History in the making

According to Norwich Union's (NU) David Prior, bespoke trading is the future. This conviction hardly comes as a surprise when you consider that he is the insurer's head of schemes, but this is more than self-promotion - there may be truth in what he says.

There is a certain haphazard quality to the way schemes are developed, based as they are on the ability and desire of a broker or insurer to identify and exploit a need in the market. In many cases, it requires a degree of lateral thinking

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