Viewpoint: Grasp the nettle

There are sound business reason why clients should be seeking risk management advice - so brokers should overcome their concerns and provide it for them, says Andy Hawkes.

Risk, in its widest form, is firmly on the boardroom agenda (or it should be). Why is it then, that such a small number of brokers have seized the opportunity to move from being a provider of cheap insurance policies, to presenting themselves as a provider of risk advice and consultancy?

Those that have evolved, benefit from a different type of relationship with their clients. They talk long-term strategy rather than short-term price. They are respected as advisers and consultants rather than