Hartley Hartman
Business development manager for captive insurance
Risk Partners
Personal bio
Hartley Hartman is an energetic professional in the captive insurance space, die-hard Green Bay Packers fan, and firm believer that life should be a balance of professional purpose and personal adventure.
Hartley started his career as a staff accountant with AIG Captive Management Services in Burlington, Vermont. From there, he advanced into increasingly strategic roles at Johnson Lambert, honing his expertise in insurance and accounting. In 2021, he brought that knowledge to Risk Partners, where he now serves as business development manager, working closely with clients to develop and implement custom captive insurance strategies aligned with their long-term risk goals.
Originally from Vermont, Hartley relocated to Charleston, South Carolina, in 2016 and quickly fell in love with the Lowcountry lifestyle. When he is not immersed in captive structures or speaking at conferences, you will find him on the golf course, checking out the local craft beer scene (and brewing his own), or hopping on a plane to catch a concert from one of his favorite bands. A lifelong Packers fan, he is always up for traveling to a good game or a great show.
Community involvement is another important part of Hartley’s life. He has regularly volunteered with youth mentorship programmes and the American Red Cross in both Vermont and South Carolina.
Can you tell us a bit about your journey into the captive insurance industry? What initially drew you to this field?
Like many in the captive space, I did not set out to build a career here — it found me. During my junior year of college, I stumbled upon a part-time internship with AIG, which was known as Chartis at the time, in Burlington, Vermont. I did not know much about insurance, let alone captive insurance, but I took a chance and applied. That internship turned into a full-time job post-graduation and introduced me to a fascinating world of alternative risk solutions. What really drew me in — and what has kept me here — is the flexibility and creativity captives allow. Every client, every solution is different, and that dynamic nature really fuels my curiosity and keeps me engaged.
What does your day-to-day role look like, and what has been the most rewarding project or achievement in your career so far?
As manager of captive business development at Risk Partners, my role centres on crafting and executing captive strategies that align with our clients’ broader business goals. I am also deeply involved in expanding awareness and understanding of captives across industries.
One of the most rewarding aspects of my work has been guiding clients from scepticism or confusion to confidence — watching them realise how a captive can truly transform their risk management approach. On a broader scale, I am proud to contribute through my roles with the International Center for Captive Insurance Education (ICCIE), the Tennessee Captive Insurance Association (TCIA), and the South Carolina Captive Insurance Association (SCCIA), where I help strengthen and educate the next generation of captive professionals.
Have you faced any significant challenges in your role, and how did you overcome them?
One of the biggest ongoing challenges I face is educating others about captives. Captives are often misunderstood or seen as too complex. Helping clients understand their purpose and value requires patience, clear communication, and sometimes a bit of myth-busting.
I have found that demystifying the process and focusing on real-world outcomes — cost savings, control, flexibility — can be incredibly effective. Staying active in industry associations and continuing to teach through ICCIE also helps others stay sharp and informed, which is key to navigating complex client conversations and evolving market demands.
What do you enjoy most about working in the captive insurance sector, and how do you see the industry evolving in the coming years?
I love the problem-solving aspect. Captives give us the tools to design customised, forward-thinking solutions for risk financing, offering options that are not always available in the traditional market. The collaboration within the captive community is another highlight. It is a tight-knit industry that thrives on shared knowledge and innovation.
Looking ahead, I see continued growth in the use of captives for emerging risks such as cyber, supply chain, and environmental exposures, along with a rise in medical stop-loss applications. Technology and data analytics are also game changers, allowing us to make better, faster decisions for our clients.
What advice would you give to other young professionals considering a career in captive insurance?
Explore it! Captive insurance is still a bit of a hidden gem — there is tremendous opportunity for growth, learning, and advancement. It is a field that welcomes diverse backgrounds, whether you come from accounting, law, underwriting, or consulting.
I also recommend getting involved in industry associations, seeking mentorship, and pursuing designations like the Associate in Captive Insurance (ACI). Those are great ways to gain credibility, build your network, and discover all the directions your career can take within this space.
Are there any mentors or colleagues who have played a significant role in your development?
Yes, I was lucky to have a fantastic mentor during my early years in the industry who really helped me understand the intricacies of captives and the potential they offer. That early guidance laid the foundation for my entire career.
Since then, I have continued to learn from peers, clients, and colleagues across the industry — many of whom have generously shared their knowledge and experience. It is one of the things I love most about this industry — there is always someone willing to help you grow.
How do you continue to grow your knowledge and skills within such a specialised industry?
I am a big believer in continuous learning. I stay active with ICCIE, where I teach and learn from others.
I also serve on committees and boards, which keeps me connected to new developments and emerging best practices.
Conferences, webinars, and even informal conversations with peers are constant sources of insight. Because the industry is always evolving — regulatory shifts, new risks, innovation — there is never a shortage of opportunities to grow.
Gary Osborne, vice president, Risk Partners, “I looked to recruit Hartley for Risk Partners because he had the outgoing personality, the building block experience from captive management and captive auditing, and he was already working on associations and speaking at conferences. He has only developed further in the three and a half years we have worked together and he is well positioned to be an industry leader now and for decades to come.”
