Agenda: Going for growth in a tough market

Tony Cornell

It is estimated that market premium income for commercial insurance dropped by more than 5% in 2009 with little prospect of any increase this year. The personal lines sector is more optimistic with rates hardening, but for most brokers this is only a small part of their business. This scenario puts further pressure on brokers' finances where some 85% of costs are fixed, leaving them struggling to maintain profit levels in this climate.

Brokers have four options:

• sell their business at what

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