How to… Present a scheme


The secret of a good scheme is to fully understand the target market in depth; that necessitates the broker having an intimate knowledge of potential customers. A good idea in isolation is not enough; an insurer will want to be assured that the broker knows what customers need. For example, what does the economic outlook for this sector look like in the medium to long-term? Is the sector undergoing change that might lead to wholesale replacement of machinery and equipment or the introduction