various technology platforms to quote and bind E-Trade risk efficiently. Provide input and support the presentation of Underwriting Reviews for individual policies or portfolios and manage action points. Cultivate and maintain relationships with internal partners within the business unit and across the enterprise to identify cross-selling opportunities. Foster and maintain relationships with brokers by phone, email or other communication channels to market and sell Travelers products with a goal of writing and retaining accounts consistent with our risk appetite. Develop and execute individual pipeline (and/or retention) plans that align with the team's sales plans to drive success working in partnership with the sales team. (NB only) Train and mentor less experienced underwriters. Support and collaboration for more junior members of the team, including referrals.
Nov 08, 2026
Full time
Business Insurance, SME provides Property and Casualty insurance for Small to Medium sized businesses through our Broker networks and deals with high volume eTrade Insurance. Do you thrive on winning new business and building lasting broker relationships? As an SME Underwriter, you'll own the full trading cycle - from submissions and quotes through to binds - applying sharp risk analysis to consistently hit your targets. We're looking for a commercially minded underwriter who brings strong negotiation skills and a genuine drive to grow and deepen broker partnerships. Travelers Europe currently offers flexibility to employees who wish to work on a hybrid basis in accordance with our Hybrid Work Arrangements Policy. This entails full time employees working three days a week in the office and two days at home (or pro rata for part-time employees). This policy may be changed at the Company's discretion. What Will You Do? Manage the profitability, growth, and retention of an assigned book of business comprised of low to moderately complex accounts across most of our products. Underwrite and skillfully negotiate risks to minimise risk and maximise profitability, including Mid Term Adjustments (MTAs). Proactively manage your portfolio, ensuring key performance indicators are consistently achieved and you actively target new business and retention. Identify and take corrective action in collaboration with your Manager / Team on individual risk characteristics identified through Portfolio Management. Identify and capture opportunities to write additional lines of business using knowledge of products, risk characteristics and appetite. Proactively utilise various technology platforms to quote and bind E-Trade risk efficiently. Provide input and support the presentation of Underwriting Reviews for individual policies or portfolios and manage action points. Cultivate and maintain relationships with internal partners within the business unit and across the enterprise to identify cross-selling opportunities. Foster and maintain relationships with brokers by phone, email or other communication channels to market and sell Travelers products with a goal of writing and retaining accounts consistent with our risk appetite. Develop and execute individual pipeline (and/or retention) plans that align with the team's sales plans to drive success working in partnership with the sales team. (NB only) Train and mentor less experienced underwriters. Support and collaboration for more junior members of the team, including referrals.
Business Insurance helps companies in the UK and Ireland identify, prepare for and mitigate risks by offering a broad array of industry-specific, combined property and casualty insurance solutions to customers. This includes SME solutions traded directly, Commercial Accounts traded via brokers, and Corporate Solutions to FTSE 350 Risk Managed companies. We are looking for a Senior Property & Casualty Underwriter to join our renewals team in London. This is an exciting opportunity to take responsibility for our large complex existing business underwriting, including global and multinational business. You will leverage your underwriting expertise to proactively drive submissions, quotes, and binds and enjoy building strong partnerships with brokers, delivering tailored insurance solutions that truly make a difference. You will be a decisive, detail-oriented professional who is able to independently assess risk, negotiate winning terms, and showcase our products to fuel Travelers' sustainable profitability and success. Travelers Europe currently offers flexibility to employees who wish to work on a hybrid basis in accordance with our Hybrid Work Arrangements Policy. This entails full time employees working three days a week in the office and two days at home (or pro rata for part-time employees). This policy may be changed at the Company's discretion. What Will You Do? Manage the profitability, growth, and retention of an assigned book of business primarily comprised of moderate to complex accounts across all our products. Underwrite and skillfully negotiate moderate to complex risks to minimise risk and maximise profitability, including Mid Term Adjustments (MTAs). Proactively manage your portfolio, ensuring key performance indicators are consistently achieved and you actively target new business and retention. Identify and take corrective action based on individual risk characteristics identified through Portfolio Management to actively manage your portfolio of risks. Identify and capture opportunities to write additional lines of business using knowledge of products, risk characteristics and appetite. Proactively utilise various technology platforms to quote and bind risk efficiently. Prepare, lead and present Underwriting Reviews for individual policies or portfolios/schemes and manage action points. Cultivate and maintain relationships with internal partners within the business unit and across the enterprise to identify cross-selling opportunities. Foster and maintain relationships with brokers by phone, email or other communication channels to market and sell Travelers products with a goal of writing and retaining accounts consistent with our risk appetite. Must be able to travel to meetings. Develop and execute retention plans and support the new business teams to win business that align with the team's sales plans to drive success working in partnership with the sales team. Train and mentor less experienced underwriters. Support and collaboration for more junior members of the team, including referrals.
Nov 08, 2026
Full time
Business Insurance helps companies in the UK and Ireland identify, prepare for and mitigate risks by offering a broad array of industry-specific, combined property and casualty insurance solutions to customers. This includes SME solutions traded directly, Commercial Accounts traded via brokers, and Corporate Solutions to FTSE 350 Risk Managed companies. We are looking for a Senior Property & Casualty Underwriter to join our renewals team in London. This is an exciting opportunity to take responsibility for our large complex existing business underwriting, including global and multinational business. You will leverage your underwriting expertise to proactively drive submissions, quotes, and binds and enjoy building strong partnerships with brokers, delivering tailored insurance solutions that truly make a difference. You will be a decisive, detail-oriented professional who is able to independently assess risk, negotiate winning terms, and showcase our products to fuel Travelers' sustainable profitability and success. Travelers Europe currently offers flexibility to employees who wish to work on a hybrid basis in accordance with our Hybrid Work Arrangements Policy. This entails full time employees working three days a week in the office and two days at home (or pro rata for part-time employees). This policy may be changed at the Company's discretion. What Will You Do? Manage the profitability, growth, and retention of an assigned book of business primarily comprised of moderate to complex accounts across all our products. Underwrite and skillfully negotiate moderate to complex risks to minimise risk and maximise profitability, including Mid Term Adjustments (MTAs). Proactively manage your portfolio, ensuring key performance indicators are consistently achieved and you actively target new business and retention. Identify and take corrective action based on individual risk characteristics identified through Portfolio Management to actively manage your portfolio of risks. Identify and capture opportunities to write additional lines of business using knowledge of products, risk characteristics and appetite. Proactively utilise various technology platforms to quote and bind risk efficiently. Prepare, lead and present Underwriting Reviews for individual policies or portfolios/schemes and manage action points. Cultivate and maintain relationships with internal partners within the business unit and across the enterprise to identify cross-selling opportunities. Foster and maintain relationships with brokers by phone, email or other communication channels to market and sell Travelers products with a goal of writing and retaining accounts consistent with our risk appetite. Must be able to travel to meetings. Develop and execute retention plans and support the new business teams to win business that align with the team's sales plans to drive success working in partnership with the sales team. Train and mentor less experienced underwriters. Support and collaboration for more junior members of the team, including referrals.
We are looking for an experienced Financial Institutions underwriter or broker to join our team where you'll play a pivotal role in shaping the success of the portfolio. In this role, you will primarily focus on new business; cultivating and managing strong broker relationships, collaborating with colleagues and external partners to win new opportunities and exploring exciting areas for growth. Combining technical underwriting or broking expertise with commercial acumen, this role offers the chance to become a recognised local expert and role model, while coaching and mentoring the next generation of Development Underwriters. Travelers Europe currently offers flexibility to employees who wish to work on a hybrid basis in accordance with our Hybrid Work Arrangements Policy. This entails full time employees working three days a week in the office and two days at home (or pro rata for part-time employees). This policy may be changed at the Company's discretion. What Will You Do? Underwrite and assess risk for products and accounts from assigned brokers. Make appropriate decisions within own underwriting authority in addition to considered, intelligent, and complete recommendations to regional or product underwriting leadership. Consistent with TICL underwriting principles underwrite more complex accounts and risks and consider different approaches toward risks to maximise profitability (e.g., pricing, retention, endorsements, limits, indemnity, security). Make prompt, sound decisions within underwriting authority and based on appropriate underwriting information. Negotiate terms and conditions consistent with regional or product underwriting requirements and standards within submission timeframe. Understand and execute product segment strategies to produce budgeted results. Continuously manage book of business (maintain quality of business required by regional or product underwriting strategy). Accountable for accurate underwriting documentation and information in account management systems and adherence to documentation standards. Embrace required working practices with allocated Underwriting Account Management resource in order to deliver appropriate and timely underwriting service on your accounts at all times. Establish and maintain collaborative relationships with colleagues in Head Office, Risk Control, Claims, Actuarial, and as needed, any other parts of the organisation. In exercising own underwriting authority, assure that policies and accounts are effectively underwritten, handled and documented in compliance with company and regulatory standards and requirements. Develop and leverage broker/client relationships through a high level of visibility and using a disciplined sales management approach (e.g., planning and follow-up for broker and prospective customer visits/meetings) in support of business objectives. Effectively develop and execute sales plans for assigned brokers in conjunction with the regional sales leadership as appropriate. Create and achieve sales plans that identify and capture new business opportunities and effectively cross sell TICL products. Act as a responsible business partner with assigned brokers and clients, managing interests of TICL. Seek out and maintain collaborative relationships with colleagues in other business units and regions to foster business development. Actively participate/lead regularly scheduled regional and product underwriting and/or sales meetings with your team. Demonstrate superior customer service standards (consistency, quick response, knowledge of products). Work with others to help achieve underwriting, sales and production goals and understand and work towards strategic objectives. Customer interaction focusing on meeting customer expectations for response time and knowledge of products and business. Work strategically and tactically with brokers to ensure they have an appropriate level of understand.
Nov 08, 2026
Full time
We are looking for an experienced Financial Institutions underwriter or broker to join our team where you'll play a pivotal role in shaping the success of the portfolio. In this role, you will primarily focus on new business; cultivating and managing strong broker relationships, collaborating with colleagues and external partners to win new opportunities and exploring exciting areas for growth. Combining technical underwriting or broking expertise with commercial acumen, this role offers the chance to become a recognised local expert and role model, while coaching and mentoring the next generation of Development Underwriters. Travelers Europe currently offers flexibility to employees who wish to work on a hybrid basis in accordance with our Hybrid Work Arrangements Policy. This entails full time employees working three days a week in the office and two days at home (or pro rata for part-time employees). This policy may be changed at the Company's discretion. What Will You Do? Underwrite and assess risk for products and accounts from assigned brokers. Make appropriate decisions within own underwriting authority in addition to considered, intelligent, and complete recommendations to regional or product underwriting leadership. Consistent with TICL underwriting principles underwrite more complex accounts and risks and consider different approaches toward risks to maximise profitability (e.g., pricing, retention, endorsements, limits, indemnity, security). Make prompt, sound decisions within underwriting authority and based on appropriate underwriting information. Negotiate terms and conditions consistent with regional or product underwriting requirements and standards within submission timeframe. Understand and execute product segment strategies to produce budgeted results. Continuously manage book of business (maintain quality of business required by regional or product underwriting strategy). Accountable for accurate underwriting documentation and information in account management systems and adherence to documentation standards. Embrace required working practices with allocated Underwriting Account Management resource in order to deliver appropriate and timely underwriting service on your accounts at all times. Establish and maintain collaborative relationships with colleagues in Head Office, Risk Control, Claims, Actuarial, and as needed, any other parts of the organisation. In exercising own underwriting authority, assure that policies and accounts are effectively underwritten, handled and documented in compliance with company and regulatory standards and requirements. Develop and leverage broker/client relationships through a high level of visibility and using a disciplined sales management approach (e.g., planning and follow-up for broker and prospective customer visits/meetings) in support of business objectives. Effectively develop and execute sales plans for assigned brokers in conjunction with the regional sales leadership as appropriate. Create and achieve sales plans that identify and capture new business opportunities and effectively cross sell TICL products. Act as a responsible business partner with assigned brokers and clients, managing interests of TICL. Seek out and maintain collaborative relationships with colleagues in other business units and regions to foster business development. Actively participate/lead regularly scheduled regional and product underwriting and/or sales meetings with your team. Demonstrate superior customer service standards (consistency, quick response, knowledge of products). Work with others to help achieve underwriting, sales and production goals and understand and work towards strategic objectives. Customer interaction focusing on meeting customer expectations for response time and knowledge of products and business. Work strategically and tactically with brokers to ensure they have an appropriate level of understand.
Business Insurance helps companies in the UK and Ireland identify, prepare for and mitigate risks by offering a broad array of industry-specific, combined property and casualty insurance solutions to customers. We are looking for a Development Underwriter who is passionate about new business development and building strong broker relationships concentrating on the London market. You will proactively manage submissions, quotes and binds, while cultivating and maintaining broker partnerships delivering tailored insurance solutions. Decisive and detail-oriented, you will use your technical Property & Casualty underwriting knowledge to independently assess and evaluate risk, negotiate terms and sell our products across, driving sustainable profitability and long-term success for Travelers. Travelers Europe currently offers flexibility to employees who wish to work on a hybrid basis in accordance with our Hybrid Work Arrangements Policy. This entails full time employees working three days a week in the office and two days at home (or pro rata for part-time employees). This policy may be changed at the Company's discretion. What Will You Do? Manage the profitability, growth, and retention of an assigned book of business comprised of routine to moderately complex accounts across most of our products. Underwrite and skillfully negotiate moderate risks to minimise risk and maximise profitability, including Mid Term Adjustments (MTAs). Proactively manage your portfolio, ensuring key performance indicators are consistently achieved and you actively target new business and retention. Identify and take corrective action in collaboration with your Manager / Team on individual risk characteristics identified through Portfolio Management. Identify and capture opportunities to write additional lines of business using knowledge of products, risk characteristics and appetite. Proactively utilise various technology platforms to quote and bind risk efficiently. Provide input and support the presentation of Underwriting Reviews for individual policies or portfolios and manage action points. Cultivate and maintain relationships with internal partners within the business unit and across the enterprise to identify cross-selling opportunities. Foster and maintain relationships with brokers by phone, email or other communication channels to market and sell Travelers products with a goal of writing and retaining accounts consistent with our risk appetite. Must be able to travel to meetings. Develop and execute pipeline plans and support the renewal team in the retention of business that aligns with the team's sales plans to drive success working in partnership with the sales team. Train and mentor less experienced underwriters. Support and collaboration for more junior members of the team, including referrals.
Nov 08, 2026
Full time
Business Insurance helps companies in the UK and Ireland identify, prepare for and mitigate risks by offering a broad array of industry-specific, combined property and casualty insurance solutions to customers. We are looking for a Development Underwriter who is passionate about new business development and building strong broker relationships concentrating on the London market. You will proactively manage submissions, quotes and binds, while cultivating and maintaining broker partnerships delivering tailored insurance solutions. Decisive and detail-oriented, you will use your technical Property & Casualty underwriting knowledge to independently assess and evaluate risk, negotiate terms and sell our products across, driving sustainable profitability and long-term success for Travelers. Travelers Europe currently offers flexibility to employees who wish to work on a hybrid basis in accordance with our Hybrid Work Arrangements Policy. This entails full time employees working three days a week in the office and two days at home (or pro rata for part-time employees). This policy may be changed at the Company's discretion. What Will You Do? Manage the profitability, growth, and retention of an assigned book of business comprised of routine to moderately complex accounts across most of our products. Underwrite and skillfully negotiate moderate risks to minimise risk and maximise profitability, including Mid Term Adjustments (MTAs). Proactively manage your portfolio, ensuring key performance indicators are consistently achieved and you actively target new business and retention. Identify and take corrective action in collaboration with your Manager / Team on individual risk characteristics identified through Portfolio Management. Identify and capture opportunities to write additional lines of business using knowledge of products, risk characteristics and appetite. Proactively utilise various technology platforms to quote and bind risk efficiently. Provide input and support the presentation of Underwriting Reviews for individual policies or portfolios and manage action points. Cultivate and maintain relationships with internal partners within the business unit and across the enterprise to identify cross-selling opportunities. Foster and maintain relationships with brokers by phone, email or other communication channels to market and sell Travelers products with a goal of writing and retaining accounts consistent with our risk appetite. Must be able to travel to meetings. Develop and execute pipeline plans and support the renewal team in the retention of business that aligns with the team's sales plans to drive success working in partnership with the sales team. Train and mentor less experienced underwriters. Support and collaboration for more junior members of the team, including referrals.
Business Insurance helps companies in the UK and Ireland identify, prepare for and mitigate risks by offering a broad array of industry-specific, combined property and casualty insurance solutions to customers. We are looking for a Development Underwriter who is passionate about new business development and building strong broker relationships concentrating on the South of England region. You will proactively manage submissions, quotes and binds, while cultivating and maintaining broker partnerships delivering tailored insurance solutions. Decisive and detail-oriented, you will use your technical Property & Casualty underwriting knowledge to independently assess and evaluate risk, negotiate terms and sell our products across, driving sustainable profitability and long-term success for Travelers. Travelers Europe currently offers flexibility to employees who wish to work on a hybrid basis in accordance with our Hybrid Work Arrangements Policy. This entails full time employees working three days a week in the office and two days at home (or pro rata for part-time employees). This policy may be changed at the Company's discretion. What Will You Do? Manage the profitability, growth, and retention of an assigned book of business comprised of routine to moderately complex accounts across most of our products. Underwrite and skillfully negotiate moderate risks to minimise risk and maximise profitability, including Mid Term Adjustments (MTAs). Proactively manage your portfolio, ensuring key performance indicators are consistently achieved and you actively target new business and retention. Identify and take corrective action in collaboration with your Manager / Team on individual risk characteristics identified through Portfolio Management. Identify and capture opportunities to write additional lines of business using knowledge of products, risk characteristics and appetite. Proactively utilise various technology platforms to quote and bind risk efficiently. Provide input and support the presentation of Underwriting Reviews for individual policies or portfolios and manage action points. Cultivate and maintain relationships with internal partners within the business unit and across the enterprise to identify cross-selling opportunities. Foster and maintain relationships with brokers by phone, email or other communication channels to market and sell Travelers products with a goal of writing and retaining accounts consistent with our risk appetite. Must be able to travel to meetings. Develop and execute pipeline plans and support the renewal team in the retention of business that aligns with the team's sales plans to drive success working in partnership with the sales team. Train and mentor less experienced underwriters. Support and collaboration for more junior members of the team, including referrals.
Nov 08, 2026
Full time
Business Insurance helps companies in the UK and Ireland identify, prepare for and mitigate risks by offering a broad array of industry-specific, combined property and casualty insurance solutions to customers. We are looking for a Development Underwriter who is passionate about new business development and building strong broker relationships concentrating on the South of England region. You will proactively manage submissions, quotes and binds, while cultivating and maintaining broker partnerships delivering tailored insurance solutions. Decisive and detail-oriented, you will use your technical Property & Casualty underwriting knowledge to independently assess and evaluate risk, negotiate terms and sell our products across, driving sustainable profitability and long-term success for Travelers. Travelers Europe currently offers flexibility to employees who wish to work on a hybrid basis in accordance with our Hybrid Work Arrangements Policy. This entails full time employees working three days a week in the office and two days at home (or pro rata for part-time employees). This policy may be changed at the Company's discretion. What Will You Do? Manage the profitability, growth, and retention of an assigned book of business comprised of routine to moderately complex accounts across most of our products. Underwrite and skillfully negotiate moderate risks to minimise risk and maximise profitability, including Mid Term Adjustments (MTAs). Proactively manage your portfolio, ensuring key performance indicators are consistently achieved and you actively target new business and retention. Identify and take corrective action in collaboration with your Manager / Team on individual risk characteristics identified through Portfolio Management. Identify and capture opportunities to write additional lines of business using knowledge of products, risk characteristics and appetite. Proactively utilise various technology platforms to quote and bind risk efficiently. Provide input and support the presentation of Underwriting Reviews for individual policies or portfolios and manage action points. Cultivate and maintain relationships with internal partners within the business unit and across the enterprise to identify cross-selling opportunities. Foster and maintain relationships with brokers by phone, email or other communication channels to market and sell Travelers products with a goal of writing and retaining accounts consistent with our risk appetite. Must be able to travel to meetings. Develop and execute pipeline plans and support the renewal team in the retention of business that aligns with the team's sales plans to drive success working in partnership with the sales team. Train and mentor less experienced underwriters. Support and collaboration for more junior members of the team, including referrals.
