Bridge the divide

Brokers need to face up to some cold hard truths when dealing with small businesses. As Alan McEwan explains that brokers must build bridges with smaller businesses by offering affordable products, or both parties could face an insecure long term future

At Folgate Warren Hill, the focus has always been quite clear. We have positioned ourselves to provide business and personal insurance solutions to the small and medium sized enterprise (SME) market. It's as simple as that, but it's certainly not straightforward when you consider the shape and nature of the market we're dealing with.

First of all, the definitions of exactly what constitutes an SME can be misleading. The most commonly applied theories are based simply on staff or revenue levels