A new account came in from our client that required fire and catastrophe protection on a large commercial real estate account.  The objective was to develop a competitive program that was price sensitive on a blanket basis for both low and mid excess layers.  The primary broker was pushing our client for a competitive bid.  The account had recently had a $5,000,000 fire loss.  After canvasing the market and developing authorizations we discovered that the pricing on the lower layer was too high for our client to compete.  We then focused on the real problem with the account and reinsured the single location which had a large catastrophe exposure along with buying an additional lower layer for the flood and surge component.  There are always ways to create products to be able to compete and protect the assets of our clients.  “Never Give Up”!