The Broker Business Club: Why the mid-market matters
In the first of a series of business lunches being held across the country, Insurance Age has teamed up with Zurich to bring together some of the most senior and influential brokers to discuss the most pressing concerns in their particular markets. The first was held in the Gherkin in London, with attendees focusing on the mid-market (defined as businesses with a turnover of between £5m and £300m) and the pressures that this market faces.
Who has the most influence over these clients?
The feeling around the table was that the broker had the most direct influence over the client in terms of where they eventually placed their business but that input from the insurer was crucial when trying to build a long-term, sustainable relationship. As a representative from Zurich pointed out: “We try to get the message across to the client about consistency. The clients you really want to get a hold of are the ones that are looking for
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