In this episode of Leaders & Legends, Al Sica and USI Insurance Services Head of Corporate Development Ed Bowler discuss Ed’s long and storied career in the insurance brokerage industry and how he helped grow USI to a $3 billion business. Drawing from his background as an executive, investor, and advisor, Ed shares his perspectives on leveraging PE, what “integration” means to USI, and his repeatable fundamentals that consistently drive results. 

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At the center of his approach is what he calls “simple net new,” which Ed describes as the most important driver of organic revenue. In plain terms, it’s the net result of new revenue added minus revenue lost. Ed explains why businesses often overcomplicate growth with pricing tactics or layered initiatives, while overlooking the most basic question that matters: are you consistently bringing in more new business than you’re losing? By aligning leadership, teams, and accountability around this simple metric, organizations can build sustainable, repeatable growth over time.

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