Contractor Insurance Isn’t One Policy, It’s a Risk Management Stack

Understanding the Myth: Why Contractor Insurance Is More Than a Single Policy

Most contractors, if you ask them, will say they carry “general liability.” Some add workers’ comp. A few mention commercial auto. That’s usually where the list ends. Not because the risks end there. Because nobody sat down with them and explained that what they’re buying isn’t one thing.

“Contractor insurance” sounds like it names a product. It doesn’t. It’s shorthand for a layered system of coverage that works when it’s built deliberately and falls apart when it isn’t. The gaps don’t show up in the policy documents. They show up when a claim arrives and the coverage isn’t there. By then, the options are limited.

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That gap between assumption and reality is where most of the financial damage happens. Not from disasters. From the ordinary, foreseeable things that fall through the space between policies a contractor thought were enough.

Construction risk is different from most business risk in ways that matter. You’re managing moving crews, heavy equipment, subcontractors with their own exposure, property you don’t own, timelines that affect cash flow, and projects where a single incident can trigger liability claims from multiple directions simultaneously. Contractors working across Kerrville, Comfort, and Boerne see this play out regularly. A single policy wasn’t built to handle all of that. A layered stack is.

Treating insurance as a checkbox is how contractors end up exposed. Buy a general liability policy, file the certificate of insurance, move on. They tend to find out the hard way that their coverage stopped where their assumptions started. The ones running it like a risk management system catch things earlier. Before a project starts. Before the contract gets signed with requirements the current stack can’t satisfy.

The Building Blocks: Essential Policies Every Contractor Needs in Their Stack

Some coverage is foundational. The rest of the stack doesn’t function without it.

General Liability Insurance

Commercial general liability insurance is where the stack starts. It responds to third-party bodily injury, property damage, and personal injury claims that come out of your operations. Visitor gets hurt on a job site. Your crew damages a neighboring property. Someone alleges your work caused a loss during a project. The GL policy is what gets called first.

The general liability policy is also the one most frequently reviewed by property owners, site owners, and project managers before a contract is signed. Certificate of insurance requests, additional insured requirements, waiver of subrogation clauses: these all run through the GL. It’s the policy the rest of the construction participants care about most.

One part of GL coverage that doesn’t get enough attention in construction specifically is Products-Completed Operations. Most contractors think of liability as a during-the-job exposure. In construction, some of the largest claims arrive five, six, seven years after the project is done. Construction defect litigation operates on a long timeline, and in Texas that timeline can extend further than most contractors expect. The completed operations portion of a GL policy extends coverage into that window, but limits, endorsements, and policy continuity all affect whether it actually responds when a claim surfaces years later. Contractors who let policies lapse or switch carriers without understanding how tail coverage works can find themselves exposed on projects they finished years ago.

Coverage limits matter here more than a lot of contractors realize until it’s too late to do anything about it. A $1 million per-occurrence limit sounds like real money. On a serious commercial liability claim, it can disappear fast. Project requirements spell out minimums, and those minimums tend to be the floor of what a developer or site owner is comfortable with, not a reflection of what the contractor’s actual exposure looks like. Worth doing the math on your own projects before the next renewal.

The practical answer to the limits problem, without rebuilding the base stack, is an umbrella policy. It sits above the underlying GL, auto, and sometimes other policies, and responds when those underlying limits run out. A $5 million umbrella on top of a $1 million GL gives a contractor $6 million of coverage on a serious claim for a fraction of what it would cost to raise the base limit to $6 million directly. On larger commercial projects, umbrella coverage isn’t optional in any practical sense. Most project requirements mandate it.

Workers’ Compensation Insurance

There’s no optional version of this one. Virtually every state requires workers’ comp the moment you have employees, and the penalties go beyond fines. In some states the business owner ends up with personal liability for injuries that should have been covered by a policy they chose not to buy. And construction, practically speaking, has one of the highest workplace injury rates of any industry. Falls. Equipment accidents. Repetitive strain. The claims aren’t hypothetical.

What workers’ comp does is create a structured path for handling those claims. Medical costs, lost wages, rehabilitation. Without it, a single serious injury can produce a lawsuit that the general liability policy may not cover and that the business may not survive. (We see this more than we’d like to.)

Subcontractor coverage deserves scrutiny here specifically. If a sub you hired doesn’t carry their own workers’ comp and one of their workers gets hurt on your site, that claim has a way of circling back. Certificate verification isn’t optional. It’s part of managing the exposure.

Commercial Auto Insurance

Personal auto policies don’t cover vehicles used for business. A lot of contractors don’t find that out until after an accident, which is a bad time to find out anything about your coverage. If your crews are driving to job sites, hauling materials, or just using work trucks day to day, commercial auto is part of the base stack.

Hired and non-owned auto coverage matters too, for situations where employees drive their own vehicles for work purposes. One accident, wrong coverage in place, and a routine claim turns into something the business owner is handling personally.

Professional Liability for Contractors

This one gets skipped more than it should. General liability handles physical damage. What it doesn’t touch is financial harm from mistakes in your work, your designs, or your professional judgment. That’s what professional liability covers (sometimes called errors and omissions, depending on the carrier and the policy form).

Design-build contractors are the obvious candidates. So are general contractors who provide project management guidance, or anyone whose clients are making financial decisions based on their expertise. The retroactive date is worth paying attention to. It determines how far back the coverage actually extends. Gaps there tend to be invisible until a claim surfaces one.

The specific scenario that catches contractors off guard: professional liability is written on a claims-made basis, not occurrence. When a contractor switches carriers, the new policy sets a new retroactive date. If the old policy is gone and the new date doesn’t reach back, everything done before that date is uncovered. Neither policy responds. The work was done, the exposure is real, and there’s nothing in place to handle a claim against it. Maintaining the original retroactive date when switching carriers isn’t a detail. It’s the whole protection.

Coverage	What It Responds To	Common Gap
General Liability	Third-party injury, property damage, completed operations claims	Pollution excluded; completed ops limits often undersized
Workers’ Compensation	Employee injury, medical costs, lost wages	Subcontractors without their own coverage create uninsured exposure
Commercial Auto	Vehicle accidents during business use	Personal auto used for work isn’t covered without hired/non-owned endorsement
Professional Liability	Financial harm from professional errors or judgment	Retroactive date gaps leave prior work unprotected

Each base policy has a ceiling. What sits beyond that ceiling is where the specialized stack picks up.

Past the base stack, the coverage picture gets more project-specific. A few of these come up often enough that most contractors have at least heard of them. Others are notably underused for how common the exposure is.

Builders Risk Insurance

Most contractors know they need general liability. Fewer think about what happens to the actual building while it’s under construction, because nothing in the base stack covers it. A fire takes out a partially framed structure. A storm damages the roof before it’s dried in. Materials get stolen from the site over a three-day weekend. The GL policy doesn’t respond to any of that. Neither does the property owner’s insurance, usually.

Builders risk is the policy that covers the structure and materials during the construction window. Developers and property owners often require it by contract, which is how a lot of contractors first encounter it. The ones who don’t get asked for it sometimes skip it. That’s the gap.

Tools and Equipment Coverage

Property insurance has an address. The tools don’t stay there. Whatever’s at the job site, owned, leased, rented, sits outside the coverage the standard property policy provides. Tools and equipment coverage follows the equipment to wherever the work is actually happening.

Theft is the obvious trigger for this one. A skid steer walks off over a weekend and suddenly there’s a rental bill, a schedule problem, and a conversation with the client about why things are delayed. What doesn’t happen is a claim, because the coverage wasn’t in the stack. It tends to get dropped at renewal as a line item that feels cuttable. It usually isn’t.

Pollution Liability for Contractors

Most general liability policies contain pollution exclusions. Broad ones. The standard GL policy wasn’t designed to cover environmental claims, and construction work creates these exposures more regularly than most contractors want to sit with. Fuel gets spilled. Soil gets disturbed. Renovation work on older buildings turns up lead or asbestos. Chemical runoff from materials is a thing that happens. Pollution liability covers cleanup costs, third-party bodily injury, and property damage tied to those conditions. For contractors doing excavation, demolition, or renovation work, this isn’t edge-case coverage. It’s coverage for what ordinary projects produce.

Cyber Liability

Construction businesses run on digital systems now. Project management platforms, financial software, subcontractor coordination tools, drone and surveillance camera data. The dependency is real and it wasn’t there ten years ago. A ransomware attack can shut down operations. A data breach can expose client information and generate liability that nothing else in the stack addresses.

Cyber liability almost always comes up after an incident rather than before one. Getting it in place first costs a fraction of what cleaning up an incident costs.

Subcontractor Default Insurance

When a subcontractor defaults, walks off a job, goes insolvent, can’t finish their scope, the financial and schedule consequences land on the general contractor. Surety bonds are one tool for managing that. Subcontractor default insurance is another, and in some situations a more flexible one. It picks up the cost of getting the scope completed: replacement sub, transition management, delay absorption. On larger projects with layered subcontractor relationships, a default isn’t a theoretical scenario. It’s a budgeted contingency that a lot of contractors don’t actually have coverage for.

The Real Cost of Overlooking Layers in Your Risk Management Stack

Coverage gaps are invisible until they aren’t. They live inside policy language, in the space between what a contractor assumed was covered and what the policy actually says. By the time they become visible, a claim has already arrived.

A general contractor carries solid general liability coverage. A subcontractor gets hurt on the job site. The sub doesn’t have workers’ comp. The claim circles back. The GL policy has exclusions for employee injury. The contractor pays out of pocket, or faces a lawsuit, for something that a basic subcontractor certificate review would have prevented.

A builders risk policy isn’t purchased because the client said they’d handle it. The client’s policy has exclusions for contractor negligence. A fire damages the partially completed structure. Both policies point at the other. The contractor spends months in coverage disputes while the project stalls.

Materials are stolen from a job site over a weekend. Tools and equipment coverage wasn’t in the stack because it seemed like a low-priority line item. Replacement costs hit the project budget. The timeline slips. The client relationship suffers.

These aren’t disaster scenarios. They’re ordinary, foreseeable events, the kind of things that happen on construction projects regularly across Kerr County. The financial damage comes not from the incident itself but from the absence of coverage that should have been there. That distinction matters more than most contractors expect when they’re building a program.

Indemnification clauses in contracts can shift liability in directions that surprise contractors who didn’t read them carefully. Additional insured requirements that aren’t met can void coverage at the moment it’s needed. Endorsements that modify policy language, sometimes in ways that narrow coverage significantly, get overlooked during renewal.

This is worth slowing down on. The contract usually comes before the insurance decision, and what the contract requires shapes what the stack needs to include. Hold harmless agreements, for instance, are common in construction contracts. The contractor agrees to indemnify the property owner or developer against claims arising from the work. That’s a contractual promise. Insurance is what backs that promise up. A contractor who signs a broad indemnification clause without confirming their GL policy actually covers that scope of liability has made a commitment their coverage can’t keep. Reading the contract before finalizing the insurance program isn’t just good practice. It’s how the stack gets built to match the actual exposure.

Cash flow is also part of this equation. A major uninsured loss doesn’t just hurt the current project. It strains the entire business. Contingency budgets exist for a reason, but they’re not designed to absorb losses that insurance should have covered. A coverage gap is a financial risk to the business, not just to the project.

Tailoring Your Insurance Stack: How to Assess and Update Your Coverage Regularly

The right insurance stack at the start of a contractor’s business career is rarely the right stack five years later. The business grows. Projects get larger. New risk exposures appear. Subcontractor relationships multiply. The coverage needs to keep pace.

An annual policy review isn’t a formality. It’s a working session. The business that exists today is probably different from the one that bought the current stack. Projects got larger. New subcontractors came in. Work expanded into new states. Contracts started showing up with indemnification clauses and coverage requirements that the existing stack wasn’t built to handle. The review is where those gaps get found before a claim surfaces them.

Customizing contractor policies isn’t about adding coverage for the sake of it. It’s about accurately mapping the policy structure to the actual risk exposure of the business as it currently exists. That changes over time.

A few things worth examining specifically:

Coverage limits should be evaluated against actual project values, not set once and forgotten. A limit that was adequate for residential remodeling may be inadequate for commercial construction.

Endorsements deserve attention. They modify base policy language, sometimes expanding coverage, sometimes pulling it back in ways that aren’t obvious at a glance. An endorsement that looks minor at renewal can matter a lot when a claim gets filed and the adjuster points to it.

Offsite exposures catch contractors off guard more than almost anything else. Materials in transit, equipment stored away from the primary job site, work happening at locations not listed on the policy. If the policy doesn’t cover where the work actually is, the coverage isn’t there when it’s needed.

OSHA compliance, job hazard analysis, safety inspections, and incident reporting practices don’t just protect workers. They create documentation that matters enormously in the event of a claim. Carriers look at safety records. Underwriters price based on them. A well-documented safety program is part of the risk management stack, not separate from it.

Choosing the right insurer matters more than contractors usually expect. Price is obvious. What doesn’t show up in a price comparison is whether the carrier actually understands construction work. That affects how claims get handled, how endorsements get written, how questions get answered when something real is on the line. We’ve seen both sides of that and there’s a meaningful difference. If your renewal is coming up and you’re not sure where your stack stands, call us at Kerrville, Tx: 830.896.2400 and Comfort, Tx: 830.995.2700 and we’ll take a look.

Paving the Path Forward: Empowering Contractors With Proactive Risk Management Strategies

The coverage program that made sense three years ago isn’t necessarily the right one today. The industry changes. Projects get more complex. New exposures show up that nobody was pricing for when the stack was built.

The insurance market itself is part of that picture right now. Construction premiums have climbed steadily over the past few years, and some carriers have pulled back from certain states or project types entirely. Contractors operating in the 78013, 78028, 78029, and 78006 area and surrounding markets have felt that pressure at renewal. That market pressure makes the stack approach more important, not less. Contractors who can demonstrate strong safety records, clean claims histories, and well-documented risk management programs are in a meaningfully better position at renewal than those who can’t. Underwriters are making real distinctions between the two. The stack isn’t just protection against claims. It’s part of what keeps the business insurable at competitive terms.

Green building materials are a good example. Some carry liability profiles that aren’t well understood yet. Some interact with existing structures in ways that generate warranty and defect claims years after project completion. Contractors doing sustainable construction work are taking on exposures that weren’t part of the standard conversation a decade ago, and not all of them show up in traditional policy language.

Drones and UAVs are on more job sites every year. Site surveys, progress monitoring, safety inspections. They’re useful. They also create liability exposure that a lot of existing policies don’t address cleanly: airspace, data privacy, third-party injury risk, equipment damage. Whether your current coverage actually extends to UAV operations is worth asking directly. Carriers don’t tend to bring it up on their own.

Security surveillance camera systems on job sites create similar questions. Data collection, storage liability, and privacy considerations are real. They also generate incident documentation that can be critical in disputed claims.

Controlled insurance programs (sometimes called owner-controlled or contractor-controlled insurance programs) are worth understanding for contractors working on large commercial or public projects. These programs consolidate coverage for an entire project under a single policy, administered by the owner or the GC. They can simplify certificate management and eliminate gaps from subcontractor coverage failures. They also require contractors to understand what’s covered under the program and what isn’t, so their own policies fill the right gaps.

Industry trends point toward more data, more complexity, and more scrutiny. Contracts are getting longer. Indemnification clauses are getting broader. Project requirements are increasing. The contractors who manage this environment well aren’t the ones who found the cheapest general liability policy. They’re the ones who built a coverage stack that actually reflects how their business operates.

Proactive risk management means doing the work before the claim. Hazard identification on new job sites. Regular safety inspections. Clear subcontractor management protocols. Contract review before signing. Coverage verification before mobilizing. The contractors who do these things consistently tend to have fewer surprises. And when surprises do happen, they’re in a better position to handle them.

Conclusion: Contractor Insurance as an Ongoing Commitment

The framing contractors use for insurance shapes the decisions they make about it. Treat it as a checkbox and the gaps are predictable. Run it as a risk management system and those same gaps tend to get caught before a claim finds them first.

The contractors who navigate this well tend to share a common approach. They don’t treat coverage decisions as administrative tasks. They treat them as business decisions. Because that’s what they are. The right stack, maintained correctly, protects cash flow, enables project growth, satisfies contract requirements, and gives clients and partners a reason to trust you with their projects.

We work with contractors at every stage of business development across Hill Country: small residential operations building their first real coverage program, established commercial GCs reviewing complex multi-project stacks. The conversation starts with understanding what you actually do, where your exposure actually sits, and what coverage you actually need to get there.

If you’re not confident your current coverage reflects your current business, reach out to our team. That’s where we start.

 

Frequently Asked Questions That Come Up When Contractors Start Looking at Their Insurance Stack

Do I really need more than general liability if I’m a small contractor?

Size is the wrong variable. A one-person operation doing residential remodeling can have more exposure than a larger crew doing lower-risk work, depending on what the contract says, whether there are employees on site, and what kind of equipment is involved. The GL policy covers a specific set of scenarios. It doesn’t cover an employee injury, it doesn’t follow your tools off-site, it doesn’t touch professional judgment calls, and it won’t respond to a pollution claim. If any of those situations exist in your work, the gaps exist regardless of how small the business is. A contractor who’s been running on a single GL policy for years often has no real picture of what it excludes. Most of those exclusions don’t come up until they do.

What’s the difference between an umbrella policy and just buying higher GL limits?

Higher GL limits only help on GL claims. If a serious incident involves both a vehicle and property damage at the same time, the umbrella responds across both underlying policies. Raising the GL limit doesn’t touch the auto exposure at all. The cost math usually works in the umbrella’s favor too. A $5 million umbrella on top of existing policies tends to cost less than raising each underlying limit individually by that same amount. On larger commercial projects, umbrella coverage gets required by contract often enough that the decision is less about whether to carry it and more about sizing it correctly for the work.

How do I know if my subcontractors’ insurance gaps are my problem?

They become your problem faster than most contractors expect. If a subcontractor’s employee gets hurt on your site and the sub doesn’t carry workers’ comp, the claim has a path back to you. If the sub causes property damage and their GL policy lapses or excludes the work type, the property owner may come after you as the GC. The contractual relationship puts you in the chain. The practical answer is certificate verification before any sub starts work. Not just at bid time, not just at contract signing, but confirmed active before they’re on site. Certificate dates slip. Policies lapse mid-project. A certificate that was valid at contract signing tells you nothing about whether coverage was still active three months later when the incident happened.

Why does professional liability matter for a general contractor who doesn’t do design work?

More GCs touch design decisions than they realize. Suggesting a material substitution, recommending a structural approach, coordinating trades in a way that affects the design outcome: any of these can create professional liability exposure even when the GC isn’t the official designer of record. Design-build delivery makes this more common, not less. And if a project goes sideways and the owner is looking for someone to blame, professional judgment calls that seemed routine at the time can become the basis for a claim. General liability wasn’t built to respond to that kind of allegation.

What actually happens when a builders risk policy and a property owner’s policy both claim the other one should pay?

It gets messy fast and the contractor is usually the one absorbing the schedule impact while it gets sorted out. Each carrier looks at their own exclusions and points at the other policy. Meanwhile the project is stopped or running on the contractor’s dime while adjusters and attorneys work through it. That process can take months. The cleaner situation is having your own builders risk in place from the start rather than relying on what the owner says they’re carrying. Their policy was written to protect their interests. What happens to your project during a coverage dispute isn’t high on the priority list for their carrier.

Is pollution liability really necessary for standard construction work, not environmental cleanup, just regular building?

The pollution exclusion in a standard GL policy is broader than most contractors assume. It doesn’t just exclude industrial spills. Fuel from equipment, construction dust, runoff from materials, disturbed soil, lead paint in a renovation: all of these can trigger a pollution claim that the GL policy excludes entirely. We’ve seen claims filed on residential renovation projects over dust exposure, on commercial sites over fuel spills that reached a storm drain, on ground-up construction over soil disturbance near a waterway. None of those contractors thought they had pollution exposure either. The question isn’t whether you’re doing environmental work. It’s whether anything you’re doing could produce a contaminant. On most job sites, the answer is yes.

How does the hard insurance market affect contractors specifically, and what can we do about it?

Premiums have gone up across the board, and some carriers have pulled back from construction altogether in certain states. Contractors in Texas have seen this show up at renewal in ways that weren’t an issue a few years ago. What that means practically is that renewal isn’t automatic anymore. Terms can change significantly, and shopping coverage has gotten more complicated. The contractors who are in the best position right now are the ones who can show underwriters a clean claims history, documented safety programs, and a well-organized coverage stack. Underwriters price risk based on what they can see. A contractor who comes to renewal with incident reports, OSHA compliance documentation, and a coherent program looks different from one who just sends in a renewal application. We help clients build that picture because it directly affects what they pay.

When should I review and update my coverage stack, just at renewal?

Renewal is the minimum, not the standard. The stack should get a real look any time something material changes in the business: a new project type, a significant increase in contract values, expansion into a new state, adding employees, taking on new subcontractors, or signing contracts with indemnification or additional insured requirements you haven’t dealt with before. Any of those can create gaps between the current stack and the actual exposure. The annual review is where we catch the slow drift: the gradual mismatch between coverage that was right two years ago and a business that’s grown since then. The mid-cycle conversations are where we catch the specific things that changed.

 

 

“The 3-Minute Briefing” Text

This is your 3-minute briefing.
Today we’re talking about why contractor insurance isn’t a single product, and what it actually takes to build coverage that holds up when something goes wrong on a job.

 

Most contractors carry general liability. Some add workers’ comp. A few have commercial auto. That tends to be where the list ends, not because the risks end there, but because nobody ever walked them through what the full picture looks like. And the full picture matters, because construction risk is layered in ways that a single policy was never built to handle.

 

Here’s what the gap looks like in practice. A subcontractor gets hurt on your site. They don’t carry workers’ comp. The claim circles back to you. Your GL policy has exclusions for employee injury. You’re paying out of pocket, or defending a lawsuit, over something that a basic certificate check would have caught. That’s not a disaster scenario. That’s a Tuesday on a job site where the stack wasn’t built right.

 

The coverage system that actually protects a contracting business starts with the base layer: general liability, workers’ comp, commercial auto, professional liability if you’re touching design decisions or project management. But the base layer has ceilings. General liability doesn’t cover a structure under construction. It doesn’t follow your equipment off-site. It excludes pollution almost entirely. Each of those gaps has a policy designed to fill it: builders risk, tools and equipment coverage, pollution liability, and for the limits problem, an umbrella that sits above everything and responds when the underlying policies run out.

 

There’s also a timing dimension that catches contractors off guard. Professional liability is written on a claims-made basis. Switch carriers without maintaining your retroactive date and you lose coverage for everything you did before the switch. Construction defect claims can surface five, six, seven years after a project closes. The work being done doesn’t mean the liability is done.

 

The contractors managing this well aren’t necessarily the ones with the biggest operations. They’re the ones who treat coverage decisions as business decisions. They read contracts before finalizing their stack. They verify subcontractor certificates when the work is actually happening, not just at signing. They review limits against current project values, not against what the business looked like three years ago.

 

The insurance market is making this more important right now, not less. Premiums are up. Some carriers have pulled back from construction entirely in certain states. The contractors in the best position at renewal are the ones who can show underwriters a clean claims history and a coherent risk management program. The stack isn’t just protection. It’s part of what keeps the business insurable at reasonable terms.

 

This concludes your 3-minute briefing. Thanks for listening.

 

Citations & Supporting Resources

The claims in this article are grounded in publicly available data, industry research, and legal reference sources. The following resources allow you to verify specific points and explore further where relevant to your business.

• International Risk Management Institute (IRMI) — The CGL Pollution Exclusion
  IRMI is the leading independent reference authority on commercial insurance policy interpretation. This article explains how the total pollution exclusion in standard CGL policies operates, why it is broadly written, and how courts have applied it to deny contractor claims involving dust, fumes, fuel spills, and construction materials. Directly supports the article’s discussion of why GL coverage doesn’t extend to pollution events on most construction sites.
  https://www.irmi.com/articles/expert-commentary/the-cgl-pollution-exclusion
• FindLaw — Construction Defect Laws by State
  FindLaw is a widely used legal reference resource. This page provides a plain-language explanation of how statutes of limitations and statutes of repose work for construction defect claims, with a state-by-state reference table. Directly supports the article’s point that construction defect litigation can arrive years after a project is complete — and that completed operations coverage needs to hold across that window.
  https://www.findlaw.com/realestate/construction-defects/construction-defect-laws-by-state.html
• Bureau of Labor Statistics — Injuries, Illnesses, and Fatalities (IIF) Program
  BLS publishes annual data on workplace injury and illness rates by industry. Construction consistently ranks among the highest for both fatal and nonfatal occupational injuries. Supports the article’s characterization of construction as a high-injury industry and the workers’ compensation section’s claim that construction claims are not hypothetical.
  https://www.bls.gov/iif/

We review and update the resources we reference to make sure they reflect current conditions. If something in this article raises a question about your own program, that’s exactly the kind of conversation we’re set up to have.